Salesforce CPQ Process

Salesforce CPQ is a business application that helps accurately define the price of goods to quickly produce accurate and professional sales quotes for prospects. It helps in eliminating errors and inefficiencies.

In CPQ, C stands for configure, P stands for price and Q stands for quote. Salesforce CPQ uses smart rules that prevents incompatible products from ending up on the same quote. CPQ software can enable your sales team to configure your offerings, following your business rules and meeting your customers’ needs.

As there is so much of competition in the market and many offers special pricing, volume or bundle pricing as well as apply extra discounts. But sometimes as it becomes difficult to track current pricing, bundle pricing and discount rules at this level there are chances that your business could be losing money due to incorrect application of discounts. CPQ software helps to manage pricing for all of your services and products. Therefore, Sales team can create quotes with consistent pricing and apply discounts as applicable.

After the pricing is fixed, the last step is to present a quote or proposal before closing a deal. Sales reps want quotes to be delivered quickly and represent the business in a crafted and professional manner. Once again, CPQ software provides what sales reps need.

With few clicks, a sales rep can create a quote, send it in email, and even include an e-signature to close the deal. CPQ software automatically pulls in the configured products and pricing, tying the whole process together and ensuring consistency.

Business Value

Accelerate the process

Salesforce CPQ is faster to implement and easier to maintain. This speed leads to better user adaptation and lower cost of ownership.

Robust configuration capabilities

When selling most businesses build groups of products or services. However, sometimes products and services, are aggregated to form the product or service the customer wants. Salesforce CPQ can handle the configuration of these products very well.

Easily create price books and discount tiers

In each business, different products and bundles have different prices. Tiered pricing may also be available based on volumes. Pricing is based on price books. The calculations can be very complex. CPQ handles all this stuff very easily.

Create Quotes using templates

Creating quotes requires the use of templates supported by your CPQ software. This enables you to present a streamlined, consistent document with all the necessary components. Salesforce has excellent templates that makes it easy to get quotes in customer hands.

Contract Execution Automation

In some cases, quote is executed using DocuSign and becomes the contract. Businesses that need contracts can have contracts automated and their approvals completed in the CPQ tool.

Capabilities and Features

  • Quote Line Editor
  • Product Rule
  • Bundle Product
  • Guided Selling
  • Quote Template
  • Multidimensional Quote
  • Contracts, Renewals and Amendments