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 amendments

As we all know, changes are inevitable in any business. After a contract gets created, your customers may request changes. Contract amendments are used to add or remove products. Price changes and subscription end date changes must be managed via a cancel and replace amendment.

For example, some requests may be to increase the quantities of existing products or services or buy additional products or services after the initial deal is closed. These changes can be handled in CPQ by creating amendments.

When the customer calls a sales rep, the rep needs to have access to information such as what the customer is currently subscribed to, when their current subscriptions end, whether or not the customer can upgrade to a different level of service, how much the upgrade costs, and where we can track changes to current subscriptions. This is a lot to handle for your sales team without automation. CPQ has built-in functionalities to track all this information on your...