Master Salesforce CPQ in 5 days

Learn

• What is Salesforce CPQ and what does it offer ?

• What does CPQ stands for ?

• Why choose CPQ instead of just Salesforce ?

• Visualize the overall sales process in CPQ to gain a clearer understanding of the complete picture using a real-world example.

• Identify the CPQ pillars that will be covered in detail throughout the course.

• This lecture is for you if you want to learn how to create a CPQ Developer Edition Org: a safe and sandboxed environment where you can experiment, learn and follow along this course.

• This lecture is NOT for you if you already have your own CPQ Sandbox. 

Install Salesforce CPQ by:

• Creating a free CPQ Developer Org.

• Searching for the CPQ package in the AppExchange (a license is required).

• Using the link from SteelBrick (a license is required).

Verify the successful installation of your package by:

• Searching for the CPQ application in the App Launcher

• Looking for the CPQ package in the Installed Packages

Learn

• What are the "Salesforce CPQ Package Settings" ?

• How to Access and Modify Them ?

Demo

• Using a Real-World Example: How to Update the Setting "Unit Price Scale".

Learn about the available default CPQ permission sets and how to assign them, specifically the following ones:

• Salesforce CPQ Admin User

• Salesforce CPQ Admin User Access

• Salesforce CPQ User

• Salesforce CPQ User Access
  

Demo

• Assign the "Salesforce CPQ Admin User" permission set to a CPQ administrator.

Learn :

• What is a quote in business terms?

• What is a quote record in Salesforce CPQ?

• How are quotes connected to an opportunity?

Create a quote from the following objects:

• Opportunity

• Account

• Quote

Learn:

• What is a Primary Quote?

• How do you set a Quote as Primary?

• How is this reflected in an opportunity record?

• The unique connection between the primary quote and the opportunity record.

Learn:

• How to open the Products Selection Page using the Edit Lines button.

• How to select products on the Product Selection page.

• How to add these products to a quote.

Understand the different buttons available in both the Product Selection page including: Add Products, Select,  Select & Add More, Favorites and more.

Learn:

• What is the Quote Line Editor  (QLE) ?

• Composition of QLE: Quote Header, Quote Information, and Quote Line Items.

• Understand the functionality of each button in the QLE, including: Add Products, Add Favorites, Add Group, Delete Lines, Optional, Calculate, Quick Save, Save, and more.

Learn:

• What is a Quote Line Item (QLI) ?

• How to access detailed pricing information for a specific line item ?

• The difference between Products and Quote Line Items.

• The specific buttons available under a line item: Favorites, Clone Line, and Delete Line.

Understand

• Why and how to create Quote Groups?

• Quote group buttons & features including: Group Name, Add Group, Ungroup, Add Products, Add Favorites, Clone Group, Additional Discounts, and more.

Learn how to configure the Quote Line Group object's Field Set "Line Editor" to add:

• Standard CPQ fields to the Quote Group Header within the QLE.

• Custom fields to the Quote Group Header within the QLE.

Learn how to configure the Quote object's Field Set "Line Editor" to add fields to the Quote Header within the QLE.

Learn how to configure the Quote Line object's Field Set "Line Editor" to add fields to the Quote lines table within the QLE.

Learn how to configure the Quote Line object field set "Standard Line Item Drawer" to include pricing fields in the Quote Line Editor (QLE).

Learn:

• What are Custom Actions in CPQ ?

• How to find Custom Actions in the App Launcher.

• How to add or remove a custom action in the QLE to create a user-friendly experience for your sales representatives.

Discover what are the different types of Products in CPQ, namely :

• Product Bundles

• Subscriptions Products

• MDQ Products

• Usage Based PRoducts

Learn:

• What a Product Bundle is

• How a Product Bundle is structured using Product Features and Product Options.

Learn about the different types of bundles: Static, Configurable, and Nested.

Discover their uses, benefits, and some real-world examples.

Set up a Bundle by:

• Creating the Parent Product

• Creating the Product Options

• Associating the product options with the Parent Product using the Options Related List in the Product record

Demo:

This will include a demonstration of the Bundle on the Product Configuration page and on the QLE for a Sales Representative.

Discover how to enhance the bundle configuration experience for your Sales Representative using the two fields on the Product Object:

• Configuration Type

• Configuration Event

Through a demonstration, see how different combinations will influence your Sales Rep experience, specifically:

• Allowed / Always

• Allowed / Edit

• Disabled / Blank

• Allowed / Add

Understand :

• What is a Nested Bundle and it's use

• How the Nested Bundle appears and behaves in the CPQ configurator.

Demo

• Create a Nested Bundle (a bundle within a bundle)

• Configure the Event and Type settings for the Nested Bundle

Set up a nested bundle to be required. 

This is useful to ensure essential products are always included in sales proposals.

Learn how to access and configure the CPQ Package Settings, including:

• Visualize Product Hierarchy

• Preserve Bundle Structure

• Keep Bundle Together

Demo:

Explore their purposes and see them in action.

Understand what a Product Option is and how it is used. Also, familiarize yourself with its required fields, namely:

• Optional SKU

• Number

• Configured SKU

Learn how to use the Product Option fields:

• Selected: Use this to set an option as selected by default in a Bundle.

• Required: Use this to make an option mandatory within a Bundle.

Additionally, discover how to utilize the various Quantity fields:

• Quantity

• Quantity Editable

• Minimum Quantity

• Maximum Quantity

The combination of these fields ensures that the sales team adheres to predefined limits while configuring products, which can be  essential for inventory control or pricing Strategy

Demo

Through a demonstration, see how different combinations will influence your Sales Rep experience in Products Configuration Page.

Learn how to configure the Product Option field "Type" with the following values:

• Component

• Accessory

• Related Product

This setting determines whether the quantity of a product option is multiplied by the parent product quantity, remains fixed, or is flexible.

Also, learn how to configure the "Quote Line Visibility" field, which allows you to display a product option in one of the following ways:

• Document Only

• On the Editor Only

• Always

• Never

Demo

Through a demonstration, see how different combinations will influence your Sales Rep experience in the QLE and the Quote Document

Understand what Product Features are and their roles through real-world examples.

Learn about the key fields in the Product Feature object, which include:

• Feature Name

• Number

• Minimum Options

• Maximum Options

• Configured SKU

Learn advanced settings to

• Create a Product Feature

• Organize Options with Features

• Implement business logic using minimum and maximum option fields in the Product Feature object.

• Configure an option selection method (Click, Add, Dynamic).

• Add additional instructions for the sales representatives.

Implement Categories to improve the user experience when Sales Reps are configuring products.

This approach makes the process more user-friendly and straightforward, especially when dealing with many features and options within a Bundle.

Discover :

• Attributes in CPQ

• Attributes Types: Configuration Attributes & Global Attributes

• Their roles in CPQ and in the Sales Process

• Deep Dive into the Differences Between Configuration Attributes and Global Attributes: Scope, Appearance, Reusability, Setup, and more

• Explanation of the use case that will be followed through this section

Enable Global Attributes in a New CPQ Org following these two steps:

• Enable Global attribute & Configuration Attributes Record types for the CPQ Admins Profile

• Enable Product Option Drawers in the CPQ Package Settings

Follow a Use Case to Set up Configuration Attributes where you will :

• Create a Custom field on the Product Option Object

• Add the API name of the custom field as value to the Target Field Picklist  on the Configuration Attribute object.

• Create a configuration attribute record on the Parent Product of the Bundle.

Also, learn about

• The relationship between Configuration attribute and Product Objects

• How to Set a Configuration attribute as Required

• Configuration Attribute fields : Attribute Name, Target Field, Required, Row Order

Learn what are the steps to follow for setting up Global Attributes in CPQ

• Create the custom field on the Product Option object

• Add the API name of the custom field as value to the Target Field Picklist  on the Configuration Attribute object

• Create the Global Attribute record

• Create an Attribute set record

• Add Attribute Items to the Attribute Set

• Add a Product Attribute Set to the Attribute Set

Follow a Use Case to start setting them up.

Follow a Use Case to Create Global Attributes records.

Learn :

• What is an Attribute Set and how to create one.

• Understand the relationship between the Global Attribute Object and Attribute Set Object using the Junction Object Attribute Item.

• What is an Attribute Item, and how do you add it to an Attribute Set.

Follow a use case to create an Attribute Set and add Attribute Items to it

Learn :

• What is a Product Attribute Set and its role

• The Relationship between Attribute Set object and Product Option object using the Junction object Product Attribute Set

• How to create a Product Attribute Set from the Product Option record

Follow a Use Case to add a Product Attribute Set to an Attribute Set

Learn :

• What are Twin Fields in CPQ

• Their Role on transferring critical data from objects like Product & Product Option to Quote Line and more

• Steps to Set up Twin Fields

Follow a Demo to Set up Twin Fields between the Product Option Object and the Quote Line Object

• Learn about another Configuration Attribute feature: "Apply to Product Options," which determines whether the attribute applies only to the parent bundle or cascades down to the individual product options within that bundle.

• Follow a demo to set this feature and see its results in the quote line items.

Learn what is a Subscription Product using a real-world example and discover the key fields that define a product as a subscription, including:

• Subscription Pricing

• Subscription Term

Learn:

• What is a Subscription Term and its role in a Subscription Product.

• How to Set up Subscription Terms in the CPQ package settings for monthly or daily options.

• Understand how CPQ calculates the net price for a subscription product using the Prorated Multiplier.

Demo:

• Create a subscription product.

• Demonstrate how it behaves in QLE for a Sales Rep. 

Learn

• The difference between Fixed Pricing and Percent of Total Pricing, along with their applications.

• How to set up a Percent of Total Subscription Product.

• Key fields: Percent of Total Base, Percent of Total (%), Pricing Method, Susbcrition Term.

Follow a Demo to Set up a Subscription Percent of Total Product and demonstrate how it will behaves in the QLE.

Discover what Evergreen Subscriptions are and how they differ from traditional subscriptions with fixed terms.

Follow this step-by-step guide to set up Evergreen Subscriptions, where you will:

1. Enable Evergreen Subscription in the CPQ Package Settings.

2. Configure the Subscription Term.

3. Adjust product fields in the Product Object and Quote Line Fields Set for the Quote Line Object.

4. Add the Evergreen field to the Contracts page layout.

Demo:

Create an Evergreen Subscription Product

Demo : Create a Renewable/ Evergreen Subscription Product

Learn about the "Multi-Dimensional Quote" Product and how it provides more precise control over specific subscription terms. This innovation transforms the subscription model from a one-size-fits-all approach to a customized solution that meets each customer's unique needs.

Follow these steps to set up an MDQ Product:

• Set up a Subscription Product.

• Create and Define Price Dimensions: Dimension Name and Dimension Type (Year, Quarter, Month, Custom, or One-time).

Using a Demo learn :

• To Configure an MDQ Quote

• How an MDQ Quote line appears in the QLE and how it's different from a regular subscription quote line

• To expand the MDQ interface so that you can change values for quantity and additional discount for each segment

Desegment an MDQ line to convert an MDQ subscription back to an old-fashioned straightforward subscription.

• Set up a Custom Price Dimension MDQ product

• Demonstrate how it behaves in the QLE for a Sales Rep

• Set up a One-Time Price Dimension MDQ product

• Demonstrate how it behaves in the QLE for a Sales Rep

• Learn what it's used for

Learn what Usage-Based Products are and their benefits using real-world examples.

Enable Usage Based Pricing in the CPQ Package Settings.

Set up a Usage-based Product following these steps:

1. Creating a Subscription Product

2. Updating its CPQ Billing fields

3. Creating a Consumption Schedule

4. Creating Consumption Rates

5. Activating the Consumption Schedule

6. Linking the consumption schedule to the product.

In this lecture, we will perform the first two steps.

Learn what is a Consumption Schedule and its different fields :

• Consumption Schedule Name

• Unit of Measure

• Ratiiing Method

• Type (Slab or Range)

• Billing Term

• Billing Unit

Set up a Usage-based Product following these steps:

1. Creating a Subscription Product

2. Updating its CPQ Billing fields

3. Creating a Consumption Schedule

4. Creating Consumption Rates

5. Activating the Consumption Schedule

6. Linking the consumption schedule to the product.

In this lecture, we will perform the 3rd step. Also Update the Unit of Measure picklist under Consumption Schedule object to include different units of measure following your business needs.

Learn :

• What is a Consumption Rate

• The Relationship between Consumption Rates Obejct and Consumption Schedule Object

• Key fields in a Consumption Rate: Processing Order , Lower Bound, Upper Bound, Price

• The difference between the Pricing Method : Per Unit & Flat Fee

Set up a Usage-based Product following these steps:

1. Creating a Subscription Product

2. Updating its CPQ Billing fields

3. Creating a Consumption Schedule

4. Creating Consumption Rates

5. Activating the Consumption Schedule

6. Linking the consumption schedule to the product.

In this lecture, we will perform the remaining steps starting the 4th one.

Visualize a Usage Based Product in the QLE using the "View Consumption Schedule" button.

Learn what is a Pricebook and what is a Pricebook Entry.

High level overview of the different Pricing Methods available in CPQ and that will be detailed one by one on the upcoming lectures namely :

• Block Pricing

• Percent of Total (PoT) Pricing

• Option Pricing within Bundles

• Cost-and-Markup Pricing

• Contracted Pricing

Overview of the Quote line pricing fields in the QLE and how they make a Price waterfall composed of

• Original Price

• List Price

• Special Price

• Regular Price

• Customer Price

• Partner Price

• Net Price

These pricing will be explained in detail in the upcoming lectures and other sections as well.

Learn what is Block Pricing and what are Block Pricing fields namely:

• Price Name

• Lower Bound

• Upper Bound

• Price

Set up Block Pricing for a Product

• Create Block Prices

• Update Product Pricing Method from List to Block

Demonstrate how a Quote line quantities affect the Net total calculation in the QLE, when using Block Pricing. 

Using a real-world example, this document explains what POT Pricing is.

Overview of the different fields to be set for POT Pricing, mainly:

• Pricing Method

• Percent of Total (%)

• Percent of Total Base

Learn how to Set up POT pricing for a Product following these steps:

• Update the Pricing Method for List to POT

• Define a Percent of Total (%)

• Define Percent of Total Base (List, Regular, Customer, Net)

• Include or Exclude a Product for POT Pricing

Follow a use case to demonstrate how the POT quote line will be calculated in the QLE.

Learn how to use and set up Percent of Total Category, which helps link a Percent of Total Product to other products that should contribute to it’s price calculation.

Follow a use case to demonstrate how the POT quote line will be calculated in the QLE.

Limit the total of POT product to a specific amount using the Percent of total Constraint field options:

• List Price is Minimum

• List Price is Maximum

Follow a use case to demonstrate how the POT quote line will be calculated in the QLE.

Learn Option Pricing within Bundles, which makes a product price less expensive when sold as part of a Bundle and overrides the price book entry of the  product when sold as alone.

Overview of the option pricing fields:

• Bundled

• Unit Price

• Set up Option Pricing for a Product Option within a Bundle (using the Unit Price field or Bundled checkbox)

• Follow a use case to demonstrate how the Product option price will be calculated in the QLE.

Learn about Cost and Markup Pricing by understanding the product's costs and desired profit.

Overview of the key fields when setting up this pricing method:

• Product

• Cost

Discover how the Markup is determined by the Sales Representative in the QLE: whether it is a percentage or a fixed amount.

Set up a Product for Cost-and-Markup Pricing following these steps:

• Set the Product Cost

• Update Pricing Method from List to Cost

Follow a use case to demonstrate how the Sales Rep will set a quote line Markup, to a percentage or an amount, in the QLE. 

Learn :

• What is Contracted Pricing and Its benefits.

• How to create Contracted Prices either Manually  or Automatically.

• Key fields for Contracted Pricing namely : Price, Discount, Discount schedule, Contract, Effective Date & Expiration Date.

• Set up an Account-Based Contracted Pricing for a Single Product

• Follow a use case to demonstrate how the Quote line Contracted Price will behave in the QLE.

Set up an Account-Based Contracted Pricing for a Group of Products following these steps:

• Create a Contracted Price in the Account record.

• Set a Discount.

• Define the group of products impacted using a combination of the fields : Filter field, Filter Value and Operator.

Also, you will learn

• How Contracted Pricing interacts with other Pricing Methods.

• How to use the "Ignore Parent Contracted Prices" checkbox.

Finally, follow a use case to demonstrate how the Quote line Contracted Price will behave in the QLE.

Give your sales reps more control and flexibility around Product Prices by:

• Making the List Price Editable.

• Allowing the Pricing Method to be Editable.

• Introducing a Custom Pricing method.