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

Creating Multi-Dimensional Quoting (MDQ)

MDQ allows you to break a long subscription into smaller blocks. This will be useful for scenarios where you have a subscription for 2 years and you want to provide a special discount only for the first year. This flexibility in special-term pricing will help reps to negotiate and close deals faster. Ramp billing and milestone billing contracts are common use cases for MDQ.

MDQ allows you to segment a subscription product multiple times within a single quote in the QLE. Each segment will have its own quantity and discount. For each segment, a separate quote line will be created. Admin can define the segment duration, for example, as either monthly, quarterly, or yearly.

Let's see how an admin can set up a product as an MDQ product. Navigate to the product for which you want to set up an MDQ using the path App LauncherProductRelatedPrice DimensionNew. In this example, we are selecting the sample...