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

Configuring guided selling in Salesforce CPQ

The guided selling process is like navigating a flowchart on the backend to display the right set of products. It's best practice to map out your entire guided selling process before beginning any configuration. Let's imagine Packt Corporation sells a large number of products. The following diagram shows the flowchart for the products sold by Packt Corporation:

Figure 6.1 – Sample flowchart for laptop products

In the preceding diagram, in the quote that the rep created, the customer wanted to see all the available laptops and choose the right one from that list. So, we will configure the guided selling flow to display all the laptop models. First, we want to know what kind of products customers are interested in. Reps are already trained to know these high-level details about the products. When the rep chooses Hardware, then the questions related to hardware products will be displayed. If the customer...