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

CPQ pricing

We know that Salesforce provides price books to maintain the list prices of products. A price book is a standard object, which is also available for non-CPQ users. When a rep is working on an opportunity, they can choose the price book from which the products and pricing data will be pulled. Most businesses have different pricing requirements based on the customer to whom they are selling – retail, wholesale, government, commercial, and so on. These requirements can be handled by creating different price books but maintaining this data takes more work. For instance, you may need to change a price book entry only for a specific customer, or price a product based on the volume the customer is buying. Businesses too typically need to adjust pricing year on year. In these and many more such complex scenarios, CPQ pricing helps rather than creating new price books for these scenarios.

When your reps create a quote from an opportunity, it uses the standard selected...