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 renewals

As the contract progresses closer to the end date, you may need to renew it. We can extend subscriptions or make changes for up-selling or down-selling. The rep needs to talk to the customer and make sure that the renewals are successful and whether the customer is interested in up-selling the deal. This is again similar to negotiations that take place in the initial sales process, offering discounts for renewals, and up-selling is also common for a few businesses.

Contract-based renewal process

Let's learn how Salesforce CPQ creates renewals using the contract-based renewal model. We have a contracted opportunity and the contract has subscription lines with start dates and end dates. Renewals will be created for subscription products and percent of total products.

Important Note

If Preserve Bundle Structure is on, then CPQ will try to recreate the assets, which is a hassle.

The following are the steps to create a renewal:

  1. First, there...