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)
1
Section 1: Getting Started with Salesforce CPQ Implementation
7
Section 2: The Next Stage of the CPQ Journey
11
Section 3: Advancing with Salesforce CPQ

Learning about pricing methods

CPQ can adjust and modify the price of a product that is derived from the price book. Pricing methods can be used to perform price changes when a rep adds a product to a quote. In the previous chapter, while creating products, we saw that we had a section related to pricing, where we can define product pricing attributes. A pricing method is a standard field in the product object. Salesforce CPQ offers the following four pricing methods out of the box:

  • List price
  • Cost
  • Block
  • Percent of total

Let's learn more about each of these pricing methods and how an admin can configure them in CPQ. Each pricing method is a picklist value in the product object.

Setting a list price

For the list price value, the price is retrieved from the price book entry of a product. This leverages the native price book and multi-currency features.

To set up the list price for a product, navigate to App launcherProducts (select...