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


In this chapter, you learned when and how to create contracts, amendments, and renewals. Several use cases can be configured using these out-of-the-box features.

This is a complex functionality in CPQ that will help you configure products for any specific business. Renewals are as important as your initial deals. Creating and negotiating renewals promptly will help generate a lot of revenue by up-selling. You have also learned how the contract-based renewal model helps in managing the recurring relationship with customers after the initial sale. You have also understood how to customize renewals and amendment processes. You have seen how accounts can be a single source of truth for contracts, amendments, and renewals. While CPQ manages all the record-keeping for amendments and renewals, reps can focus on closing more deals.

In the next chapter, you will learn about the CPQ data model and the object relationships for some of the major CPQ objects.