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

Discounting in CPQ

When a rep is adding products to a quote, most business scenarios will need discounting. These discounting requirements may be specific to a product, customer, partner, quote, or the quantity of the products. CPQ provides several out-of-the-box features for configuring discounts. Let's look at some of the main configurations in the following subsections.

Discount schedules

Discount schedules are system discounts based on the following:

  • Volume: CPQ can apply discounts based on the volume of products a customer buys.
  • Term: CPQ provides discounts based on the term length of a subscription product.
  • Cost: Discounts can be applied directly to a product's cost instead of the list price.

While configuring discount schedules, the upper bound is excluded, and the lower bound is included in the discount tiers, like block pricing. A discount schedule must be assigned to
a product's Term Discount Schedule field for it to be...