Salesforce CPQ Implementation Handbook

Salesforce CPQ Implementation Handbook

by Madhu Ramanujan
Released April 2022
Publisher(s): Packt Publishing
ISBN: 9781801077422

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Book description

An end-to-end practical guide to implementing Salesforce CPQ solutions, shortening your sales cycle, and generating a higher ROI

Key Features

  • Maximize sales by reducing turnaround time and providing a quick analysis of profits and losses
  • Get up to speed with Salesforce CPQ concepts, best practices, and tips when choosing the right CPQ implementation strategy
  • Implement CPQ configurations and automations for B2B and B2C business scenarios

Book Description

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.

What you will learn

  • Understand Quote-2-Cash business processes and configure opportunities and quotes
  • Create custom CPQ actions and use custom filters for automating business needs
  • Discover how to configure products and product rules
  • Understand the CPQ pricing structure and methods, rules, multidimensional quoting, and quote automation
  • Explore the CPQ data model and use the Salesforce Schema Builder to view and configure object relationships
  • Configure contracts, amendments, and renewals in Salesforce
  • Focus on CPQ billing and its advantages
  • Gain comprehensive insights into Industries CPQ

Who this book is for

This book is for Salesforce administrators, business analysts, functional consultants, sales managers, Salesforce architects, and those looking to gain Salesforce CPQ certification. Working knowledge of the Salesforce ecosystem is recommended to get the most out of this book.

Table of contents

  1. Salesforce CPQ Implementation Handbook
  2. Contributors
  3. About the author
  4. About the reviewers
  5. Preface
    1. Who this book is for
    2. What this book covers
    3. To get the most out of this book
    4. Download the color images
    5. Conventions used
    6. Get in touch
    7. Share Your Thoughts
    8. Learn more on Discord
  6. Section 1: Getting Started with Salesforce CPQ Implementation
  7. Chapter 1: Getting Started with Salesforce CPQ Implementation
    1. The relationship between the sales process and cloud computing
    2. Understanding the quote-to-cash process
    3. Introducing Salesforce CPQ
      1. Configure
      2. Price
      3. Quote
      4. CPQ high-level object flow
    4. Salesforce CPQ advantages
    5. Salesforce CPQ versus Industries CPQ
    6. Installing Salesforce CPQ
    7. Summary
  8. Chapter 2: Configuring Opportunities and Quotes
    1. Salesforce opportunities, quotes, and products
      1. Opportunities
      2. Quotes
      3. Products
    2. Introducing CPQ quotes
      1. Enabling CPQ permission set licenses
      2. Creating a quote
    3. The Quote Line Editor
      1. Field sets
      2. Quote line drawers
      3. Sorting QLE line columns
      4. Default buttons on the QLE
      5. Custom buttons in the QLE
      6. Cloning a quote line
      7. Customizing the QLE column width
    4. CPQ approvals
      1. Standard approvals
      2. Advanced Approvals
      3. AA objects
    5. Advantages of creating orders from a quote
      1. Enabling orders
    6. Summary
  9. Chapter 3: Configuring CPQ Products
    1. Products overview
      1. Types of products
    2. Configuring products
    3. Creating custom actions and search filters
      1. Creating custom actions
      2. Creating a search filter
      3. Verifying custom actions in the QLE
      4. Creating dynamic search filters
    4. Configuring product bundles
      1. Creating a product bundle in a Salesforce instance
      2. Creating a product option in a Salesforce instance
      3. Creating a product feature in a Salesforce instance
      4. Adding a bundle to the QLE
    5. Creating product rules
      1. Creating a validation product rule
      2. Creating a summary variable and an error condition
      3. Associating a product rule with a product bundle
      4. Testing the validation product rule in the QLE
      5. Creating an alert product rule
      6. Creating an alert product rule error condition
      7. Testing the validation product rule in the QLE
      8. Creating a selection product rule
      9. Creating a selection product rule error condition
      10. Creating an alert product rule action
      11. Testing the validation product rule in the QLE
      12. Creating a filter product rule
    6. Creating twin fields 
    7. Summary
  10. Chapter 4: Configuring CPQ Pricing
    1. CPQ pricing
    2. Learning about pricing methods
      1. Setting a list price
      2. Creating the cost price
      3. Creating the block price
      4. Adding a block price product to a quote
      5. Creating a percentage of the total price
    3. Creating Multi-Dimensional Quoting (MDQ)
    4. Understanding the pricing structure
    5. Discounting in CPQ
      1. Discount schedules
      2. Associating the discount schedule with a product
    6. Creating price rules
      1. Enabling the advanced calculator
      2. Creating a sample price rule
      3. Creating a price condition
      4. Creating a price action
      5. Testing a price rule in the QLE
      6. Creating a price rule using a lookup object
      7. Creating a lookup query for the price rule
      8. Creating a price action for the lookup query price rule
    7. Summary
  11. Chapter 5: Generating and Configuring Quote Templates
    1. Generating PDF quotes using quote templates
      1. Generating a quote document
    2. Creating quote templates and template content
      1. Attaching additional documents
    3. Creating template content and linking quote templates
      1. The types of content
      2. Creating HTML content
      3. Linking the HTML content to a quote template
      4. Creating line item content
      5. Linking the line item content to a quote template
      6. Creating quote terms content
      7. Linking quote terms to a template
    4. Integrating DocuSign for eSignatures
    5. Summary
  12. Section 2: The Next Stage of the CPQ Journey
  13. Chapter 6: Configuring Guided Selling
    1. Guided selling and its advantages
    2. Configuring guided selling in Salesforce CPQ
      1. Creating picklist values on the Process Input object
      2. Linking the API values to the Process Input object fields
      3. Creating dynamic process input
    3. Testing guided selling in QLE
    4. Summary
  14. Chapter 7: Creating Contracts, Amendments, and Renewals
    1. Contracts overview
      1. Creating a contract from an opportunity
      2. Creating a contract from an order
      3. Service Cloud for Salesforce CPQ
    2. Creating amendments
      1. When do customers need amendments?
      2. Cancel and replace
      3. Amendment fields on a contract
      4. Creating a sample amendment
    3. Amending MDQ products
    4. Creating renewals
      1. Contract-based renewal process
      2. Asset-based renewal process
      3. Renewal pricing
      4. Renewal fields on a contract
      5. Creating a sample renewal
      6. Early renewals
    5. Contracted pricing
    6. Summary
  15. Chapter 8: Configuring CPQ Package Settings
    1. Configuring the CPQ package
    2. The Documents tab
    3. The Groups tab
    4. The Line Editor tab
    5. The Plugins tab
    6. The Pricing and Calculation tab
    7. The Subscriptions and Renewals tab
      1. Prorate multiplier
    8. The Quote tab
    9. The Order tab
    10. Additional settings
    11. Summary
  16. Section 3: Advancing with Salesforce CPQ
  17. Chapter 9: The CPQ Data Model and Migration Concepts
    1. Understanding the CPQ implementation strategy
    2. Deploying CPQ changes
    3. Understanding the CPQ data model
      1. Exporting a Salesforce object model
      2. Exporting Salesforce objects to Lucidchart
    4. Legacy data migration
      1. Data migration tools
      2. The data migration sequence
    5. CPQ localizations
    6. Summary
  18. Chapter 10: Salesforce Billing
    1. Salesforce Billing overview
      1. Configuring products for Salesforce Billing
      2. Advantages of Salesforce Billing
    2. Installing Salesforce Billing
    3. Creating invoices
      1. Creating a sample invoice
      2. Configuring an Invoice Scheduler
    4. Creating payments
    5. Understanding the revenue recognition process
      1. Creating GL accounts
    6. Summary
  19. Chapter 11: Understanding Industries CPQ
    1. Industries CPQ overview
    2. Comparing Salesforce CPQ and Industries CPQ
      1. Key features of Industries CPQ
      2. Industries CPQ test environment
    3. Enterprise Product Catalog
      1. Creating products
    4. Industries CPQ's UI
      1. Industries CPQ's cart
      2. Industries OM
      3. Industries CPQ OmniScripts
      4. Digital commerce
    5. Summary
  20. Chapter 12: CPQ Implementation Best Practices
    1. The best practices for improving CPQ performance
    2. The best practices for CPQ implementation
    3. Summary
    4. Further reading
    5. Why subscribe?
  21. Other Books You May Enjoy
    1. Packt is searching for authors like you
    2. Share Your Thoughts

Product information

  • Title: Salesforce CPQ Implementation Handbook
  • Author(s): Madhu Ramanujan
  • Release date: April 2022
  • Publisher(s): Packt Publishing
  • ISBN: 9781801077422