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

Contracts overview

Contracts are used to manage subscription products that you have sold to your customers. In Salesforce CPQ, once a deal is completed and an opportunity is marked as Closed Won, a contract can be created.

In this section, we will learn how CPQ creates a contract. We can use the out-of-the-box Contracted checkbox field on opportunities or orders to initiate the contracting process, which will automatically create a contract record. Contracts can be created from either opportunities or orders. Generating contracts from orders is most common because then subscriptions and assets are related to order products and not just opportunity products. If Salesforce Billing is in play, orders must be created and all contracts must be generated from orders. This ensures amendments and renewals are billed correctly to the customer.

When Allow Multiple Orders is set to True in the CPQ package setting, CPQ can create multiple orders to a single quote. Orders can be split by...