Untangling Salesforce CPQ Configuration for Professional Service Providers
You are a niche service provider for instance, one that is invested in making digital workflow transformation easy with intelligent automation. You aim at maximizing ROIs for businesses through automating workflows via connected systems and process orchestration. Your business has different verticals with varying subscription pricing for distinct product configurations – this makes for an operational knot for your sales and marketing team to accurately price services while taking into account customizations, discounts, add-ons, etc. This is where Salesforce CPQ, hosted within Salesforce Sales Cloud comes in.
Apart from increasing the bottom line and slashing the sales cycle to half, Salesforce CPQ will give your business a lean selling capability. Processes like submitting proposals and delivering quotes will be streamlined for good, reducing time and resources waste, AND zero stalling of the sales pipeline due to any unforeseen circumstances.
BUT, merely having Salesforce CPQ deployed is not going to troubleshoot all your sales woes, to make the most of the Salesforce CPQ ecosystem we need to customize options, features for configuration of every business vertical to increase quote accuracy and effectively upsell/cross-sell.
Salesforce CPQ includes a Configurator but here we will explore scenarios, wherein a use case requires a custom app, component, or even an external software to offer complex services or products.
Probable use cases – Custom UI, Legacy Apps, Complex Selectors, Visual Configuration, and Existing Configurators
External Configuration comes in when the use case involves – A Plugin Framework, Mix & Match, and EasyXDM
Possible options for External Configuration – Platform Components, ISV Partners, and Heroku Apps
Before we proceed let’s understand what Custom Actions are, as they will be defining most of your experience on Salesforce CPQ:
‘Custom actions are buttons that sales reps can click to perform an action in the quote line editor, configurator, or several other detail pages. For example, sales reps can select to show a filtered section of your price book or to direct users to an internal or external URL.’ – salesforce.com
Let’s begin with creating a very common custom action deployed by most businesses:
Now, if you want to add your lookup field to your quote line:
And finally, manage your bundles the easy way:
Apart from numerous configuration options, Salesforce CPQ offers a world of benefits for professional service providers, some of them are
For more information on Salesforce CPQ implementation for US and Canada based businesses, please write to sumeet@advanz101.com
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