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

Chapter 7: Creating Contracts, Amendments, and Renewals

So far, we have learned about configuring products, pricing, and quotes in CPQ. We have also detailed how a sales rep can create an opportunity and progress a deal. When the rep has an understanding of what the customer needs, a quote can be created.

Products are added to the quote and products and bundles are configured as needed. Based on the configuration, discounts, price rules, and product rules can be applied. Once the quote is approved, the quote document can be generated. If we have any external integration for e-signatures, the quote document is automatically sent to the customer for signatures.

Generally, once the document is signed by the customer, the deal will be closed by marking the opportunity as Closed Won. If orders are implemented, they are created now. For all the subscription products that we sold, we need a contract to keep track of which products need to be renewed later. The contract can then be...