Salesforce CPQ Fast

Path
Partner Practice Development
Safe Harbor
Safe harbor statement under the Private Securities Litigation Reform Act of 1995:

This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any
of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking
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future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer
contracts or use of our services.

The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our
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Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.
QTC Customer Growth

1,528 customers-
Q3 ‘18 through
August
The Face of Sales Is Changing
Trusted
Helping is the new selling

Product
Expert

Responsive

Connected
Productive
Sales Reps Struggle to Keep Up With Demands
Disconnected Data, Processes and Systems Hurt Efficiency

Quotes & Contracts

Legacy CPQ
Sales Opportunity Homegrown
Accounting & ERP
Salesforce CPQ: Your Fastest Path to Optimize Quote-to-
Cash
Built on the world’s #1 CRM

Amend and
Order
Renew

Quote and Bill

Contract and
Pay
Configure and
Price Analyze

Jimmy Maldonado
Sales Operations, Diligent
It’s Time For Salesforce CPQ & Billing
Build Recurring Customer Relationships

Configure Quotes with Speed and Accuracy

Guided selling, discounting and approvals

Optimize Discounting and Pricing

Track CPQ trends with Einstein Analytics

Increase Customer Retention with Subscription Billing

Create invoices, manage orders, and collect cash

Connect any Sales Process, any System

Deliver a unified experience on the Salesforce Platform
Salesforce CPQ Drives Customer Success

Reduced
Faster Quote Quote Errors

44
Generation

41
26
Improved Quote Reduced + %
to Order Approval Time + %

32
Conversion
+ %
+ 29 %
+ %

Faster Quote
to Close

Percentage Improvements Reported by Salesforce Customers

Source: Salesforce CPQ Survey conducted August 2016, by an independent third-party, Socratic Technologies, on 142 customers randomly selected. Response sizes per question vary.
Salesforce CPQ
Life Cycle

A Happier Path
Entire Customer Sales Cycle on Single Platform
Happy Path

Product
Configuration
Entire Customer Sales Cycle on Single Platform
Happy Path

Product
Configuration

Pricing &
Discounting
Entire Customer Sales Cycle on Single Platform
Happy Path

Product
Configuration

Pricing &
Discounting

Quotes &
Proposals
Entire Customer Sales Cycle on Single Platform
Happy Path

Product
Configuration

Pricing &
Discounting

Quotes &
Proposals

Contracts
Entire Customer Sales Cycle on Single Platform
Happy Path

Product
Configuration

Pricing &
Discounting

Quotes &
Electronic Proposals
Signature

Contracts
Entire Customer Sales Cycle on Single Platform
Happy Path

Product
Configuration

Add-on quotes Pricing &

& Orders Discounting

Quotes &
Electronic Proposals
Signature

Contracts
Entire Customer Sales Cycle on Single Platform
Happy Path

Renew Product
contract Configuration

Add-on quotes Pricing &

& Orders Discounting

Quotes &
Electronic Proposals
Signature

Contracts
Entire Customer Sales Cycle on Single Platform
Happy Path
Create
Opportunity

Renew Product
contract Configuration

Single Data Set

Single Object Model

Add-on quotes Pricing &
& Orders One Customer View Discounting

Quotes &
Electronic Proposals
Signature

Contracts
Earn your Salesforce
CPQ Specialist
Certification

Fast Track
 Login to your
Salesforce CPQ
Training Org

Fast Track
View Package Settings for Advanced Calculator
Implementation Process Overview

38
CONFIDENTIAL
Create Sample Salesforce CPQ Quote
Implementation Process Overview

Create an Account, Contact, and Opportunity

• Makes the records used in a standard sales cycle

Create a Quote
• Begins a quote with defined subscription properties

Add Products
• Includes a variety of subscription and one-time products

Update Quantities, Calculate, then Save

• Adjusts values to mimic a typical quote, updates fields and lists

39
CONFIDENTIAL
Products
Salesforce CPQ Product Fields
Implementation Process Overview

Update Products

Products Tab> Product Views & ”Go”> Apple MacBook Pro Select to exclude
bundle product from
document output
42
CONFIDENTIAL
Key Concepts
Non Subscription Product Setup

● During contract creation, non subscription Products will convert to an Asset

○ Understand the difference between Asset conversion selection options
● Understand CPQ Product setting that control user input and presentation
○ Quantity Editable checkbox field
○ Non Discountable checkbox field
○ Hidden checkbox field

● Related Knowledge Base Articles:

○ Product Managed Fields
Subscription Products
Subscription Fields for Subscription Products
Implementation Process Overview

Products Tab> Product Views & ”Go”> Microsoft Office 365

45
CONFIDENTIAL
Subscription Term
Product Subscription Term & Quote/Quote Line Subscription Term

Subscription Product Product’s Subscription Term Price Total

MS Office 365 1 month $10 $120

Cloud Storage 12 months $20 $20

Quote’s Subscription Term = 12

$10 $10 $10 $10 $10 $10 $10 $10 $10 $10 $10 $10 =$120
$20 =$20

46
CONFIDENTIAL
Subscription Term & Proration

Quote’s Product’s
Subscription Prorate
Subscription Subscription Price Total
Product
Term Multiplier
Term

MS Office 365 6 months 1 month 6/ 1 = 6 $10 $60

Cloud Storage 6 months 12 months 6 / 12 = 0.5 $20 $10

Quote’s Subscription Term = 6

$10 $10 $10 $10 $10 $10 =$60

$20 x 0.5 =$10

47
CONFIDENTIAL
View Package Settings for Subscription Products
Implementation Process Overview

Setup>Installed Packages>Salesforce CPQ: Configure>Subscriptions and Renewals

48
CONFIDENTIAL
Key Concepts
Subscription Product Setup

● During contract creation, subscription Products will convert to Subscription records

● Understand product settings to set up a subscription product
○ Subscription Pricing: Fixed
○ Subscription Term (in months)
■ Difference between monthly and yearly term settings
○ Subscription Type (Renewable or One-time)

● Related Knowledge Base Articles:

○ Product Managed Fields
Percent of Total (POT)
Subscripition Products
Subscription Fields for Percent of Total Products (POT)
Implementation Process Overview

Products Tab> Product Views & ”Go”> Loss and Damage Warranty
51
CONFIDENTIAL
Subscription Pricing
Percent of Total End-User Experience

Products Tab > Product Views & Go > Loss and Damage
Warranty

52
CONFIDENTIAL
Key Concepts
Subscription Percent of Total Product Setup

● During contract creation, subscription Products will convert to Subscription records

● Understand product settings to set up a percent of total subscription product
○ Subscription Pricing: Percent of Total
○ Percent of Total (%)
○ Percent of Total Category

● Related Knowledge Base Articles:

○ Subscription Pricing
○ Percent of Total Pricing
Custom Actions
What are Custom Actions?
1. Buttons
2. Menus
3. Separators
Custom Actions – Configuration
Demo
Custom Actions – Quote Line Editor
Demo
Custom Actions – Quote Line Groups
Demo
Add Hardware Products Custom Action Use Case
Add Hardware Products Custom Action
Implementation Process Overview

Create New Labels

• Labels determine the text overlay a user sees

Create Custom Action Record

• Defines where/how the new button appears and what action it performs

Create Search Filters

• Filters determine how users refine their searches for products
Add Hardware Products Custom Action
Implementation Process Overview

Create New Labels

• Labels determine the text overlay a user sees

Create Custom Action Record

• Defines where/how the new button appears and what action it performs

Create Search Filters

• Filters determine how users refine their searches for products
Add Hardware Products Custom Action
Implementation Process Overview

Create New Labels

• Labels determine the text overlay a user sees

Create Custom Action Record

• Defines where/how the new button appears and what action it performs

Create Search Filters

• Filters determine how users refine their searches for products
Add Hardware Products Custom Action
Implementation Process Overview

Create Custom Action Record

Open the
Force.com
Quick Access
Menu to add
Lable
Add Hardware Products Custom Action
Implementation Process Overview

Create New Labels

• Labels determine the text overlay a user sees

Create Custom Action Record

• Defines where/how the new button appears and what action it performs

Create Search Filters

• Filters determine how users refine their searches for products
Add Hardware Products Custom Action
Implementation Process Overview

Create first two Search Filters

Hardware Products Custom Action
Implementation Process Overview

Create third Search Filter

Prevents
search filter
from UI
EX: Add Hardware Products Custom Action
Dynamic Custom Action – New Business Quote
Implementation Process Overview

New quotes will ONLY include bundles in Product Selection

Stand-alone products will NOT be included
Dynamic Custom Action – Non-New Business Quote
Implementation Process Overview

Amendment & Renewal quotes will NOT include bundles in Product Selection
ONLY stand-alone products will be included
Dynamic Custom Action
Implementation Process Overview

Create Custom Action

• Makes new Add Products button available for product selection

Create Product formula field

• Makes Is Bundle field to identify which products are bundles

Create Quote formula field

• Makes field to determine if bundles or non-bundles are shown

Create Search Filters

• Create standard filters along with a dynamic filter based on Quote Type
Dynamic Custom Action
Implementation Process Overview

Create Custom Action

• Makes new Add Products button available for product selection

Create Product formula field

• Makes Is Bundle field to identify which products are bundles

Create Quote formula field

• Makes field to determine if bundles or non-bundles are shown

Create Search Filters

• Create standard filters along with a dynamic filter based on Quote Type
Dynamic Custom Action
Implementation Process Overview

Create Custom Action

 Exercise:
Hardware Products Custom
Action
Key Concepts
Custom Actions and Search Filters

● Great way to to quickly show a subset of products

● Custom Actions assmbley process
○ Hidden checkbox prevents feild from showing on UI
● Be aware that
○ Custom Actions can be dynamic
○ Search Filters can conditional

● Related Knowledge Base Articles:

○ Custom Actions
○ Search Filters
Bundles
Product Bundles Overview

A collection of products that are sold together Example Bundle

Assists sales reps while enforcing business logic ◻ Product A
• Required products ☑ Product B
• Min/max selections ☑ Product C
• Quantity relationships ☑ Product D (2x)
◻ Product E
☑ Product F
◻ Product G
☑ Product H
☑ Product I

77
CONFIDENTIAL
Product Bundles Overview

78
CONFIDENTIAL
Key Concepts
Product Bundle setup

● Understand Type/Event settings that prevents/allows initial configuration and

reconfiguration
○ Note: unchecking the active checkbox on “Reconfigure Line” custom action can also disable
reconfiguration

● Related Knowledge Base Articles:

○ Setting Configuration Type
○ Product Managed Fields
Features
Watch and Learn
IT PRO PACK Printing Feature and Options have been built out
Product Bundles Defined

Bundles are for items that need to be included together or have optional features, comprised of:

Object Description

Products A separate product is created that contains the bundled products.

Options Additional products in the bundle(s) that contributes to the bundle’s package price.
They can be associated with features and define how the different components behave
in relation to configuration, pricing and constraints.
Features Categories of options. Options of the same feature may have several constraints, such
as pick one more and pick 2 of 5.
Option Constraints Constraints placed on products defined in the Options related list. They control which
options may or may not be purchased together.

82
CONFIDENTIAL
Feature Fields

Field Description

Name Enter a meaningful name for the feature to be listed in the bundle.

Number Enter a sequential number that determines how the features are sorted in the related list
on the product.
Configured SKU Name of the product bundle that includes this feature. If you created the feature from the
product detail page, this should already be populated.
Min Options Enter the minimum number of options for this feature that must be part of the product
bundle.
Max Options Enter the maximum number of options for this feature that can be selected as part of the
product bundle. Leave blank if there is no limit.

83
CONFIDENTIAL
Key Concepts
Feature setup

● Understand how the Number field controls feature order

● Understand how the Min/Max functions control user selection
○ Setting Max = 1 will display radio buttons instead of checkboxes
● Category setting allows for another level of organization with a feature

● Related Knowledge Base Articles:

○ Product Features
○ Use Radio Buttons in Configuration
Product Options
Watch and Learn
IT PRO PACK Printing Feature and Options have been built out
Options Fields
Field Description

Optional SKU Lookup the product SKU that is added when the product bundle is selected.

Bundled Select to indicate that the related product is bundled with the main product.

Required Select if the product is required in the bundle.

Selected Select if the product option should be automatically selected by default.

Type • Component: Choose if this option, including quantity, is dependent on its parent, and that
quantity should be multiplied by the quantity of the bundle.
• Accessory: Choose if this option is dependent on the parent, but the quantity is
independent. For example, when a user enters a quantity for the product option, it will
remain the same even if the quantity of the bundle changes.
• Related Product: Choose if this option is related, but fully independent products. Use this
for cross-sell or upsell product options that users can add to the bundle, yet control the
quantity independently.
• None: Choose if the option should be treated like a component when it is part of the
feature. If it is not part of a bundle, its quantity is independent.
87
CONFIDENTIAL
Options Fields

Field Description

Percent of Total Choose how this dynamic subscription determines target product set if you want to further
Scope restrict percent-of-total calculations. Select an option:

• Package: Limits calculations for percent of total to the bundle itself, not its components.
• Components: Limits calculations for percent of total to the components, but not the
bundle parenting it.
• Both: Includes both the bundle and component prices in percent of total calculations.

88
CONFIDENTIAL
Option Types for MacBook Pro
Component Accessory Related Product

Functionally
Yes Yes No
dependent?
Relationship to
Proportional Independent Independent
parent quantity?

Quantity Editable in
No No Yes
Quote Line Editor?

Example 2.2 ghz Processor Warranty Microsoft Office 365

89
CONFIDENTIAL
 Option Types Illustrated

90
CONFIDENTIAL
 Option Types Illustrated

Type: Component
Type: Component
Type: Component
Type: Accessory
Type: Related Product

91
CONFIDENTIAL
 Option Types Illustrated

Type: Component
Dependent on bundle quantity, locked Type: Component
Type: Component
Independent on bundle quantity, locked Type: Accessory
Type: Related Product

92
CONFIDENTIAL
 Option Types Illustrated

Type: Component
Dependent on bundle quantity, locked Type: Component
Type: Component
Independent on bundle quantity, locked Type: Accessory
Independent on bundle quantity, Type: Related Product
free to edit

93
CONFIDENTIAL
Build and Learn
Create remaining Options to Existing Features to the IT PRO PACK bundle
 Exercise
Create Options
Key Concepts
Options setup
● Understand the behaviour and differences between Option Types:
○ Component
○ Accessory
○ Related Product
● The ‘Bundled’ checkbox will show List Price as “Included” and Net Price as $0
● The ‘Quote Line Visibility’ controls which options can show up on the Quote Document
● The ‘Apply Immediately’ will trigger rules to run after selection
● Changing Option Selection method from ‘Click’ to ‘Add’ on the bundle product collapses
options and allows for an ‘Add’ link to expand
Key Concepts
Options setup (continued)

● Nested bundles: an Option’s Optional SKU can reference other bundled products (ie. the
MacBook Pro within the ITPROPACK bundle)

● Related Knowledge Base Articles:

○ Product Features
○ Adding Options
○ Changing Option Selection Method
Configuration Event and
Configuration Type
Configuration Event Variations
Configuration Type: None, Configuration Event: None

End-User Experience
Configuration Event Variations
Configuration Type: None, Configuration Event: None
Configuration Event Variations
Configuration Type: Allowed, Configuration Event: Edit

End-User Experience
 End-User Experience
Configuration Event Variations
Configuration Type: Allowed, Configuration Event: Edit
Configuration Event Variations
Configuration Type: Allowed, Configuration Event: Always

End-User Experience
Configuration Event Variations
Configuration Type: Allowed, Configuration Event: Always
Configuration Event Variations
Configuration Type: Disabled, Configuration Event: Always

End-User Experience
Configuration Event Variations
Configuration Type: Disabled, Configuration Event: Always
Configuration Event Variations
Configuration Type: Allowed, Configuration Event: Add

End-User Experience
Configuration Event Variations
Configuration Type: Allowed, Configuration Event: Add
Configuration Event Variations
Configuration Type: Required, Configuration Event: Always

End-User Experience
Configuration Event Variations
Configuration Type: Required, Configuration Event: Always

End-User Experience
Configuration Event Variations
Configuration Type: Required, Configuration Event: Always
 Configuration Event Variation Summary
Configuration Type None Allowed Allowed Disabled Allowed Required Allowed

Configuration Event None Edit Always Always Add Always Always

Show Configuration No No Yes No Yes Yes Yes

initially?

Added to QLE Yes Yes No Yes No No No

automatically?

Able to reconfigure from Yes Yes Yes No No Yes Yes

QLE?

Notes Default Same as Used Often in Not often Acts like

None/ most mult - used Allowed/Always,
None often bundle ensures nested
quoting bundles are
complete
Configured Code Pattern
Configured Code Pattern

Example

117
CONFIDENTIAL
Configured Code Pattern

Update Product Field

118
CONFIDENTIAL
Configured Code Pattern

Update Product Options for AP-MBAIR

119
CONFIDENTIAL
Configured Code Pattern

Update Product Options for AP-MBAIR

120
CONFIDENTIAL
Key Concepts
Configured Code Pattern

● Understand the required fields to set up dynamically generated skus

● Also be familiar with Package Product Description

● Related Knowledge Base Articles:

○ Package Product Code
○ Package Product Description
Option Constraints
Option Constraints
Q: What if you wanted to exclude one option when another one is ordered at
the same time for the product bundle?
A: Create an option constraint!

Benefits:
• Used to set option dependencies and exclusions
• Can be used in real-time rule processing, which gives immediate feedback to the sales user

123
CONFIDENTIAL
Constraint Use Cases

1. WiFi Installation may only be selected if WiFi Router has been selected
2. WiFi Access Point may only be selected if WiFi Router has been selected, or previously
purchased
3. Only one warranty may be selected at any given time

124
CONFIDENTIAL
Option Constraint Use Cases

125
CONFIDENTIAL
Option Constraint Fields

Field Description

Constraint Name Enter a meaningful name for the option constraint.

Constrained Option Lookup the option in the bundle that you want applied to this constraint.

Constraining Option Lookup the additional option, if the Constrained Option is constraining another
option.
Active Select to activate the option constraint.

Configured SKU Enter or lookup the product bundle on which to apply this option constraint.

Type • Dependency: Indicates that the inclusion of an option constraint requires

constraining option.
• Exclusion: Indicates that the option constraint is not available if constraining option
is selected and vice versa.
126
CONFIDENTIAL
Build and Learn
WiFi installation requires WiFi Router

Create Option Constraint

Option for Installation

Option for Router

Build and Learn
WiFi Access Point requires WiFi Router
Create Option Constraint

Option for Access Point

Option for Router

Build and Learn
Only one warranty may be selected
Create Option Constraint
 Exercise
Create Option Constraints
Option Constraint Grouping Use Case

131
CONFIDENTIAL
Build and Learn
Cloud Storage available when both WiFi Router and Access Point are selected

Create First Option Constraint

Option for Cloud Storage

Option for Router

Build and Learn
Cloud Storage available when both WiFi Router and Access Point are selected

Create Second Option Constraint

Option for Cloud Storage

Option for Access Point

 Exercise
Create Option Constraint with
Grouping
Key Concepts
Option Constraints

● Understand key fields to set up Option Constraints

○ Difference between Constrained and Constraining options
○ Difference between Type: Dependency and Type: Exclusion
● A common error is to forget to activate the constraint
● Understand how to set up Option Constraint Groups
○ Transforms Option Constraints logic from OR to and AND
● Understand ‘Check Prior Purchases’ can verify Constraining Options of past purchases

● Related Knowledge Base Articles:

○ Adding Option Constraints
○ Check Prior Purchases & Options (to avoid creating product rules)
Product Rule (Part 1)
Product Rules
Product related rule driven by an IF/THEN structure

IF THEN
Condition is Validate/Perfor
satisfied m Action

137
CONFIDENTIAL
Product Rule Fields

Field Description

Product Rule Name Enter a meaningful name for the configuration attribute.

Conditions Met • All: Choose if all conditions must be met to trigger this rule.
• Any: Choose if a single condition must be met to trigger this rule.
Scope • Quote: Applies the logic to the entire quote, visible on Quote Line Editor
• Product: Applies the logic only to bundle, visible during configuration
Evaluation Event • Load: The rule will be evaluated when the product bundle is opened.
• Edit: The rule will be evaluated when the product bundle is changed.
• Save: The rule will be evaluated upon Save.
• Always: The rule will be evaluated during any event.

138
CONFIDENTIAL
Product Rule Fields

Field Description

Type • Validation: Notifies the user of the invalid product selection and prevents saving.
• Selection: Automatically selects the applicable products for the user to prevent
invalid selections.

Message Enter a message visible to users when a Validation rule is triggered.

139
CONFIDENTIAL
Error Condition Fields (IF)

Field Description

Tested Object AND Determines which object/field combination is evaluated. Should not be used if Tested
Tested Field Variable is populated.
Tested Variable Lookup which Summary Variable is evaluated. Should not be used if Tested
Object/Tested Field is populated.
Operator Choose which way the filter information will be compared to the evaluated
information
Filter Type Choose if Filter Value or Filter Variable will be used to compare against evaluated
information
Filter Value Manually entered value to compare against evaluated information

Filter Variable Lookup which Summary Variable is compared against evaluated information

140
CONFIDENTIAL
Product Action Fields (THEN)

Field Description

Type Determines how to act upon a product option

• Add/Remove: Automatically select option, or deselect the option
• Enable/Disable: Controls if the checkbox is checkable, or grayed out
• Show/Hide: Reveal the option, or remove the option from view
Product Lookup a product that is effected by rule logic

Required Select if and only if the rule logic should result in a selected option

141
CONFIDENTIAL
Product Rule Use Cases

1. Automatically add the Maintenance Kit and Toner Cartridge options to the ITPROPACK
bundle when a the LJ Printer is selected

• IF LJ Printer is selected THEN automatically add the Maintenance Kit and Toner Cartridge
options

1. Validate toner quantity to be greater than or equal to the number of printers sold

• SUM number of printers and number of to toners

• IF Toner Quantity is less than Printer Quantity THEN present a corrective message

142
CONFIDENTIAL
Watch and Learn
Automatically add the Maintenance Kit and Toner Cartridge options to the IT PRO
PACK Bundle

= User selected
= Rule selected
Printer Options Product Rule
Implementation Process Overview

Create Product Rule and add Configuration Rule

• Begins rule that applies to the ITPROPACK bundle

Create Error Condition

• Makes rule fire when Product Code is LJ-PRINTER

Create Actions
• Adds LJ-TONER and LJ-MAINTKIT as selected options

Update Product Option

• Causes the rule to evaluate upon selecting LJ-PRINTER

144
CONFIDENTIAL
Printer Options Product Rule
Implementation Process Overview

Create Product Rule and add Configuration Rule

• Begins rule that applies to the ITPROPACK bundle

Create Error Condition

• Makes rule fire when Product Code is LJ-PRINTER

Create Actions
• Adds LJ-TONER and LJ-MAINTKIT as selected options

Update Product Option

• Causes the rule to evaluate upon selecting LJ-PRINTER

145
CONFIDENTIAL
Printer Options Product Rule
Implementation Process Overview

Create Product Rule and add Configuration Rule

What
data to
affect What does
Triggering it do?
Event

146
CONFIDENTIAL
Printer Options Product Rule
Implementation Process Overview

Create Product Rule and add Configuration Rule

147
CONFIDENTIAL
Printer Options Product Rule
Implementation Process Overview

Create Product Rule and add Configuration Rule

• Begins rule that applies to the ITPROPACK bundle

Create Error Condition

• Makes rule fire when Product Code is LJ-PRINTER

Create Actions
• Adds LJ-TONER and LJ-MAINTKIT as selected options

Update Product Option

• Causes the rule to evaluate upon selecting LJ-PRINTER

148
CONFIDENTIAL
Printer Options Product Rule Can test Fields,
Implementation Process Overview Summary
Variables, or
Create Error Condition
Configuration
Attributes against
other data

149
CONFIDENTIAL
Printer Options Product Rule
Implementation Process Overview

Create Product Rule and add Configuration Rule

• Begins rule that applies to the ITPROPACK bundle

Create Error Condition

• Makes rule fire when Product Code is LJ-PRINTER

Create Actions
• Adds LJ-TONER and LJ-MAINTKIT as selected options

Update Product Option

• Causes the rule to evaluate upon selecting LJ-PRINTER

150
CONFIDENTIAL
Printer Options Product Rule
Implementation Process Overview

Create Actions — the “THEN” in a Product Rule

Relates to a
Product record
(Or other
Product data)

151
CONFIDENTIAL
Printer Options Product Rule
Implementation Process Overview

Create Product Rule and add Configuration Rule

• Begins rule that applies to the ITPROPACK bundle

Create Error Condition

• Makes rule fire when Product Code is LJ-PRINTER

Create Actions
• Adds LJ-TONER and LJ-MAINTKIT as selected options

Update Product Option

• Causes the rule to evaluate upon selecting LJ-PRINTER

152
CONFIDENTIAL
Printer Options Product Rule
Implementation Process Overview

Update Product Option

153
CONFIDENTIAL
Exercise Printer Options Product Rule

Exercise Toner Quantity Validation

Key Concepts
Product Rule Assembly Process

● Understand Product Rule Detail

○ Types, Scope, Evaluation Event
● Understand Configuration Rule
○ Importance of assigning to a Product
● Understand Product Rule Error Conditions
○ Difference between Tested Object, Field and Variable vs Filter Types, Value, and Variables
○ How to incorporate the use of Summary Variables
● Understand Product Rule Actions
○ Types
○ Filter Options
Key Concepts
Product Rule Assembly Process (continued)

● Related Knowledge Base Articles:

○ Product Validation Rules
○ Configuration Selection Rules
○ Create a Product Rule Based on a Prior Purchase (Asset)
○ Alert Rules
○ Product Actions
Configuration Attributes
Watch and Learn
Notice Location Configuration Attributes has been built out
Configuration Attributes
Q: What if you need to specify a Location in configuration?
A: Create a configuration attribute!

Benefits:
• This feature allows you to associate configuration attributes to features
• The Admin can specify where the attributes are displayed so that there can be different sets of
configuration attributes within each feature

159
CONFIDENTIAL
Config Attribute Fields

Field Description

Attribute Name Enter a meaningful name for the configuration attribute.

Target Field This is the field on the Product Option that will hold the attribute’s value. If you
need to add additional fields, you will have to enter them in the Target Field
picklist on the custom object. See Appendix.
Required Select if the configuration attribute requires a value before saving.

Row Order and Row order determines which attribute appears first when multiple exist within a
Column Order column. Column order determines left, middle, right using 1, 2, 3 respectively.

Position • Top: The attribute will display at the top of the Feature, above the Product
Options
• Bottom: The attribute will display at the bottom of the Feature, beneath the
Product Options.
160
CONFIDENTIAL
Config Attribute Fields

Field Description

Feature Associate the configuration attribute with a feature to position it within the
feature on the layout, or leave empty to place the configuration attribute above
or below all features
Apply Immediately Select only if users should receive immediate feedback from configuration rules
(not needed for this example, as a rule is not associated with the attribute).

161
CONFIDENTIAL
Create Config Attribute
Implementation Process Overview

Create Product Option picklist fields

• Make a Location field available for use in any bundle

Create Config Attributes

• Makes Location__c picklist visible on the IT PRO PACK bundle

Create Quote Line picklist fields

• Allow Location__c values to be stored on the Quote Line for later use

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CONFIDENTIAL
Create Config Attribute
Implementation Process Overview

Create Product Option picklist fields

• Make a Location field available for use in any bundle

Create Config Attributes

• Makes Location__c picklist visible on the IT PRO PACK bundle

Create Quote Line picklist fields

• Allow Location__c values to be stored on the Quote Line for later use

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CONFIDENTIAL
 Create Product Option picklist fields
Make a Location field available for use in any bundle

1
Location__c

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CONFIDENTIAL
 Create Product Option picklist fields
Make a Location field available for use in any bundle

1. Navigate to Setup | Create | Objects | Product Option

2. Click New in Custom Fields & Relationships

3. Choose Pick List then click Next

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CONFIDENTIAL
 Create Product Option picklist fields
Make a Location field available for use in any bundle

4. Set field values, click Next, Next, then click Save

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CONFIDENTIAL
Create Config Attribute
Implementation Process Overview

Create Product Option picklist fields

• Make a Location field available for use in any bundle

Create Config Attributes

• Makes Location__c picklist visible on the IT PRO PACK bundle

Create Quote Line picklist fields

• Allow Location__c values to be stored on the Quote Line for later use

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CONFIDENTIAL
 Create Config Attribute
Make a Location__c picklist visible on the IT PRO PACK bundle

Location__c AUTOMAPPING
Target Field

Location__c

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CONFIDENTIAL
 Create Config Attribute
Make a Location__c picklist visible on the IT PRO PACK bundle

5. Navigate to the ITPROPACK product

6. Click New Configuration Attribute in the Configuration Attributes related list

5. Open the Force.com Quick Access Menu, then click View Fields

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CONFIDENTIAL
 Create Config Attribute
Make a Location__c picklist visible on the IT PRO PACK bundle

8. Click the Target Field link

8. Click New in Values

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CONFIDENTIAL
 Create Config Attribute
Make a Location__c picklist visible on the IT PRO PACK bundle

10. Enter API names of new Product Option Field, then Save

10. Return to the original Configuration Attribute tab and refresh the page
11. Set the field values, then Save

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CONFIDENTIAL
Create Config Attribute
Implementation Process Overview

Create Product Option picklist fields

• Make a Location field available for use in any bundle

Create Config Attributes

• Makes Location__c picklist visible on the IT PRO PACK bundle

Create Quote Line picklist fields

• Allow Location__c values to be stored on the Quote Line for later use

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CONFIDENTIAL
 Create Quote Line picklist fields
Allow Location__c values to be stored on the Quote Line for later use

3
Location__c

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CONFIDENTIAL
 Create Quote Line picklist fields
Allow Location__c values to be stored on the Quote Line for later use

13. Navigate to Setup | Create | Objects | Quote Line

14. Click New in Custom Fields & Relationships

13. Choose Picklist then click Next

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CONFIDENTIAL
 Create Quote Line picklist fields
Allow Location__c values to be stored on the Quote Line for later use

16. Set field values, click Next, Next, then click Save

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CONFIDENTIAL
Automapping
 Automapping
Product Option (Configuration Attribute) < -- > Quote Line

Location__c

177
CONFIDENTIAL
 Automapping
Product Option (Configuration Attribute) < -- > Quote Line

AUTOMAPPING
Location__c

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CONFIDENTIAL
 Automapping
Product Option (Configuration Attribute) < -- > Quote Line

Location__c

Location__c

AUTOMAPPING

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CONFIDENTIAL
Key Concepts
Configuration Attribute Assembly Process

● 3 step process
○ Product Option pickllist
○ Create Configuration Attribute
■ How to position with or without of a Feature
○ Quote Line picklist
● Understand the concept of Automapping
○ Configuration Attributes with same API name can be repurposed accross other bundled
products
● Related Knowledge Base Articles:
○ Configuration Attributes
○ Configuration Attribute Layouts
○ Auto-Mapping: Twin Fields
Product Rule (Part 2)
Product Rule Use Cases

3. Only show US keyboards and paper options when Location is United States, Only show UK
paper options when Location is United Kingdom
• If Location = US then show Legal Paper Options, hide A4 Paper Options
• If Location = UK then show A4 Paper Options, hide Legal Paper Options

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CONFIDENTIAL
Watch and Learn
Show US options when United States is selected, Show UK options when United
Kingdom is selected
US Items Product Rule
Implementation Process Overview

Create Product Rule and add Configuration Rule

• Begins rule that applies to the ITPROPACK bundle

Create Error Condition

• Makes rule fire when configuration attribute is United States

Create Actions
• Reveals US product options and hides UK product options

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CONFIDENTIAL
US Items Product Rule
Implementation Process Overview

Create Product Rule and add Configuration Rule

• Begins rule that applies to the ITPROPACK bundle

Create Error Condition

• Makes rule fire when configuration attribute is United States

Create Actions
• Reveals US product options and hides UK product options

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CONFIDENTIAL
US Items Product Rule
Implementation Process Overview

Create Product Rule and create Configuration Rule

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CONFIDENTIAL
US Items Product Rule
Implementation Process Overview

Create Product Rule and create Configuration Rule

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CONFIDENTIAL
US Items Product Rule
Implementation Process Overview

Create Product Rule and add Configuration Rule

• Begins rule that applies to the ITPROPACK bundle

Create Error Condition

• Makes rule fire when configuration attribute is United States

Create Actions
• Reveals US product options and hides UK product options

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CONFIDENTIAL
 US Items Product Rule
Important Note: Add API Name Location__c to Tested Field Pick List first

A. Click New Error Condition in Error Conditions

A. Open the Force.com Quick Access Menu, then click View Fields

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CONFIDENTIAL
 US Items Product Rule
Important Note: Add API Name Location__c to Tested Field Pick List first

C. Click the Tested Field link

C. Click New in Values

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CONFIDENTIAL
 US Items Product Rule
Important Note: Add API Name Location__c to Tested Field Pick List first

E. Enter API name of the Product Option used for the configuration attribute, then Save

E. Click the Change link next to the Tested Object

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CONFIDENTIAL
 US Items Product Rule
Important Note: Add API Name Location__c to Tested Field Pick List first

G. Double-click the Location API name under the Configurable Attribute column, then Save

G. Click OK if a warning popup appears

H. Return to the original Error Condition tab and refresh
I. Location_c should now appear in the Tested Field pick list

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CONFIDENTIAL
US Items Product Rule
Implementation Process Overview

Create Error Condition

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CONFIDENTIAL
US Items Product Rule
Implementation Process Overview

Create Product Rule and add Configuration Rule

• Begins rule that applies to the ITPROPACK bundle

Create Error Condition

• Makes rule fire when configuration attribute is United States

Create Actions
• Reveals US product options and hides UK product options

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CONFIDENTIAL
US Items Product Rule
Implementation Process Overview

Create Actions

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CONFIDENTIAL
US Items Product Rule

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CONFIDENTIAL
 Exercise
US Items Product Rule
Exercise
UK Items Product Rule
EX: UK Items Product Rule

After cloning, change all references of United States to United Kingdom, and vice versa

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CONFIDENTIAL
Key Concepts
Product Rule with Configuration Attribute

● Importance of setting ‘Apply Immediately’ to trigger action

● Product rule Error Condition
○ Nested IFs need creation of separate rules (ie. for locations JP or BR)
○ Every action has a reaction (ie. hiding will require unhiding is condition is reverted)
● Understand how Filter Fields can be used in the Product Action
● Use of formula fields in a Product Rule

● Related Knowledge Base Articles:

○ Product Actions
○ Configuration Attributes
○ Configuration Selection Rules
○ Hiding Options in Configurator
Quote Line Editor
Helpful Pricing Fields

Edit Line Editor Fieldset on Quote

Edit Line Editor Fieldset on Quote Line

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CONFIDENTIAL
Pricing Waterfall
Pricing Structure Standard Item Extended Price = Unit x Quantity
Subscription Item Extended Price = Unit x Quantity x Prorated Term

Original Price $100.00

List Price $100.00
- System Discounts Discount Schedules 10%
Regular Price (*) $90.00
- Additional Discount Manually entered by the sales rep 20%
Customer Price $72.00
- Partner Discount 10%
Partner Price $64.80
- Distributor Discount 10%
Net Price Goes into Pipeline/Forecast Amount $58.32
* Regular Price also represents Special Price or Contracted Price after
Discount Schedules
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CONFIDENTIAL
Pricing Methods
Subscriptions
Subscription Fields for Subscription Products
Implementation Process Overview

Products Tab> Product Views & ”Go”> Microsoft Office 365

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CONFIDENTIAL
View Package Settings for Subscription Products
Implementation Process Overview

Setup>Installed Packages>Salesforce CPQ: Configure>Subscriptions and Renewals

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CONFIDENTIAL
Subscription Term
Product Subscription Term & Quote/Quote Line Subscription Term

Subscription Product Product’s Subscription Term Price Total

MS Office 365 1 month $10 $120

Cloud Storage 12 months $20 $20

Quote’s Subscription Term = 12

$10 $10 $10 $10 $10 $10 $10 $10 $10 $10 $10 $10 =$120
$20 =$20

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CONFIDENTIAL
Subscription Term & Proration

Quote’s Product’s
Subscription Prorate
Subscription Subscription Price Total
Product
Term Multiplier
Term

MS Office 365 6 months 1 month 6/ 1 = 6 $10 $60

Cloud Storage 6 months 12 months 6 / 12 = 0.5 $20 $10

Quote’s Subscription Term = 6

$10 $10 $10 $10 $10 $10 =$60

$20 x 0.5 =$10

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CONFIDENTIAL
Package Settings: Proration Precision

Setup > Installed Packages > Salesforce CPQ: Configure > Subscriptions and Renewals

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CONFIDENTIAL
Prorate Multiplier Formulas
January 10th - March 20th = 2 whole months & 11 days OR 70 days

Prorate Precision List Price Prorate Multiplier Formula Prorate Multiplier Net Price

Quote Term Rounded Up / Product’s Default

Monthly $10/mo Subscription Term
3 months / 1 = 3 $10 * 3 = $30

Quote Term’s Whole months +

Extra Days / (365/12) 2 months +
Monthly + Daily $10/mo (Numerator: Days in year 11/ (365/12) = 2.36 $10 * 2.36 = $23.60
Denominator: default subscription term)

Effective Quote Term / Sample $10*2.25 =

Day
$10/mo Subscription Term 70 days/31 = 2.25
(Term Unit = Month) $22.50

Day Quote Term / Product’s Default Subscription

$10/day Term
70 days / 1 = 70 days = 70 $10 * 70 = $700
(Term Unit = Day)
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CONFIDENTIAL
Key Concepts
Subscription Pricing

● The Prorate Precision setting is found in Package Settings

○ Day
○ Month
○ Monthy+Day
● Calculate Regular Price of Subscription product with discount schedules
● Related Knowledge Base Articles:
○ Overview of Product Pricing
○ Subscription Prorate Precision
Percent of Total (POT)
Update Subscription Fields for Percent of Total Products
Implementation Process Overview

Products Tab> Product Views & ”Go”> Loss and Damage Warranty
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CONFIDENTIAL
Subscription Pricing
Percent of Total End-User Experience

Products Tab > Product Views & Go > Loss and Damage
Warranty

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CONFIDENTIAL
Key Concepts
POT

● Understand how POT products are set up

○ For Subscriptions > Pricing Method: List and Subscription Pricing: Percent of Total
○ For Assets > Pricing Method: Percent of Total and Subscription Pricing: NULL and
■ Appear as $0 on Renewal Quote
○ Subscription Term
○ Percent of Total Base
○ Percent of Total Scope
○ Percent of Total Category
○ For Assets > Pricing Method: Percent of Total and Subscription Pricing: NULL and
○ For Subscriptions > Pricing Method: List and Subscription Pricing: Percent of Total do the
same thing
● Importance of assigning POT Category on associated products
● Related Knowledge Base Articles:
○ Percent of Total Pricing
○ Percent of Total Calculations of Parent Bundles
Pricing Methods

●Most common pricing methods are available out-of-the-box

■ List Pricing
■ Cost + Markup Pricing
■ Block Pricing, with optional overage rate
■ Custom Pricing (“Special Price”)
■ Contract Prices (Customer-Specific Price)

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CONFIDENTIAL
Cost and Margin
Cost and Margin

Cost Object
• Related List on Product object
• Use the same way as a Price Book entry
• Can be extended

Margin
• Calculated on the Quote Line object
• Create rollup summary fields to aggregate at the Quote level

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CONFIDENTIAL
Key Concepts
Cost and Margin

● Best used when Sales User needs the ability to mark-up from cost
● Pricing Method set to Cost
● Cost is a related list entry on the Product
● Markup is entered by Sales User on Quote Line UI

● Related Knowledge Base Articles:

○ Cost and Markup Pricing
Block Pricing
Watch and Learn
Block Pricing already built out for Toner Recycling Product
Block Pricing
Implementation Process Overview

Update Product Price Method

• Makes TONERRECYCLE product use Block Pricing

Create tiers
• Defines a price for two ranges of units

Create special Block Price currency field

• Makes special OverageRate field to define an overage price per unit

Create Overage tier

• Defines the $1 per unit overate rate

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CONFIDENTIAL
Block Pricing
Implementation Process Overview

Update Product Price Method

• Makes TONERRECYCLE product use Block Pricing

Create tiers
• Defines a price for two ranges of units

Create special Block Price currency field

• Makes special OverageRate field to define an overage price per unit

Create Overage tier

• Defines the $1 per unit overate rate

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CONFIDENTIAL
Block Pricing
Implementation Process Overview

Update Product Price Method

259
CONFIDENTIAL
Block Pricing
Implementation Process Overview

Update Product Price Method

• Makes TONERRECYCLE product use Block Pricing

Create tiers
• Defines a price for two ranges of units

Create special Block Price currency field

• Makes special OverageRate field to define an overage price per unit

Create Overage tier

• Defines the $1 per unit overate rate

260
CONFIDENTIAL
Block Pricing
Implementation Process Overview

Create tiers

261
CONFIDENTIAL
Block Pricing
Implementation Process Overview

Update Product Price Method

• Makes TONERRECYCLE product use Block Pricing

Create tiers
• Defines a price for two ranges of units

Create special Block Price currency field

• Makes special OverageRate field to define an overage price per unit

Create Overage tier

• Defines the $1 per unit overate rate

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CONFIDENTIAL
Block Pricing
Implementation Process Overview

Create special Block Price currency field

263
CONFIDENTIAL
Block Pricing
Implementation Process Overview

Update Product Price Method

• Makes TONERRECYCLE product use Block Pricing

Create tiers
• Defines a price for two ranges of units

Create special Block Price currency field

• Makes special OverageRate field to define an overage price per unit

Create Overage tier

• Defines the $1 per unit overate rate

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CONFIDENTIAL
Block Pricing
Implementation Process Overview

Create Overage tier

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CONFIDENTIAL
Contract Pricing
Watch and Learn
Burlington Textiles Weaving Plant Generator set up with Contract Pricing

• A contracted price of $150 for LJ-PRINTER has been set up

• A contracted price for 15% discount on the Consumable product family has been set up
• Create quote and add printer related items to observe the contracted prices in effect
Pricing Structure Standard Item Extended Price = Unit x Quantity
Subscription Item Extended Price = Unit x Quantity x Prorated Term

Original Price $100.00

List Price $100.00
- System Discounts Discount Schedules 10%
Regular Price (*) $90.00
- Additional Discount Manually entered by the sales rep 20%
Customer Price $72.00
- Partner Discount 10%
Partner Price $64.80
- Distributor Discount 10%
Net Price Goes into Pipeline/Forecast Amount $58.32
* Regular Price also represents Special Price or Contracted Price after
Discount Schedules
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CONFIDENTIAL
Contracted Pricing Considerations
Parent – Child Accounts

Child Accounts inherit Contracted Prices from Parent Accounts. Two ways to prevent this…
• Establish a new Contracted Price Record on the Child Account

• Use the “Ignore Parent Contracted Prices” Checkbox on the Child Account

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CONFIDENTIAL
Key Concepts
Contract Pricing
● Understand the Contract Pricing assembly process
○ Effective/Expiration Date
○ Discount
○ Product
○ Discount Schedules can be assigned (highest precedent)
● Inheritance options for Parent/Child accounts
● Note: ‘Generate Contracted Price’ will auto-generate a contracted price when the
Opportunity is Contracted

● Related Knowledge Base Articles:

○ Contract Pricing
○ Auto-Generating a Contracted Price
○ Ignore Parent Contracted Pricing
Discount Schedules
Discount Schedules

Volume Discount
• Discounts based on quantity

Term Discount (multi-year discount)

• Discounts based on number of months

Cost Discount
• Discounts applied directly to the product cost instead of list price
Discount Schedule Overview

Automatically apply discounts based on quantity

$1.00 per unit $0.90 per unit $0.75 per unit

Discount Schedule Overview

Automatically apply discounts based on term length

$1.00 per unit per year Year Year

1 2

$0.80 per unit per year Year Year Year

1 2 3
Discount Schedule Fields

Field Description

Schedule Name Enter a meaningful name for the discount schedule.

Type • Range: Discounted at the rate of whatever tier applies to the quote quantity.
• Slab: Discounted at the blended rate of whatever tier applies to the quoted
quantity and all preceding tiers.

Discount Unit • Percent: Will allow you to enter the discount as a percentage.
• Amount: Will allow you to enter a static value for the discount. This means that
sales users can arrive at an exact price without having to calculate discount
percentages with a large amount of decimals.
Aggregation Scope • None: Uses only the quantity of the individual line to determine tier
• Quote: Combines quantity of all quote line items of same product
• Group: Combines quantity of line items of same product in same group
Discount Schedule Variations
Type – Range vs Slab

$0.98 $0.98
$0.98 $0.98
10 units $0.98 10 units $1.00
$0.98 $1.00
$0.98 $1.00
$0.98 $1.00
$0.98 $1.00
$0.98 $1.00
$0.98 $1.00
$0.98 $1.00
$0.98 $1.00
$0.98 $1.00

$11.76 total $11.96 total

Discount Schedule Variations
Aggregation Scope – None vs Quote

Add quantities of like products

Discount Schedule Variations
Aggregation Scope – Group
Discount Schedule Use Case
Build and Learn
Create a Discount Schedule

Give customers increasingly larger discounts the more LJ-PAPERLETTER they buy

Number of Reams Discount

1-10 0%
11-20 2%
21-30 5%
31-40 8% 1. Create Discount Schedule Record
41+ 10% 2. Create Tier Records
3. Apply to a Product
Discount Schedule
Implementation Process Overview

Create Discount Schedule

• Defines a general purpose discount schedule

Create tiers
• Determines that price breaks occur at steps of 10 units

Associate Discount Schedule to a Product

• Leverages discount schedule on the LJ-PAPERLETTER product
Discount Schedule
Implementation Process Overview

Create Discount Schedule

• Defines a general purpose discount schedule

Create tiers
• Determines that price breaks occur at steps of 10 units

Associate Discount Schedule to a Product

• Leverages discount schedule on the LJ-PAPERLETTER product
Discount Schedule
Implementation Process Overview

Create Discount Schedule

Discount Schedule
Implementation Process Overview

Create Discount Schedule

• Defines a general purpose discount schedule

Create tiers
• Determines that price breaks occur at steps of 10 units

Associate Discount Schedule to a Product

• Leverages discount schedule on the LJ-PAPERLETTER product
Discount Schedule
Implementation Process Overview

Create tiers

Excluded value
 Exercise
Create a Discount Schedule
Key Concepts
Discount Schedule

● Understand what can Discount Schedules be attached to and trump order (hierarchy):
○ Contracted Price (Account)
○ Product Option
○ Product Feature
○ Product
● Understand the Assembly process setup options
○ Type, Discount Unit, Aggregation Scope, Override Behavior picklist
○ Cross Products/Cross Orders checkboxes
● Understand Slab vs Range Discount calculations
● Lower bound is inclusive, Upper bound is exclusive
● Slab is not compatible with Cross Products
● Related Knowledge Base Articles:
○ Discount Methods: Discount Schedule Overview
○ User Defined Discount Schedules
Pricing Rules
Price Rule Overview

Similar Structure as a Product Rule

• Price Rule (general properties)
• Price Conditions (with possible Advanced Condition Logic)
• Price Actions

Inject a value into a Quote or Quote Line Field

• Static Value
• Field Value (usually a formula field)
• Summary Variable

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CONFIDENTIAL
Price Rule Fields
Field Description

Product Rule Name Enter a meaningful name for this rule.

Evaluation Scope • Configurator: The rule will be evaluated while configuring the product
• Calculator: The rule will be evaluated on the quote

Conditions Met • All: Triggers the action only when all conditions are met
• Any: Triggers the action only when any conditions are met
• Custom: Use with the Advanced Conditions field to define how the conditions should apply. For
example, this enables a rule with 3 conditions to be handled as: 1 AND (2 OR 3)
Calculator Evaluation • On Initialization: Price rule will be evaluated when the quote line editor loads
Event Before Calculate: Price rule will be evaluated before the price is calculated
On Calculate: Price rule will be evaluated as the price is being calculated
After Calculate: Price rule will be evaluated after the price is calculated

Configurator • None or Save: Configurator-scoped price rules will fire after Save is selected within the
Evaluation Event Configurator.
• Edit: Configurator-scoped price rules will fire immediately after edits to quantity have been made
within the Configurator, as well as after Save is selected.

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CONFIDENTIAL
Price Rule Fields

Field Description

Configurator • None or Save: Configurator-scoped price rules will fire after Save is selected within
Evaluation Event the Configurator.
• Edit: Configurator-scoped price rules will fire immediately after edits to quantity
have been made within the Configurator, as well as after Save is selected.
Active • Select to active the rule for users

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CONFIDENTIAL
Price Condition Fields (IF)

Field Description

Object Choose the object against which the rule is evaluated, such as Quote Line or Summary Variable. Admins may need to
manually add values to this picklist in the Price Condition's Page Layout.

Field Choose the field that should contain the value you enter in the subsequent Value field. Admins may need to manually
add fields to this picklist in the Price Condition's Page Layout.

Operator Choose the logical operator you want to apply when comparing the Field to the Value.

Tested Variable Enter or lookup the Summary Variable if you created one, to compare against the Value field.

Tested Formula Enter a formula with operators, functions and available fields on quote and target object. You can construct a formula
using many of Salesforce's available operators and functions. You can also add in information from the quote or the
target object field (i.e., SBQQ__QuoteLine__c.SBQQ__ListPrice__c). Add Caution.

Index Allows the user to assign a unique number to this Condition if they wish to reference it within a Price Rule's Advanced
Condition. Advanced Conditions allow user to establish conditional logic under which a Price Rule will fire - I.e., IF (1 AND
2) OR 3.
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CONFIDENTIAL
Price Condition Fields (IF)

Field Description

Filter Type Value: Evaluate this rule against a specific value

Variable: Evaluate this rule against another Summary Variable
Formula: Evaluate this rule against the result of a Filter Formula
Filter Variable Enter or lookup the Summary Variable to evaluate against in the Tested Variable field

Filter Value Enter the value you want to match in the field you selected using the Operator
chosen.
Filter Formula Enter a formula with operators, functions, and available fields on quote and target
object. You can construct a formula using many of Salesforce's available operators and
functions. You can also add in information from the quote or the target object field
(i.e., SBQQ__QuoteLine__c.SBQQ__ListPrice__c).

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CONFIDENTIAL
Price Action Fields (THEN)

Field Description

Target Object Select the object on which the field is defined. Admins may need to manually add values to this
picklist in the Price Condition's Page Layout.
Target Field Select the field you want updated when the related Price Conditions are met. Admins may need to
manually add values to this picklist in the Price Condition's Page Layout.
Value Enter the value you want inserted into the target field.

Source Field Enter a source field if the value you want inserted is calculated in another Quote Line field.

Source Variable Enter the Summary Variable that sources value for this action.

Formula Enter a formula with operators, functions, and available fields on quote and target object. You can
construct a formula using many of Salesforce's available operators and functions. You can also add in
information from the quote or the target object field (i.e.,
SBQQ__QuoteLine__c.SBQQ__ListPrice__c).
Order Enter number order for a set of actions
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CONFIDENTIAL
Summary Variables
Composite Summary Variable

A Summary Variable with an additional calculation

• Add
• Subtract
• Multiply
• Divide

Calculate using
• Static Value
• Another Summary Variable

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CONFIDENTIAL
 Summary Variables

Field Description

Variable Name Enter a meaningful name for the summary variable.

Aggregate Function Choose the method to use for calculations ( Count, Sum, Average, Min, Max ).
Aggregate Field Choose the quote line field that is acted upon by the aggregate function.
Target Object Choose the object to aggregate: Quote Line, Product Option, Asset, or Subscription .

Composite Operator Choose how you will combine the summary variables : Add, Subtract, Multiply or Divide .
Value Element Enter a static value to be combined with the summary variable.
Variable Element Enter or lookup another summary variable if you condition is based on both results. Note: This was
previously known as the Combine With field.
Filter Field Choose the field to use when filtering line items for inclusion in the summary variable.
Operator Choose the operator for the filter.
Filter Value Enter the value to match in this filter.
Constraint Field Choose a Constraint Field . If you want to limit the records further based on a Quote field, select the field
that you want to match against the same field on the quote. This assume you have added the API name of
the quote field to the list of values in the Constraint Field definition on the Summary Variable object.
314
CONFIDENTIAL
Maintenance Kit Price Rule

Scenario: A client wants their users to only configure quotes with twice the number of
Maintenance Kits to Printers whenever Maintenance Kits are added.

315
CONFIDENTIAL
Maintenance Kit Price Rule
Implementation Process Overview

Create Price Rule

• Begins rule that evaluates on the Quote Line Editor

Create Condition
• Makes rule fire when LJ-MAINTKIT line items are encountered

Create Summary Variable

• Provides sum total quantity value of LJ-PRINTER, multiplied by 2

Create Price Action

• Injects summary variable value into SBQQ__Quantity__c

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CONFIDENTIAL
Maintenance Kit Price Rule
Implementation Process Overview

Create Price Rule

• Begins rule that evaluates on the Quote Line Editor

Create Condition
• Makes rule fire when LJ-MAINTKIT line items are encountered

Create Summary Variable

• Provides sum total quantity value of LJ-PRINTER, multiplied by 2

Create Price Action

• Injects summary variable value into SBQQ__Quantity__c

317
CONFIDENTIAL
Maintenance Kit Price Rule
Implementation Process Overview

Create Price Rule

318
CONFIDENTIAL
Maintenance Kit Price Rule
Implementation Process Overview

Create Price Rule

• Begins rule that evaluates on the Quote Line Editor

Create Condition
• Makes rule fire when LJ-MAINTKIT line items are encountered

Create Summary Variable

• Provides sum total quantity value of LJ-PRINTER, multiplied by 2

Create Price Action

• Injects summary variable value into SBQQ__Quantity__c

319
CONFIDENTIAL
Maintenance Kit Price Rule
Implementation Process Overview

Create Condition

320
CONFIDENTIAL
Maintenance Kit Price Rule
Implementation Process Overview

Create Price Rule

• Begins rule that evaluates on the Quote Line Editor

Create Condition
• Makes rule fire when LJ-MAINTKIT line items are encountered

Create Summary Variable

• Provides sum total quantity value of LJ-PRINTER, multiplied by 2

Create Price Action

• Injects summary variable value into SBQQ__Quantity__c

321
CONFIDENTIAL
Maintenance Kit Price Rule
Implementation Process Overview

Create Summary Variable

322
CONFIDENTIAL
Maintenance Kit Price Rule
Implementation Process Overview

Create Price Rule

• Begins rule that evaluates on the Quote Line Editor

Create Condition
• Makes rule fire when LJ-MAINTKIT line items are encountered

Create Summary Variable

• Provides sum total quantity value of LJ-PRINTER, multiplied by 2

Create Price Action

• Injects summary variable value into SBQQ__Quantity__c

323
CONFIDENTIAL
Maintenance Kit Price Rule
Implementation Process Overview

Create Price Action

324
CONFIDENTIAL
EX: Maintenance Kit Price Rule

Steps to set quantity of LJ-MAINTKIT to always be twice the quantity of LJ-PRINTER

325
CONFIDENTIAL
WiFi Access Point Price Rule

Scenario: Our clients want their users to sell Macbook Pros with access points. Each WiFi Access
Point can support up to 12 MacBook Pros. Create a rule that calculates how many access points
are needed given how many MacBook Pros a user adds to a quote.

326
CONFIDENTIAL
WiFi Access Point Price Rule
Implementation Process Overview

Create Price Rule

• Begins rule that evaluates on the Quote Line Editor

Create Condition
• Makes rule fire when WIFIAP line items are encountered

Create Summary Variable

• Provides sum total quantity value of AP-MBPRO, divided by 12

Create first Price Action

• Injects summary variable value into SBQQ__Quantity__c field

327
CONFIDENTIAL
WiFi Access Point Price Rule
Implementation Process Overview Continued

Create second Price Action

• Injects ceiling formula result into SBQQ__Quantity__c field

328
CONFIDENTIAL
WiFi Access Point Price Rule
Implementation Process Overview

Create Price Rule

• Begins rule that evaluates on the Quote Line Editor

Create Condition
• Makes rule fire when WIFIAP line items are encountered

Create Summary Variable

• Provides sum total quantity value of AP-MBPRO, divided by 12

Create first Price Action

• Injects summary variable value into SBQQ__Quantity__c field

329
CONFIDENTIAL
WiFi Access Point Price Rule
Implementation Process Overview

Create Price Rule

330
CONFIDENTIAL
WiFi Access Point Price Rule
Implementation Process Overview

Create Price Rule

• Begins rule that evaluates on the Quote Line Editor

Create Condition
• Makes rule fire when WIFIAP line items are encountered

Create Summary Variable

• Provides sum total quantity value of AP-MBPRO, divided by 12

Create first Price Action

• Injects summary variable value into SBQQ__Quantity__c field

331
CONFIDENTIAL
WiFi Access Point Price Rule
Implementation Process Overview

Create Condition

332
CONFIDENTIAL
WiFi Access Point Price Rule
Implementation Process Overview

Create Price Rule

• Begins rule that evaluates on the Quote Line Editor

Create Condition
• Makes rule fire when WIFIAP line items are encountered

Create Summary Variable

• Provides sum total quantity value of AP-MBPRO, divided by 12

Create first Price Action

• Injects summary variable value into SBQQ__Quantity__c field

333
CONFIDENTIAL
WiFi Access Point Price Rule
Implementation Process Overview

Create Summary Variable

334
CONFIDENTIAL
WiFi Access Point Price Rule
Implementation Process Overview

Create Price Rule

• Begins rule that evaluates on the Quote Line Editor

Create Condition
• Makes rule fire when WIFIAP line items are encountered

Create Summary Variable

• Provides sum total quantity value of AP-MBPRO, divided by 12

Create first Price Action

• Injects summary variable value into SBQQ__Quantity__c field

335
CONFIDENTIAL
WiFi Access Point Price Rule
Implementation Process Overview

Create first Price Action

336
CONFIDENTIAL
WiFi Access Point Price Rule
Implementation Process Overview

Create second Price Action

• Injects ceiling formula result into SBQQ__Quantity__c field

337
CONFIDENTIAL
WiFi Access Point Price Rule
Implementation Process Overview

Create second Price Action

338
CONFIDENTIAL
EX: WiFi Access Point Price Rule

Create Price rule to set quantity of WIFIAP so there is always 1 for every 12 AP-MBPRO

339
CONFIDENTIAL
Total Cost of Hardware Use Case

Sum the net cost of all products in the Hardware family

340
CONFIDENTIAL
Total Cost of Hardware Price Rule
Implementation Process Overview

Create Quote Line currency formula field

• Provides Net Cost (unit cost * quantity) for each line item

Create Quote currency field

• Makes Total_Cost_of_Hardware_Products__c field to house total

Create Price Rule

• Begins rule that evaluates on the Quote Line Editor

Create Summary Variable

• Provides sum total quantity value of Net_Cost__c

341
CONFIDENTIAL
Total Cost of Hardware Price Rule
Implementation Process Overview Continued

Create Price Action

• Injects variable value into Total_Cost_of_Hardware_Products__c

342
CONFIDENTIAL
Total Cost of Hardware Price Rule
Implementation Process Overview

Create Quote Line currency formula field

• Provides Net Cost (unit cost * quantity) for each line item

Create Quote currency field

• Makes Total_Cost_of_Hardware_Products__c field to house total

Create Price Rule

• Begins rule that evaluates on the Quote Line Editor

Create Summary Variable

• Provides sum total quantity value of Net_Cost__c

343
CONFIDENTIAL
Total Cost of Hardware Price Rule
Implementation Process Overview

Create Quote Line currency formula field

344
CONFIDENTIAL
Total Cost of Hardware Price Rule
Implementation Process Overview

Create Quote Line currency formula field

• Provides Net Cost (unit cost * quantity) for each line item

Create Quote currency field

• Makes Total_Cost_of_Hardware_Products__c field to house total

Create Price Rule

• Begins rule that evaluates on the Quote Line Editor

Create Summary Variable

• Provides sum total quantity value of Net_Cost__c

345
CONFIDENTIAL
Total Cost of Hardware Price Rule
Implementation Process Overview

Create Quote currency field

346
CONFIDENTIAL
Total Cost of Hardware Price Rule
Implementation Process Overview

Create Quote Line currency formula field

• Provides Net Cost (unit cost * quantity) for each line item

Create Quote currency field

• Makes Total_Cost_of_Hardware_Products__c field to house total

Create Price Rule

• Begins rule that evaluates on the Quote Line Editor

Create Summary Variable

• Provides sum total quantity value of Net_Cost__c

347
CONFIDENTIAL
Total Cost of Hardware Price Rule
Implementation Process Overview

Create Price Rule

348
CONFIDENTIAL
Total Cost of Hardware Price Rule
Implementation Process Overview

Create Quote Line currency formula field

• Provides Net Cost (unit cost * quantity) for each line item

Create Quote currency field

• Makes Total_Cost_of_Hardware_Products__c field to house total

Create Price Rule

• Begins rule that evaluates on the Quote Line Editor

Create Summary Variable

• Provides sum total quantity value of Net_Cost__c

349
CONFIDENTIAL
Total Cost of Hardware Price Rule
Implementation Process Overview

Create Summary Variable

350
CONFIDENTIAL
Total Cost of Hardware Price Rule
Implementation Process Overview

Create Price Action

• Injects variable value into Total_Cost_of_Hardware_Products__c

351
CONFIDENTIAL
Total Cost of Hardware Price Rule
Implementation Process Overview

Create Price Action

352
CONFIDENTIAL
EX: Total Cost of Hardware Price Rule

Sum the net cost of all products in the Hardware family

353
CONFIDENTIAL
Partner Discount Use Case

354
CONFIDENTIAL
Partner Discount Price Rule
Implementation Process Overview

Create Account picklist field

• Makes Partner Level available on accounts

Create Quote text formula field

• Copies account Partner Level value to the quote

Create Price Rule

• Begins rule that evaluates on the Quote Line Editor

Create Condition
• Makes rule fire when Partner Level is not blank

355
CONFIDENTIAL
Partner Discount Price Rule
Implementation Process Overview Continued

Create Price Action

• Injects correct discount into SBQQ__PartnerDiscount__c

356
CONFIDENTIAL
Partner Discount Price Rule
Implementation Process Overview

Create Account picklist field

• Makes Partner Level available on accounts

Create Quote text formula field

• Copies account Partner Level value to the quote

Create Price Rule

• Begins rule that evaluates on the Quote Line Editor

Create Condition
• Makes rule fire when Partner Level is not blank

357
CONFIDENTIAL
Partner Discount Price Rule
Implementation Process Overview

Create Account picklist field

358
CONFIDENTIAL
Partner Discount Price Rule
Implementation Process Overview

Create Account picklist field

• Makes Partner Level available on accounts

Create Quote text formula field

• Copies account Partner Level value to the quote

Create Price Rule

• Begins rule that evaluates on the Quote Line Editor

Create Condition
• Makes rule fire when Partner Level is not blank

359
CONFIDENTIAL
Partner Discount Price Rule
Implementation Process Overview

Create Quote text formula field

360
CONFIDENTIAL
Partner Discount Price Rule
Implementation Process Overview

Create Account picklist field

• Makes Partner Level available on accounts

Create Quote text formula field

• Copies account Partner Level value to the quote

Create Price Rule

• Begins rule that evaluates on the Quote Line Editor

Create Condition
• Makes rule fire when Partner Level is not blank

361
CONFIDENTIAL
Partner Discount Price Rule
Implementation Process Overview

Create Price Rule

362
CONFIDENTIAL
Partner Discount Price Rule
Implementation Process Overview

Create Account picklist field

• Makes Partner Level available on accounts

Create Quote text formula field

• Copies account Partner Level value to the quote

Create Price Rule

• Begins rule that evaluates on the Quote Line Editor

Create Condition
• Makes rule fire when Partner Level is not blank

363
CONFIDENTIAL
Partner Discount Price Rule
Implementation Process Overview

Create Condition

364
CONFIDENTIAL
Partner Discount Price Rule
Implementation Process Overview

Create Price Action

• Injects correct discount into SBQQ__PartnerDiscount__c

365
CONFIDENTIAL
Partner Discount Price Rule
Implementation Process Overview

Create Price Action

366
CONFIDENTIAL
EX: Partner Discount Price Rule

Create a rule that automatically applies a partner discount based on the Account partner level

367
CONFIDENTIAL
Key Concepts
Pricing Rule
● Understand the Pricing Rule assembly process
○ Detail
■ Evaluation Scope and Order
■ Configuration vs Calculator Evaluation Event
○ Price Conditions
■ Tested and Filter fields
○ Actions
■ Target Object or Target Field injects
● static Value
● values from a Formula (ie. WiFi Access Point)
● Source Variable from a Summary variable (ie. Maintenance Kit)
Key Concepts
Pricing Rule (continued)

● Summary Variable assembly process

○ Composite Information (ie. WiFi Access Point)
● Related Knowledge Base Articles:
○ Price Rules
○ Adding Summary Variables
○ Real-Time Price Rules in Configuration
○ Writing Advanced Calculator Compatible Formulas
○ Original Price - MSRP Pricing
Creating a Lookup Object
Lookup Object
Implementation Process Overview

Create Object
• Used to store partner level discount data for later lookup

Create Object fields

• Provides columns for discount data, such as Partner Level

Create Object records

• Populates the ‘data table’ with unique records

371
CONFIDENTIAL
Lookup Object
Implementation Process Overview

Create Object
• Used to store partner level discount data for later lookup

Create Object fields

• Provides columns for discount data, such as Partner Level

Create Object records

• Populates the ‘data table’ with unique records

372
CONFIDENTIAL
Lookup Object
Implementation Process Overview

Create Object

373
CONFIDENTIAL
Lookup Object
Implementation Process Overview

Create Object
• Used to store partner level discount data for later lookup

Create Object fields

• Provides columns for discount data, such as Partner Level

Create Object records

• Populates the ‘data table’ with unique records

374
CONFIDENTIAL
Lookup Object
Implementation Process Overview

Create Object fields

375
CONFIDENTIAL
Lookup Object
Implementation Process Overview

Create Object fields

376
CONFIDENTIAL
Lookup Object
Implementation Process Overview

Create Object fields

377
CONFIDENTIAL
Lookup Object
Implementation Process Overview

Create Object
• Used to store partner level discount data for later lookup

Create Object fields

• Provides columns for discount data, such as Partner Level

Create Object records

• Populates the ‘data table’ with unique records

378
CONFIDENTIAL
Lookup Object
Implementation Process Overview

Create Object records

379
CONFIDENTIAL
Lookup Object
Implementation Process Overview

Create Object records

Partner Level Discount Name Partner Level Product Family Partner Discount
PLD-0001 Bronze Hardware 5
PLD-0002 Bronze Software 2
PLD-0003 Bronze Support 3
PLD-0004 Silver Hardware 10
PLD-0005 Silver Software 5
PLD-0006 Silver Support 5
PLD-0007 Gold Hardware 15
PLD-0008 Gold Software 8
PLD-0009 Gold Support 7
380
CONFIDENTIAL
EX: Create a Lookup Object

Create a custom object to house partner level discount data for future reference

381
CONFIDENTIAL
Partner Discount by Product Family Use Case

382
CONFIDENTIAL
Partner Discounts by Product Family
Implementation Process Overview

Create Price Rule

• Begins rule that evaluates on the Quote Line Editor

Create Condition
• Makes rule fire when Partner Level is set on the account

Create Lookup Queries

• Determines which custom object record contains relevant data

Create Price Action

• Injects retrieved discount value into SBQQ__PartnerDiscount__c

383
CONFIDENTIAL
Partner Discounts by Product Family
Implementation Process Overview

Create Price Rule

• Begins rule that evaluates on the Quote Line Editor

Create Condition
• Makes rule fire when Partner Level is set on the account

Create Lookup Queries

• Determines which custom object record contains relevant data

Create Price Action

• Injects retrieved discount value into SBQQ__PartnerDiscount__c

384
CONFIDENTIAL
Partner Discounts by Product Family
Implementation Process Overview

Create Price Rule

385
CONFIDENTIAL
Partner Discounts by Product Family
Implementation Process Overview

Create Price Rule

• Begins rule that evaluates on the Quote Line Editor

Create Condition
• Makes rule fire when Partner Level is set on the account

Create Lookup Queries

• Determines which custom object record contains relevant data

Create Price Action

• Injects retrieved discount value into SBQQ__PartnerDiscount__c

386
CONFIDENTIAL
Partner Discounts by Product Family
Implementation Process Overview

Create Condition

387
CONFIDENTIAL
Partner Discounts by Product Family
Implementation Process Overview

Create Price Rule

• Begins rule that evaluates on the Quote Line Editor

Create Condition
• Makes rule fire when Partner Level is set on the account

Create Lookup Queries

• Determines which custom object record contains relevant data

Create Price Action

• Injects retrieved discount value into SBQQ__PartnerDiscount__c

388
CONFIDENTIAL
Partner Discounts by Product Family
Implementation Process Overview

Create Lookup Queries

389
CONFIDENTIAL
Partner Discounts by Product Family
Implementation Process Overview

Create Lookup Queries

390
CONFIDENTIAL
Partner Discounts by Product Family
Implementation Process Overview

Create Price Rule

• Begins rule that evaluates on the Quote Line Editor

Create Condition
• Makes rule fire when Partner Level is set on the account

Create Lookup Queries

• Determines which custom object record contains relevant data

Create Price Action

• Injects retrieved discount value into SBQQ__PartnerDiscount__c

391
CONFIDENTIAL
Partner Discounts by Product Family
Implementation Process Overview

Create Price Action

392
CONFIDENTIAL
EX: Partner Discounts by Product Family

Create a price rule that leverages a lookup object to apply a partner discount based on Product
Family and Partner Level

393
CONFIDENTIAL
Key Concepts
Pricing Rule (continued)

● Understand the Pricing Rule capabilities to support Lookup Objects

○ Lookup Object and Lookup Field fields
○ Tested Field and Target Field on the Price Action
● Related Knowledge Base Articles:
○ Price Rules
○ Lookup Object / Table
Quote Templates
Quote Template Use Case

397
CONFIDENTIAL
Quote Template Overview

There are five main steps to creating a functional quote template

1. Creating a Quote Template

2. Storing your logo in Documents
3. Creating Template Content
4. Creating Template Sections
5. Creating Line Columns

398
CONFIDENTIAL
Quote Template Structure

Quote Template Information

• Page Information
• Header/Footer Information
• Company Information
• Style Information
• Section Titles

Related Lists
• Line Columns
• Template Sections
• Additional Documents

399
CONFIDENTIAL
Create a Quote Template
Implementation Process Overview

Create Quote Template

• Define basic company information and layout details

400
CONFIDENTIAL
Create a Quote Template

Create Quote Template

401
CONFIDENTIAL
EX: Create a Quote Template

402
CONFIDENTIAL
Upload Logo File

403
CONFIDENTIAL
Upload Logo File
Implementation Process Overview

Create Document and copy SFID

• Makes logo file externally available to document renderer

Update Quote Template field

• References logo SFID

404
CONFIDENTIAL
Upload Logo File
Implementation Process Overview

Create Document and copy SFID

• Makes logo file externally available to document renderer

Update Quote Template field

• References logo SFID

405
CONFIDENTIAL
Upload Logo File
Implementation Process Overview

Create Document

406
CONFIDENTIAL
Upload Logo File
Implementation Process Overview

Create Document and copy SFID

• Makes logo file externally available to document renderer

Update Quote Template field

• References logo SFID

407
CONFIDENTIAL
Upload Logo File
Implementation Process Overview

Update Quote Template field

408
CONFIDENTIAL
EX: Upload a Logo File

Add a logo to your output document

409
CONFIDENTIAL
Add Draft Watermark

410
CONFIDENTIAL
Add Draft Watermark
Implementation Process Overview

Update Quote Template field

• References watermark SFID

Update Quote layout

• Allows users to see Watermark Shown field

411
CONFIDENTIAL
Add Draft Watermark
Implementation Process Overview

Update Quote Template field

• References watermark SFID

Update Quote layout

• Allows users to see Watermark Shown field

412
CONFIDENTIAL
Add Draft Watermark
Implementation Process Overview

Update Quote Template field

413
CONFIDENTIAL
Add Draft Watermark
Implementation Process Overview

Update Quote Template field

• References watermark SFID

Update Quote layout

• Allows users to see Watermark Shown field

414
CONFIDENTIAL
Add Draft Watermark
Implementation Process Overview

Update Quote layout

415
CONFIDENTIAL
EX: Add Draft Watermark

Add a draft watermark to your output document and the controlling field to the quote layout

416
CONFIDENTIAL
Add Additional Documents

Can also source Additional

Documents from Product,
Quote, Opportunity

417
CONFIDENTIAL
Add Additional Documents
Implementation Process Overview

Create Additional Document

• References SFID of an existing Salesforce document record

418
CONFIDENTIAL
Add Additional Documents
Implementation Process Overview

Create Additional Document

419
CONFIDENTIAL
EX: Add Additional Documents

Add two user-selectable documents to your output document

420
CONFIDENTIAL
Key Concepts
Quote Template

● Understand how to add an attachment to the document generation

● Understand when it’s appropriate to check the “Watermark Shown” quote field

● Related Knowledge Base Articles:

○ Generate Documents
○ Draft Watermark Added to Quote PDF
Template Sections
Template Content Basics

Content driven by HTML markup

For layout and branding of the content in HTML sections
Types of Template Content
• HTML
• Line Items
• Quote Terms
• Template Top
• Template Bottom
• Custom

423
CONFIDENTIAL
Assemble Custom Document

424
CONFIDENTIAL
Assemble Custom Document
Implementation Process Overview

Create Template Sections

• References provided training template content

425
CONFIDENTIAL
Assemble Custom Document
Implementation Process Overview

Create Template Sections

426
CONFIDENTIAL
EX: Assemble Custom Document

Create sections for the following template content:

• Training Cover Page (display order 10)
• Training Cover Letter (display order 20, set page break to Before)
• Training Tail Header (display order 30, set page break to Before)
• Training Prepared For (display order 40)
• Training Line Items (display order 50)
• Training Signature Block (display order 70)

427
CONFIDENTIAL
Key Concepts
Quote Template (continued)

● Understand the Template Section assembly process

○ Roll-up field settings
○ Show All Package Products
○ Show Bundled Products
○ Hide Component Products
○ Group defining capabilities
● Understand the Template Content assembly process

● Related Knowledge Base Articles:

○ Create Template Sections
○ Create Template Content
Line Item Section
Adjust Line Columns

430
CONFIDENTIAL
Adjust Line Columns
Implementation Process Overview

Update Line Columns

• Change Part # and Description records to show full product name

431
CONFIDENTIAL
Adjust Line Columns
Implementation Process Overview

Update Line Columns

432
CONFIDENTIAL
Adjust Line Columns
Implementation Process Overview

Update Line Columns

433
CONFIDENTIAL
EX: Adjust Line Columns

Change the header and data of the Part # column, adjust columns sizes accordingly

434
CONFIDENTIAL
Conditional Discount Column

435
CONFIDENTIAL
Conditional Discount Column
Implementation Process Overview

Update Line Column

• Uses SBQQ__AdditionalDiscountAmount__c to drive column visibility

436
CONFIDENTIAL
Conditional Discount Column
Implementation Process Overview

Update Line Columns

437
CONFIDENTIAL
EX: Conditional Discount Column

Update the discount column to display only when a discount is present on any line item

438
CONFIDENTIAL
Conditional Pricing Columns

439
CONFIDENTIAL
Conditional Pricing Columns
Implementation Process Overview

Create Quote checkbox field

• Places Show_Pricing_Columns__c into the user interface

Update Line Columns

• Uses Show_Pricing_Columns__c to drive visibility of price columns

440
CONFIDENTIAL
Conditional Pricing Columns
Implementation Process Overview

Create Quote checkbox field

• Places Show_Pricing_Columns__c into the user interface

Update Line Columns

• Uses Show_Pricing_Columns__c to drive visibility of price columns

441
CONFIDENTIAL
Conditional Pricing Columns
Implementation Process Overview

Create Quote checkbox field

442
CONFIDENTIAL
Conditional Pricing Columns
Implementation Process Overview

Create Quote checkbox field

• Places Show_Pricing_Columns__c into the user interface

Update Line Columns

• Uses Show_Pricing_Columns__c to drive visibility of price columns

443
CONFIDENTIAL
Conditional Pricing Columns
Implementation Process Overview

Update Line Columns

444
CONFIDENTIAL
EX: Conditional Pricing Columns

Allow sales reps to remove pricing columns from line item table by using a controlling field on the
quote

445
CONFIDENTIAL
Conditional Line Item Tables

446
CONFIDENTIAL
Conditional Line Item Tables
Implementation Process Overview

Create Quote checkbox field

• Places Separate by Subscription Type into the user interface

Create Quote checkbox formula field

• Provides opposing Combine_Subscription_Type__c field

Update Template Section

• Uses Separate_by_Subscription_Type__c to drive table visibility

Clone Template Section and Update Fields

• Uses Combine_Subscription_Type__c to drive new table visibility

447
CONFIDENTIAL
Conditional Line Item Tables
Implementation Process Overview

Create Quote checkbox field

• Places Separate by Subscription Type into the user interface

Create Quote checkbox formula field

• Provides opposing Combine_Subscription_Type__c field

Update Template Section

• Uses Separate_by_Subscription_Type__c to drive table visibility

Clone Template Section and Update Fields

• Uses Combine_Subscription_Type__c to drive new table visibility

448
CONFIDENTIAL
Conditional Line Item Tables
Implementation Process Overview

Create Quote checkbox field

449
CONFIDENTIAL
Conditional Line Item Tables
Implementation Process Overview

Create Quote checkbox field

• Places Separate by Subscription Type into the user interface

Create Quote checkbox formula field

• Provides opposing Combine_Subscription_Type__c field

Update Template Section

• Uses Separate_by_Subscription_Type__c to drive table visibility

Clone Template Section and Update Fields

• Uses Combine_Subscription_Type__c to drive new table visibility

450
CONFIDENTIAL
Conditional Line Item Tables
Implementation Process Overview

Create Quote checkbox formula field

451
CONFIDENTIAL
Conditional Line Item Tables
Implementation Process Overview

Create Quote checkbox field

• Places Separate by Subscription Type into the user interface

Create Quote checkbox formula field

• Provides opposing Combine_Subscription_Type__c field

Update Template Section

• Uses Separate_by_Subscription_Type__c to drive table visibility

Clone Template Section and Update Fields

• Uses Combine_Subscription_Type__c to drive new table visibility

452
CONFIDENTIAL
Conditional Line Item Tables
Implementation Process Overview

Update Template Section

453
CONFIDENTIAL
Conditional Line Item Tables
Implementation Process Overview

Create Quote checkbox field

• Places Separate by Subscription Type into the user interface

Create Quote checkbox formula field

• Provides opposing Combine_Subscription_Type__c field

Update Template Section

• Uses Separate_by_Subscription_Type__c to drive table visibility

Clone Template Section and Update Fields

• Uses Combine_Subscription_Type__c to drive new table visibility

454
CONFIDENTIAL
Conditional Line Item Tables
Implementation Process Overview

Clone Template Section and Update Fields

455
CONFIDENTIAL
EX: Conditional Line Item Tables

Allow sales reps to choose whether or not the line item table will be separated by subscription
type

456
CONFIDENTIAL
Key Concepts
Quote Template (continued)

● Understand how to conditionally display Line Columns and Sections

○ Conditional Print Field

● Related Knowledge Base Articles:

○ Dynamically Displaying Quote Line Columns
Quote Terms
Quote Terms Section

459
CONFIDENTIAL
Quote Terms Section
Implementation Process Overview

Create Template Content

• Makes a new piece of template content to display quote terms

Create Template Sections

• Places Terms Header and Terms content after subtotals

460
CONFIDENTIAL
Quote Terms Section
Implementation Process Overview

Create Template Content

• Makes a new piece of template content to display quote terms

Create Template Sections

• Places Terms Header and Terms content after subtotals

461
CONFIDENTIAL
Quote Terms Section
Implementation Process Overview

Create Template Content

462
CONFIDENTIAL
Quote Terms Section
Implementation Process Overview

Create Template Content

• Makes a new piece of template content to display quote terms

Create Template Sections

• Places Terms Header and Terms content after subtotals

463
CONFIDENTIAL
Quote Terms Section
Implementation Process Overview

Create Template Sections

464
CONFIDENTIAL
Quote Terms Section
Implementation Process Overview

Create Template Sections

465
CONFIDENTIAL
EX: Quote Terms Section

Update the quote template to include a terms and conditions section, starting on a new page
immediately following the quote totals

466
CONFIDENTIAL
Quote Terms with Merge Fields

467
CONFIDENTIAL
Quote Term with Merge Fields
Implementation Process Overview

Update Quote Term

• Replaces static text with merge fields

468
CONFIDENTIAL
Quote Term with Merge Fields
Implementation Process Overview

Update Quote Term

469
CONFIDENTIAL
EX: Quote Term with Merge Fields

Update the first quote term to include data pulled from quote fields

470
CONFIDENTIAL
Conditional Quote Term

471
CONFIDENTIAL
Conditional Quote Term
Implementation Process Overview

Create Quote Term

• Makes a new quote term to appear after all others

Create Term Condition

• Uses SBQQ__Status__c to drive quote term visibility

472
CONFIDENTIAL
Conditional Quote Term
Implementation Process Overview

Create Quote Term

• Makes a new quote term to appear after all others

Create Term Condition

• Uses SBQQ__Status__c to drive quote term visibility

473
CONFIDENTIAL
Conditional Quote Term
Implementation Process Overview

Create Quote Term

474
CONFIDENTIAL
Conditional Quote Term
Implementation Process Overview

Create Quote Term

• Makes a new quote term to appear after all others

Create Term Condition

• Uses SBQQ__Status__c to drive quote term visibility

475
CONFIDENTIAL
Conditional Quote Term
Implementation Process Overview

Create Term Condition

476
CONFIDENTIAL
EX: Conditional Quote Term

Create a quote term that appears only when the quote status is Draft, In Review, or Denied

477
CONFIDENTIAL
Key Concepts
Quote Terms

● Understand Quote Term assembly process

○ Create Quote Term Template Content then create new Template Section
● Understand how to make Quote Terms conditional
○ Quote Term > Term Condition > Tested Field

● Related Knowledge Base Articles:

○ Creating Template Sections
○ Creating Quote Term Template Content
○ Multiple Quote Term Sections
○ Building Quote Term Conditions
○ Creating Standard Terms
○ Lock Quote Term from Edits
Quote Template Debugging
Template Troubleshooting Process

When receiving an error message that the PDF has failed to render.

1) Clone the original Quote Template record

2) Delete first section
3) Attempt to Preview Document
4) Clone the record with the newly deleted section
5) Delete another section
6) Attempt to Preview Document
……..continue this process until the document renders, then address the problematic section.

480
CONFIDENTIAL
Troubleshooting
Quote Templates

None of my quote terms are appearing. What could be causing this to happen?

481
CONFIDENTIAL
Localization
Localization
In Salesforce, you can provide translations or overrides in:
✓ Translation Workbench
✓ Field names
✓ Pick list values
✓ Help message

✓ Custom Labels
✓ Button names
✓ Messages
✓ Error messages

✓ Rename tabs and labels for all tab and object names

All these tools allow you to translate meta-data. But what about translating the data itself?
483
CONFIDENTIAL
Localization
Salesforce CPQ provides localization functionality beyond native Salesforce capabilities.
Typical Use cases:
✓ Show translated product names and descriptions directly in the UI (product selection,
configuration, line editor) or the output document
✓ Show translated feature names in bundles
✓ Show translated Quote Terms in the output document
✓ Show translated Template Content for your quote templates

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CONFIDENTIAL
Localization
Using the Salesforce CPQ Localization object, you can provide translations for:
✓ Text, Text area, Long text area, Rich text area fields
On the following objects:
✓ Product
✓ Product Feature
✓ Product Option
✓ Price Dimension
✓ Quote Template
✓ Line Column
✓ Quote Term

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CONFIDENTIAL
Languages
The languages supported by Salesforce CPQ are those supported by Salesforce:

Chinese (Simplified) Japanese

Chinese (Traditional) Korean
Danish Norwegian
Dutch Portuguese (Brazil)
English Russian
Finnish Spanish
French Spanish (Mexico)
German Swedish
Italian Thai

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CONFIDENTIAL
Localization
How does it work?
✓ Verify Package Setting > Enable Multi-Language Translation is checked
✓ Add the “Translate” button in your page layout
✓ Click the “Translate” button
✓ Salesforce CPQ displays a page with a language pick list, and all the fields that are
translatable on the object
✓ Select the language from the pick list
✓ Enter the translation for the desired fields
✓ Click “Save”
**You can also mass-upload the data directly into the Localization object.**

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CONFIDENTIAL
Localization – Quote Templates
Specific information about Quote Templates:
✓ Similar process to store the translated text (Add “Translate” button or mass-load)
✓ Quote Templates will default to the user’s specified language.
✓ Quote Templates default to the company’s default language if no translation is made.
✓ In the Salesforce CPQ package settings, “Allow Output in Different Languages” marked as
True (“Documents” tab).
✓ If a translation exists for a field in a particular language, that value will be commuted to the document
output based on the language selected on the Generate Document page.

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CONFIDENTIAL
Localization – Template Content
Specific information about Template Content (starting in Spring ‘16)
✓ Only Template Content of type HTML can be translated. If you are using Template
Top or Template Bottom, we recommend that you convert these into HTML
template content records.
✓ Each piece of static text in the HTML of the template content can be represented by
a “variable” that maps to the translation for a specific language. Example:
✓ Title “Proposal” – Click Translate and create a translation variable called
“Proposal”:
✓ English: Proposal
✓ French: Offre Commerciale
✓ Then, in the template content, replace the “Proposal” static text by:
{!Text.Proposal}

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CONFIDENTIAL
Localization Demo
Quick demo of localization for:

✓ Product: product name

✓ Template Content (Spring ‘16 feature): text variables

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CONFIDENTIAL
Advanced Approvals
Advanced Approvals Introduction
Major Advantages:
• Dynamic Approvers – Simplify approval structures by
programmatically swapping approvers.
• Approval Chains – Allow for parallel, asynchronous
approvals.
• Smart Approvals – Reduce time for approvals when
resubmitting by remembering previous approvals.
 Advanced Approvals Package

• Opportunities may use AA out of

the box, but any object may be
enabled.

• Enabling is well documented at

help.salesforce.com
Basic Approval Configuration

Describes which
user(s) will need to
grant approval Describes general
properties such as
Approver approver and
evaluation order

Approval Rule

Approval
Condition
Describes a test that
must be true to
trigger approvals
Approval Set Up Demonstration
• Create an Approver
• Create an Approval Rule
• Create an Approval Condition
I need to approve any quote that has
Payment Terms of anything other than
the default of Net 30.

Yuko Ishikawa
Sales Operations Director
 Field Picklists

Picklists such as Tested Field

will start with a few fields to
choose from.

You will likely have to add

other fields as needed.
These may be core field,
from other managed
packages, or custom fields.
Approval Groups
Approver records may identify a Public Group by ID instead of an
individual User.

By default, only a
single member of a
group must approve

Setting Unanimous to
true requires all
Executive Team approvers to approve
Delegate Approvals

The delegated approver

must have his or her own
Approver record
 Approval Notifications Basics

Emails may be sent for different

events:
• Approval Requested
• Approval Rejected
• Approval Recalled
• Approvals Complete

VisualForce email templates are

used for notifications.

Each Approval Rule may use its

own set of templates.
Email Notifications Data Model
Defines which
templates are used
Approval Rule

Email
Identifies the Template
VisualForce Email
Template
 Approval Variables

Approval Variables represent a number based on multiple records.

Quote 00005 Line Items

Quote Line # Product Code List Price Discount % Discount

QL-0001 LJ-PRINTER $280 10 $140

QL-0002 AP-MBPRO $520 5 $26
QL-0003 LJ-TONER $100 50 $50
QL-0004 MS-OFFICE365 $100 10 $10

New Approval Variable

Largest Quote Line Discount = 50
 Approval Variable Set Up

In most cases
will be
Summary

What are we
looking at?
How do we limit
which records
contribute?
What will we
do with found
values?
 Approval Variable Extras

They only work if evaluated records are related to the Approval Rule
object through a lookup.
• An Opportunity rule could evaluate Opportunity Products, but not
Assets.
• No error message occurs, but conditions using the variable will never
be met!

Use the Combine With field to add another Approval Variable to

another.

It is very likely you will need to update Target Object, Aggregate Field,
and Filter Field picklists.
Require Explicit Approval

1st Level Finance ✓ 1st Level Product 1st Level Discount ✓

2nd Level Finance 2nd Level Discount

3rd Level Discount

Archiving Approvals
• By default, Approval records are
deleted upon resubmitting.
• Approvals marked as Archived
will be retained.
• Create a formula number field
named ApprovalsArchived__c.
When it returns 1, Approvals are
automatically flagged as
Archived.
 Scalability Concerns – Use Dynamic Approvals

If a given step needs different approvers for different conditions,

scalability can be challenging

Step 1 Step 1 Step 1 Step 1

Financing Team Financing Team Financing Team Financing Team

Step 2 Step 2 Step 2 Step 2

VP AMER Sales VP EMEA Sales VP APAC Sales VP LATAM
Sales

Step 3 Step 3 Step 3 Step 3

VP Global Sales VP Global Sales VP Global Sales VP Global Sales
Dynamic Approvers

Programmatically identify an approver for an Approval Rule by using

the Approver Field field.

Step 1
Financing Team

VPApprover__c on Quote
CASE(SBQQ__SalesRep__r.Region__c,
Step 2 "AMER", "005f4000002BbHP",
X "EMEA", "005f4000002BbHU",
Sales "APAC", "005f4000002BbHg",
"LATAM", "005f4000002BbHh",
"005f4000002BbHA")

Step 3
VP Global Sales
Approval Chains

Standard Approvals Advanced Approvals

1st Level Finance ✓ 1st Level Finance ✓ 1st Level Product 1st Level Discount ✓
2nd Level Finance ✓ 2nd Level Finance ✓ 2nd Level Discount ✓
1st Level Product 3rd Level Discount ✓
Product could end
Discounting can’t up being the last
1st Level Discount
act while waiting approval
on Product
2nd Level Discount

3rd Level Discount

 Smart Approval Basics

Smart Approvals expedites re-submitted quotes after fixes by

remembering what was previously approved.

1st Level Finance ✓ 1st Level Product ✓ 1st Level Discount ✓

2nd Level Finance ✓ 2nd Level Discount ✗ Immediately
go to last
3rd Level Discount
approver
Enabling Smart Approvals

Individual Approval
Conditions may be
configured to use Smart
Approvals.

A mix of normal and Smart

Approvals is possible.
 Approval Snapshots

When an approval based on a Smart Approval gets approved, an

Approval Snapshot is created, related to the Approval in question.

Any resubmitted value

that’s “better” will be
auto-approved

Resubmitting generates new Approvals and new Snapshots, but

snapshot retains originally approved value
 Resend Request

Sales Reps can resend notification for an outstanding approval.

Resend Request also lives on the record of the object being approved.
This allows sales reps to resend in bulk, and allows for commenting.
Reassigning Approvers

• The reassign button on the Approval lets the Approver choose

another user to act on the Approval.

• Doing so sends a notification to the selected user.

 Replace Approvers

The Replace button performs two major tasks:

• Updates every Approval Rule to use the selected Approver.
• Updates every requested Approval that was originally assigned to the
old Approver.
 Approval Rule Effective Dates

Make an Approval Rule only evaluate after a specific date.

Use any field from

the object being
approved
 Evaluating Approval Rules and Excluded Status

Approval Rules are evaluated every time an approval occurs.

Scenario: Approval is required if a quote is older than 14 days.

Approval isn’t
required when
submitted
Quote Submitted
Quote Age: 0

May
Mar
Jan

Feb

Apr
First Approval
Quote Age: 20 NOW approval is
required!
 Consolidating Approval Emails

By default, if a single individual needs to approve for multiple reasons,

they will receive multiple emails.

Only one email

will be sent
when true

NOTE:
If two different templates are used, the first
created Approval determines which is sent
 Email Responses and Keywords

Allow approvers to respond to emails with keywords.

Type a keyword
into the first line
of the response,
the second line
will go into
comments
Contracts and Renewals
 Renewal

Initial/Renewal
Quote Contract Amendment
Opportunity

Amendment Update
Quote
Opportunity Contract

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CONFIDENTIAL
Data Flow
Simplified

Opportunity
Initial Quote Contracted
Synch

Opportunity Asset/Subscription
Quote Line
Product (Account)

523
CONFIDENTIAL
Auto-Mapping Concerns
Contracting End-to-End

Product/Product
Option/Configuration Quote Line Opportunity Product Asset/Subscription Quote Line
Attribute

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CONFIDENTIAL
Create a Contract and Renewal Opportunity
Implementation Process Overview

Create Opportunity and Quote

• Starts a typical sales cycle, assembles quote with subscriptions

Update Opportunity
• Marks opportunity as Contracted, generating contract

Activate Contract
• Makes contract available for co-termination

Update Contract
• Generates a new opportunity for renewal

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CONFIDENTIAL
Create a Contract and Renewal Opportunity
Implementation Process Overview

Create Opportunity and Quote

• Starts a typical sales cycle, assembles quote with subscriptions

Update Opportunity
• Marks opportunity as Contracted, generating contract

Activate Contract
• Makes contract available for co-termination

Update Contract
• Generates a new opportunity for renewal

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CONFIDENTIAL
Create a Contract and Renewal Opportunity
Implementation Process Overview

Create Opportunity and Quote

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CONFIDENTIAL
Create a Contract and Renewal Opportunity
Implementation Process Overview

Create Opportunity and Quote

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CONFIDENTIAL
Create a Contract and Renewal Opportunity
Implementation Process Overview

Create Opportunity and Quote

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CONFIDENTIAL
Create a Contract and Renewal Opportunity
Implementation Process Overview

Create Opportunity and Quote

• Starts a typical sales cycle, assembles quote with subscriptions

Update Opportunity
• Marks opportunity as Contracted, generating contract

Activate Contract
• Makes contract available for co-termination

Update Contract
• Generates a new opportunity for renewal

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CONFIDENTIAL
Create a Contract and Renewal Opportunity
Implementation Process Overview

Update Opportunity

531
CONFIDENTIAL
Create a Contract and Renewal Opportunity
Implementation Process Overview

Create Opportunity and Quote

• Starts a typical sales cycle, assembles quote with subscriptions

Update Opportunity
• Marks opportunity as Contracted, generating contract

Activate Contract
• Makes contract available for co-termination

Update Contract
• Generates a new opportunity for renewal

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CONFIDENTIAL
Create a Contract and Renewal Opportunity
Implementation Process Overview

Activate Contract

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CONFIDENTIAL
Create a Contract and Renewal Opportunity
Implementation Process Overview

Create Opportunity and Quote

• Starts a typical sales cycle, assembles quote with subscriptions

Update Opportunity
• Marks opportunity as Contracted, generating contract

Activate Contract
• Makes contract available for co-termination

Update Contract
• Generates a new opportunity for renewal

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CONFIDENTIAL
Create a Contract and Renewal Opportunity
Implementation Process Overview

Update Contract

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CONFIDENTIAL
Create Amendment Opportunity and Quote
Implementation Process Overview

Amend Contract
• Automatically generates new opportunity and quote

Update Quote
• Adjusts products and values to desired quantities

Update Opportunity
• Marks opportunity as Contracted, updating existing contract

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CONFIDENTIAL
Create Amendment Opportunity and Quote
Implementation Process Overview

Amend Contract
• Automatically generates new opportunity and quote

Update Quote
• Adjusts products and values to desired quantities

Update Opportunity
• Marks opportunity as Contracted, updating existing contract

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CONFIDENTIAL
Create Amendment Opportunity and Quote
Implementation Process Overview

Amend Contract

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CONFIDENTIAL
Create Amendment Opportunity and Quote
Implementation Process Overview

Amend Contract
• Automatically generates new opportunity and quote

Update Quote
• Adjusts products and values to desired quantities

Update Opportunity
• Marks opportunity as Contracted, updating existing contract

541
CONFIDENTIAL
Create Amendment Opportunity and Quote
Implementation Process Overview

Update Quote

542
CONFIDENTIAL
Create Amendment Opportunity and Quote
Implementation Process Overview

Amend Contract
• Automatically generates new opportunity and quote

Update Quote
• Adjusts products and values to desired quantities

Update Opportunity
• Marks opportunity as Contracted, updating existing contract

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CONFIDENTIAL
Create Amendment Opportunity and Quote
Implementation Process Overview

Update Opportunity

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CONFIDENTIAL
Create a Renewal Quote
Implementation Process Overview

Update Contract
• Marks contract as Renewal Quoted, generating a quote

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CONFIDENTIAL
Create a Renewal Quote

Update Contract

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CONFIDENTIAL
Additional Contracting Information

Contracting an Opportunity that has only non-subscription products creates asset records

549
CONFIDENTIAL
Additional Contracting Information

Contracting an Opportunity that has only non-subscription products creates asset records

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CONFIDENTIAL
Additional Contracting Information

Asset Conversion

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CONFIDENTIAL
Additional Contracting Information

Asset Conversion

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CONFIDENTIAL
CPQ Platform
Key Concepts
CPQ Platform > Contracting

● Understand the Contracting operating process

○ What creates a Subscription vs Asset record
○ Best practice:
■ Generate Renewal Opportunity after contracted
■ Generate Renewal Quote start date one day after the contract end date
○ Importance of preserving bundle structure for renewals
● Related Knowledge Base Articles:
○ Contracting Overview
○ Asset Amendments
○ Renewal Overview
○ Preserve Bundle Structure on Renewals
Key Concepts
CPQ Platform > Automapping

● Typical automapping use case

○ Product > Quote Line
○ custom Asset and Subscription fields for Renewals
● Understand the Configuration Attribute assembly process
○ Must create twin field on Subscription/Assets in order to reconfigure on renewal quotes
● Related Knowledge Base Articles:
○ Auto-Mapping Twin Fields
Key Concepts
CPQ Platform > Debugging
● Common reasons why
○ Quote Lines don’t write back to the Opportunity
■ No Pricebook Entry on the Products
■ “Exclude from Opportunity” is marked on the Product record
■ $0 products don’t transfer
○ Product Options don’t appear
■ No Pricebook Entry on the Products
○ Contract is not generated
■ Primary quote, Start Date or no subscription product present on the quote
● All Else: Check the Active checkbox!
○ ie. Quote Process, Quote Terms, Products, etc
● Related Knowledge Base Articles:
○ Opportunity Product Troubleshooting
○ Adding Options
○ Contracts Overview
Key Concepts
CPQ Platform > Miscellaneous

● Localization
○ Package supports all Salesforce Fully Supported Languages
● Understand how to adding fields to the Quote Line Editor
○ Setup > Create > Objects > Quote and Quote Lines > Field Sets and Page Layouts
● Related Knowledge Base Articles:
○ Localization with SteelBrick Translation Overview
○ Quote Line Editor Overview