Salesforce CPQ

 Lots of organizations are looking to improve their quoting process and Salesforce CPQ is a good option to consider.

what is CPQ?

1.Quote Management

Opportunity Integration

Cloning & Versioning

Colaboration Workflow

Quote Validations

Language & Currency UI

Commission Integration

2.Product Configuration 

Product Catalog

Product Eligibility

Product Search & Filtering

Bundles

Sizing & Selection

Config ValidationRules

Reccomendation Rules

Guided Selling

Favorites

Product Comparison

3.Pricing

List Price

Contractual Price

Promotions

Volume Pricing

Tiered Pricing

Pricing Analytics & Guidance

Goal Seek

Discretionary discounts

Freight & Fees

Taxes

4.Approvals 

Approval Triggers

Routing

Email Integration

Approval Delegation

5.Document Generation

Document Creation

T's & C's / Attachments

eDelivery

eSignature

6.Q2C Conversion

Order Creation

Collab,workflow & Validation

Order Booking

Order Status

CLM Integration

7.Install Base & Renewals

Assets

Contracts & Subscriptions

Renewal Oppty & Generation

Renewal Quote Generation

Co.Termination & Consideration

Usage & Consumption

8.Reporting

Reports

Dashboards

Analytics & Biz Intelligence

Sales cloud vs CPQ :

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Sales Cloud :

1.Flat Product Table

All products are at the same level.Think a grocery receipt.

2.No Contract Amendment Function 

When a customer wants to change a contract,salesforce has no way to adjust or calculate those changes.

3.No Contract Renewal

There is no automation on how renewals are managed and if a contract changes, the renewal will need to be updated.

4.Manual Asset Creation

If you sell products or some services, as an opportunity closes you will need to build automation to handle asset creation.

Salesforce CPQ :

1.Product Bundles 

Group products together and sell as a package.Those packages can be customized.

2.Contract Amendment with Proration

Allows for changes to the contract. Will adjust pricing based on contract and start date.

3.Contract Renewals with Auto Contract Updates 

Can create a renewal as soon as the contract is created.When an amendment occurs, the renewal contract is automatically updated.

4.Automatic Asset Creation 

CPQ can create those assets with intelligence.This is especially powerful with service cloud implementations.

What is CPQ ?

select & configure -> Price & Quote -> Propose & Contract -> Order & Renew -> Bill & Collect -> Recognize & Analyze

Primarily Users will :

Cycle through the selection and configuration of products.

That is using a tool called the Configurator.

Cycle through pricing,discounting, and setting quote variables.

That is using a tool called the Calculator.

why CPQ ?

1.Have large product catalogs

2.Use some external tool for pricing based on criteria to determine the correct price(i.e. Excel).

3.you send all your pricing needs to one or two people (or a team) and it's a bottleneck.

4.Your team has sent quotes with lots of errors

  -> undercharge or Overcharge

  -> Wrong configuration

  -> Wrong terms

5.Finally - you sell your product as a service and would like a tool to help with contracting and amending those contracts.

Note :

Not every client needs Salesforce CPQ.There are other tools out there.

1.Salesforce CPQ - most clients select this tool.

2.Vlocity        - if you are in specific industries and/or have massive product catalog or pricing rule.