Appreciating and Using the CPQ Quote Discount Waterfall

Whether you come from a Sales Cloud background or are just going to the grocery store, your concept of discounting is most likely fairly simple: List Price – Discount = Sales Price  What if I told you that in most organizations, it’s way more complicated than that?  In my mind there are 3 major areas… Continue reading Appreciating and Using the CPQ Quote Discount Waterfall

Think Through It All

I made a mistake. Quite honestly, I make many mistakes but let’s focus on just this one. We are designing Quote to Cash solutions where data setup and configuration has long-lasting implications. We are not designing data for “just a sale” but also for: The potential opportunity Quoting Ordering Invoicing How an order/contract can change… Continue reading Think Through It All

When Customers Want Options

When we want to make big purchasing decisions we always are looking for options. Sometimes it is different materials, different packages, or some other archaic or worthwhile denominator. As creators and admins of quoting tools, we are faced with anticipating such demands to show options. So here are a few simple ideas. One of two… Continue reading When Customers Want Options

Subscription Terms and End Date and Proration

This will seem basic but also a situation that were faced with… Understand that on a quote/quote line group/quote line, the Subscription Term field will override End Date. If you use end date, by all means do so, but don’t feel like adding a term will make a difference. Also look for fields called Effective… Continue reading Subscription Terms and End Date and Proration

Quote Performance Settings

CPQ has new-er functionality that will push the tool into a “large quote calculation” event. If your quotes are typically entering hundreds of lines, hello MDQ I’m looking at you, then this could be useful. Understand that in the package settings there are two settings: Threshold Batch Size The Threshold is the total number of… Continue reading Quote Performance Settings

So You Want to Implement Salesforce CPQ? Vol. 1

There are plenty of online resources out there to teach someone the basics of this crazy tool. If you haven’t figured out, this site is spending more time on advanced topics and process versus simple use cases. But I couldn’t find many articles that describe “Why?” and “What Should I do First?” Since I work… Continue reading So You Want to Implement Salesforce CPQ? Vol. 1

Making a Quote Line Non-discountable with Logic

Typically you are marking on the Product record whether that product is able to accept a discount or not. But what if you need to do this based on criteria? This is where Price Rules are great. The simple method is to use Price Condition logic to determine when to make the Quote Line’s Non-discountable… Continue reading Making a Quote Line Non-discountable with Logic