Master Salesforce CPQ: From Beginner to Expert

Products & Price Books Setup in Salesforce CPQ

Multi-Currency Settings in Salesforce CPQ

By the end of this section, students will be able to enable and configure multi-currency in Salesforce, understand corporate currency vs. active currencies, manage exchange rates, and apply multi-currency concepts in CPQ for accurate quoting across global markets.

By the end of this section, students will be able to create standard products, configure bundle products with features and options, understand nested bundles, and manage pricing for both standalone and bundled products in Salesforce CPQ.

1. Understand what bundle products are in Salesforce CPQ.

2. Differentiate between standalone products and bundles.

3. Configure a bundle product with features and options.

1. Features

   • Logical groupings of options inside a bundle.

   • Example: For a Laptop bundle → Features could be Accessories, Software, Services.

2. Options

   • The actual products customers can pick within those features.

   • Example: Under Accessories → Mouse, Keyboard, Headset.

“In this video, we’ll explore nested bundles — bundles inside other bundles — and see how advanced product configurations work in Salesforce CPQ.”

In this lesson, we’ll cover subscription products, how different pricing methods work, and finally the concept of the price waterfall — the step-by-step calculation Salesforce CPQ uses to arrive at a final price.

Types of Pricing Methods (5–7 mins)

Explain each with an example + demo:

1. List Price

   • Standard method: price from Price Book.

   • Demo: Adding a product with a set list price.

2. Block Pricing

   • Fixed price based on quantity ranges.

   • Example: 1–10 licenses = $500, 11–20 = $900.

   • Demo: Configure and test in a quote.

3. Cost + Markup

   • Price derived from product cost + markup percentage.

   • Example: Cost = $100, Markup = 20% → Selling price = $120.

4. Percent of Total

   • Product price is a % of the total of other products.

   • Example: Support = 10% of Hardware subtotal.

5. Usage-Based Pricing

   • Pricing based on consumption.

   • Example: $2 per GB of storage.

1. Definition: Allows quoting products across multiple time segments (e.g., yearly, quarterly).

2. Use Case:

   • Subscription products (like a 3-year license split into annual segments).

   • Different pricing/discounts per segment.

3. Demo:

   • Configure a subscription product with MDQ enabled.

   • Show quote line split into segments (e.g., Year 1: $1000, Year 2: $900 with discount, Year 3: $1200).

4. Key Benefit: Flexibility in pricing across contract terms.

Option Constraints (4–5 mins)

• Definition: Rules that control which options can/cannot be selected together in a bundle.

• Types of Constraints:

  1. Dependency → If you select Option A, Option B must also be selected.

  2. Exclusion → If you select Option A, Option B cannot be selected.

  3. Recommendation → Suggest Option B when Option A is selected.

• Demo:

  • Create a bundle (Laptop) with constraints:

    • If “High-Performance Processor” selected → “Advanced Cooling” required (Dependency).

    • If “Windows OS” selected → “MacOS” excluded.

1. Definition: An interactive process that helps sales reps choose the right products by answering questions.

2. Use Case:

   • Rep answers questions like “What’s the customer size?” → System suggests best products.

Part 1: Custom Actions

• What are Custom Actions?

  • Buttons, links, or Visualforce pages inside Quote Line Editor (QLE) or Configurator.

• Demo Examples:

  1. “Request Discount” button in QLE.

  2. “Check Inventory” link to an external system.

• Key Benefit: Streamlines the quoting process and reduces manual work.

? Part 2: Twin Fields

• Definition: A way to keep data in sync between objects (e.g., Quote Line ↔ Opportunity Product).

• How it works:

  • You mark two fields as “Twin Fields” in CPQ.

  • Data automatically flows when syncing Quotes with Opportunities.

• Demo Example:

  • Sync Discount % field from Quote Line to Opportunity Product.

• Key Benefit: Ensures data consistency between Quotes, Opportunities, and Orders.

? Part 3: Configuration Attributes

• Definition: Extra fields displayed during bundle configuration to capture user input.

• Example Use Cases:

  1. Select Contract Term for a subscription.

  2. Choose Support Level (Gold/Silver/Bronze).

• Demo Example:

  • Add a “Region” picklist as a Configuration Attribute for a product bundle.

• Key Benefit: Allows reps to input key data during product configuration, which drives pricing/selection.

Types of Product Rules:

1. Validation Rule – Prevent invalid configurations.

2. Selection Rule – Auto-add/remove products.

3. Alert Rule – Display messages to guide reps.

4. Filter Rule – Show only relevant options.

Types of Product Rules:

1. Validation Rule – Prevent invalid configurations.

2. Selection Rule – Auto-add/remove products.

3. Alert Rule – Display messages to guide reps.

4. Filter Rule – Show only relevant options.

“In this video, we’ll introduce Price Rules in Salesforce CPQ, explore their key components, and create our first simple rule.”

What is a Price Rule?

• Definition: Automates pricing logic by updating fields on Quote, Quote Line, or other related objects.

• Why use it?

  • Reduces manual errors.

  • Ensures consistent pricing logic across all quotes.

  • Automates discounts, markups, and custom pricing.

What is a Price Rule?

• Definition: Automates pricing logic by updating fields on Quote, Quote Line, or other related objects.

• Why use it?

  • Reduces manual errors.

  • Ensures consistent pricing logic across all quotes.

  • Automates discounts, markups, and custom pricing.

1. Price Condition → Defines when the rule fires (e.g., Customer Type = Non-Profit).

2. Price Action → Defines what the rule does (e.g., set Discount = 20%).

3. Lookup Object (optional) → Pulls values from a custom object.

4. Evaluation Event → When the rule is applied (before calculation, on save, etc.).

1. Explain the purpose of Price Rules in Salesforce CPQ.

2. Identify the key components of a Price Rule (Conditions, Actions, Events).

3. Configure a basic Price Rule to apply automatic discounts.

In this section, you will learn how to design and customize Quote Templates in Salesforce CPQ to deliver professional, customer-ready documents. We’ll cover the basics of creating templates, adding and organizing content such as line items, terms, and conditions, and applying formatting for a polished look. You will also explore advanced options like dynamic content and multiple templates to handle different business scenarios. By the end of this section, you’ll be able to generate accurate, branded quotes that align with your organization’s requirements.

This section will teach you how to create and customize Salesforce CPQ Quote Templates, add terms and line items, and generate professional quotes for customers.

By the end of this lesson, students will be able to:

1. Create a contract from a closed-won quote.

2. Perform amendments to reflect customer changes.

3. Generate renewal quotes to extend subscription contracts.

In this lesson, we’ll explore how Salesforce CPQ generates Orders from Quotes and Contracts. Orders represent the fulfillment step in the sales process — ensuring the products and services sold are delivered to the customer.

In this lesson, we’ll dive into Advanced Approvals in Salesforce CPQ. We’ll see how approval processes can be automated, scaled, and customized to handle complex business requirements like discount thresholds or multi-department approvals.

1. Explain the difference between standard and advanced approvals.

2. Configure approval rules and approval chains.

3. Implement sequential and parallel approval processes.

4. Apply best practices to avoid bottlenecks in approvals.