Book Image

The Salesforce CPQ Implementation Handbook

By : Madhu Ramanujan
Book Image

The Salesforce CPQ Implementation Handbook

By: Madhu Ramanujan

Overview of this book

Salesforce CPQ is innovative software that enables you create better quotes, improve quoting accuracy, and maximize sales and deals. It also provides a quick analysis of profits and losses, helping you improve the overall execution of sales processes, and allows a great deal of flexibility for your prospects, customers, and business partners. The book starts with the Quote-2-Cash business process in Salesforce and shows you how to assess when a business needs to implement CPQ. You’ll then progress to configuring opportunities, quotes, and CPQ products. As you advance, you’ll understand how to define and configure price books, price rules for CPQ quote automation, multidimensional quoting, and more. Next, you'll look at how to configure CPQ guided selling and create package configurations, contracts, and amendments. Later chapters will demonstrate how to perform data migration from a legacy system and the order in which the objects are to be migrated. You’ll also explore CPQ billing and its advantages with the help of different use cases before learning about Industries CPQ and how it is different from standard Salesforce CPQ. Finally, you’ll discover best practices for achieving optimal CPQ performance and avoiding performance bottlenecks. By the end of this Salesforce book, you’ll be able to implement Salesforce CPQ for any business.
Table of Contents (17 chapters)
Section 1: Getting Started with Salesforce CPQ Implementation
Section 2: The Next Stage of the CPQ Journey
Section 3: Advancing with Salesforce CPQ

Chapter 4: Configuring CPQ Pricing

In the previous chapter, we discussed how product configuration and CPQ automation help reps sell the right products at accurate prices. Adding the correct combination of products to a customer's quote is crucial for all businesses. It is equally important to sell products at the right price. For example, you may have a few customers who are eligible for special pricing and additional discounts. The same pricing structure may not be applicable for all your other customers. Also, you may be using different currencies in various countries. In addition, you may be selling products at a different price to your retail customers, compared to your wholesale customers. In these cases, how do you make sure the rep is always able to add the right pricing? Salesforce CPQ provides a lot of out-of-the-box functionalities that allow administrators to configure and tailor prices as per their needs. This helps reps automatically price products and add appropriate...