Summary
Salesforce CPQ Certification Summary
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Detailed Summary of Salesforce CPQ Certification (trailhead, examples, relevante questions, information from different blogs, websites).
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CPQ specialistCPQ platform (23%)
CPQ = close deals faster with automation of configuring, pricing, quoting
Configure
Guided selling: based on questions (what industry they are, large they company is), see a list
of products & services. CPQ also uses smart rules to make sure your reps sell related products
together and that incompatible products don’t end up on the same quote
CPQ simplifies product selection: click Add Products to display a list of active
UPDATED products, and check which products you want to include on the quote
Easy-to-use interface that presents related products that are part of a bundle
Price
Once they’ve picked products or services, your reps can find the right prices. Reps can even
apply discretionary discounts, and CPQ handles the rest, including the math
Pricing method: Unit cost + markup
Quote
Quotes show customers prices of the products and services. Create a set of quotes that show
different combinations of products, discounts, and quantities.
Reps can generate a PDF with all the quote details and send it to their prospect. The quote is
dynamic so if your quote requires special terms, they appear automatically
(hide specific columns, specific pages, sections, individual quote terms can appear dynamic)
The document is stored on both quote and opportunity
include contact information
a list of products and services you’re quoting with the prices and discounts
Any important terms and conditions
signature blocks
only one quote can be designated as primary with a special relationship with the opportunity
eg. Primary quote pushes total quote amount into Amount field on Opportunity
CPQ features
CPQ Journey
Lead-to-Cash Lifecycle: enabling a deeper customer experience to understand them and
their needs. Every customer touchpoint is chance to show that you value customers as
people in the long run gives you loyalty, building a community, and recurring business
,Renewal opportunities and quotes:
CPQ automatically creates a renewal opportunity and quote by sending the team a reminder
when the renewal is coming up, they only have to ensure the data is correct (data is carried
over from the original opportunity and quote), and then execute
Renewal opportunity contains all subscription items with quantities from the existing
contract, and is automatically updated with additional subscription products
Automated solution that delivers service on time and knows when contracts are up
for renewal, reps can pinpoint these exact times in the customer journey for ideal
engagement
Important for marketing: launching new relevant products or add-ons
Important for service: focus their energy on keeping their relationships warm with
the right customers at the right time
CPQ configuration
CPQ Installation
Before installing Salesforce CPQ, enable important settings in your Salesforce org:
Enable email deliverability to all users
Enable Chatter.
Enable Orders
Enable CRM content
Installing into a Sandbox is unavailable from AppExchange
Create Quote
1. Quote Settings > Enable > selects page layout on which Quotes related list to appear
2. At proposal stage in opportunity:
Opportunity related list: Quote > New > Status > Expiration Date
the product from the opportunity appears as a line item
3. Send multiple quotes to customer after agreeing: Start Sync button
When quote is sync, its quote line items appear as opportunity’s products
Setup Contracts to appear on Opportunities
1. Object Manager > Opportunity > Contract field
a. Set Field-Level Security: selects Visible for each profile that Contracts related
list to appear on (Visible/Read-Only)
b. View Field Accessibility: for profiles wants contracts available:
click Hidden > Visible under Page Layout
2. Opportunity > Edit > select a Contract
Create Contract
Account Name > Customer signed by > Status: draft > Contract Start Date > Contract Term
automatically Contract Number will be created
Add fields to quote line editor field set
, 1. Quote Line > Field Sets: Line Editor > Edit
2. Add or remove fields from the field set:
If it is a lookup field with a lookup filter, you need add the fields that are referenced
by the lookup filter to the quote line editor. Use one of the following methods:
a. add the fields referenced by the lookup filter to the Line Editor field set, or
b. create a custom field set called ReferencedFields, and add the fields
referenced by the lookup filter to the ReferencedFields field set
Salesforce CPS Permission Sets:
To modify CPQ objects and fields, users must have a CPQ license.
To map one field to another, a user must have Edit permission on the initial field.
QuoteLine Delete permission is required to delete quote lines in quote line editor
Quote calculation sequence
Apply understanding of quote calculation sequence and quote line pricing fields to meet
pricing and business requirements:
Advanced Quote Calculator performs a calculation when a user or process does any of the
following actions.
Selects Calculate in the line editor
Adds products or deletes lines in the line editor
Selects Save or Quick Save in the line editor
Edits a quote line using the Edit button
Clicks Calculate on the quote detail page.
Inserts or updates a quote line through Apex, a workflow rule, a Process Builder, a
flow, or via a data load process.
Calculating Fields is a quote line field set. A field in this set triggers a quote calculation when
its value changes. The following fields are part of Calculating Fields by default and still
trigger calculations even if you remove them from the field set
Additional Discount (%)
Distributor Discount
Partner Discount
Markup (%)
Start Date
End Date
Subscription Term
First Segment Term End Date
Primary
Object data model
Object Relationships
Additional Document (SBQQ__RelatedContent__c): lookup to Opportunity,
Quote Template, Product, Quote
Asset: lookup to Quote Line, Product, Subscription
, Block Price: look up to Price Book, Product
Contract: lookup to Account, Opportunity, Price Book, Quote, User
Contracted Price: lookup to Contract, Discount Schedule, Product
Localization: lookup to Line Column, Price Dimension, Product, Quote Term,
Template content
Quote Line: lookup to Asset, Subscription, Discount Tier, Block Price, Cost, Contracted
Price, Discount Schedule, Product, Quote Line
Subscription: lookup to Account, Contract, Price Dimension, Product, Quote Line,
Subscription
Twin fields
= pass custom field values from first object to second when the second object is created
The values pass if:
Custom fields are editable
have matching field types
have matching API names
Need to knows
To map one field to another, you need Read access on source field and Edit access on
target field.
Standard fields can’t be mapped between objects.
Quote line twin field values for bundle parents or standalone products isn’t
supported. However, if twin fields exist between product and quote line, CPQ copies
Product field value to the quote line when you add the favorite to a quote.
eg. Choose a Footage value on Configuration Attribute on one of the bundles to hide Product
Options are incompatible for the selected footage. When re-configure bundle on renewal
Quote, Footage value that was set on Configuration Attribute of original Quote is reset to its
default value. Currently, must select footage again on renewal quote
Improve process so Configuration Attribute retains its value upon renewal?
Create Twin Field of Footage field on Asset and Subscription objects
Mapping Custom Fields Between Objects
Opportunity Products Quote Line: CPQ maps from opportunity products to quote lines
only for standalone products and only when opportunity products have been created before
creating opportunity’s first primary quote
Quote Line Opportunity Products: when the quote line is created and any time that the
quote line record is updated
Asset Quote Line: only during amendment and renewal processes when quote lines are
generated from assets
(Asset Conversion: Quote line Asset)
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