Table of Contents

Salesforce CPQ

Package that helps enable advanced quoting and build customizable solutions.

Licenses

The licensing model is based on permission set licenses. When a permission set is assigned to the user, the permission set license is consumed.

• Salesforce CPQ License
• Salesforce CPQ Billing License
• Salesforce CPQ AA License (Advanced Approval)

Extra Licenses:

• DocuSign Quote Generation for Salesforce CPQ
• Conga Quote Generation for Salesforce CPQ

For External users, there are extra licenses:

• CPQ for Customer Community
• CPQ for Partner Community

Features	CPQ	CPQ+	CPQ & Billing Growth	CPQ+ with Billing
Configuration, Pricing, and Quoting	✅	✅	✅	✅
Enhanced Product Catalog and Price Book	✅	✅	✅	✅
Advanced Approvals and Order Management	❌	✅	✅	✅
Usage-Based Pricing	❌	✅	✅	✅
Invoicing and Revenue Schedules	❌	❌	✅	✅
Complex Revenue Reporting	❌	❌	❌	✅
Automated Payments and Allocations	❌	❌	❌	✅

Data Model

Product Bundle

Pricing Model

Order Model

Subscription Model

Features

1. Configure Products
2. Advanced Pricing Model
3. Advanced Quoting (Quote record & PDF document)
4. Advanced Approval Processes

Configure Products

Products can be grouped into bundles to sell packages or link "Peripherals" products to discuss potential "up-sales" or optional purchases with the customer.

Product Rules

There are four product rules:

Rule Type	Description
Validation Rules	Confirm that a quote's product combinations or quote line field values match predetermined conditions.
Selection Rules	Automatically add, remove, hide, enable, or disable options in a bundle.
Filter Rules	Prefilter the products that are available to add to a bundle.
Alert Rules	Guide and inform through messages during configuration or pricing.

Advanced Pricing Model

CPQ follows a waterfall pricing model (from top to bottom).

CPQ supports multiple methods to define the price:

• Block Price (Volume)
• Percent of Total
• Cost + Markup Price
• Option Price (For bundle, to make an element differ)
• Contract Price
• Manual Price

A non-exhaustive list of discounts:

• Optional Discount.
• Manual Discount.
• Volume Based Discount.
• Partner/Distributor Discount.

Quoting Documents

CPQ contains an advanced tool to generate PDFs and allows the insertion of "Dynamic" content in the PDF:

1. Quote Terms
2. Pages
3. Sections

Contracts & Renewal

Some business models use a "Subscription-based" model. When an opportunity is "closed/won", a contract is created to represent the agreement (Custom Flow needed).

Salesforce CPQ will automatically create a renewal opportunity when the contract end-date is approaching to simplify the selling process. This process helps to keep the forecast accurate and up-to-date.

Advanced Approval Processes

Salesforce has standard approval functionality, which meets a lot of common use cases. But for businesses with more involved approval workflows, Salesforce CPQ offers advanced approvals (AA).

Key Features of Advanced Approvals

Feature	Description
Smart Approvals	If an approver or approval group has already approved a quote and it gets rejected in a higher tier, the same approver or approval group isn't required to reapprove when the quote is resubmitted. Salesforce CPQ remembers the sequence.
Requiring Approvals	Reps have complete visibility into what approvals they'll need to obtain as they work on their quotes, so there are no surprises when they submit for approval.
Delegated Approvers	Used for assigning an approver to take over for someone while they are out of the office.
Replacing Approvers	If a certain approver is no longer required to approve quotes, they can be replaced with clicks. This eliminates the need to delve into every single approval process the old approver was a part of to manually replace them.

Advanced Order Management

With AOM, you can split orders to create multiple orders from a single quote, letting you send products to multiple locations or at different times.

Key Features of Advanced Order Management

Feature	Description
Fulfill Orders Faster	Seamlessly generate orders from quotes to quickly get products and services delivered to your customers.
Flexible for Evolving Customer Needs	Split quotes into multiple orders, manage future dated orders, and modify with point-and-click.
360-Degree View of the Customer	Quickly generate contracts with all contract term, pricing, asset, and subscription details.
Connect to Back Office	Sync order details to ERP for order fulfillment.

Billing

Salesforce Billing is an add-on package that inherits key records and information from Salesforce CPQ. After a sales rep finalizes a quote and orders it within Salesforce CPQ, Salesforce Billing picks up the order record for invoicing, payment, and revenue recognition.

Billing Data Model

Plugin Configuration with External Tools

CPQ apex architecture allows modification to be easily handled by building Apex interfaces for specific modules such as (Recommendation, E-Signature, ERP integration, etc).