Salesforce CPQ Fast

Path
Partner Practice Development

Aman Jain
Sr. Manager, Partner Development

[email protected]
Forward-Looking Statements
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The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service,
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Fourth Industrial Revolution
Intelligence is transforming the customer experience

4th Industrial Revolution

Intelligence
3rd Industrial Revolution
2nd Industrial Revolution Computing
1st Industrial Revolution Electricity
Steam

1700s 1800s 1900s Today

The Face of Sales Is Changing
Helping is the new selling Trusted

Product
Expert

Responsive

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

Sales Opportunity Quotes & Contracts Accounting & ERP

Spreadsheets Legacy CPQ

Homegrown
Salesforce CPQ: Your Fastest Path to Optimize Quote-to-Cash
Built on the world’s #1 CRM

Amend and
Renew Order

Quote and Bill

Contract and
Pay

Configure and
Analyze
Price Jimmy Maldonado
Sales Operations, Diligent
Salesforce CPQ Drives Customer Success

Reduced
Faster Quote Quote Errors

44
Generation

41
Improved Quote Reduced + %

26
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 Customers Love Quote-to-Cash

5X 50%
3x
faster quoting with
Salesforce CPQ

Growth +
increase in

+ 30% quote-to-cash ROI

quicker ramp
for new AE’s

+ 80%
faster quote
delivery
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

Electronic
Signature
Entire Customer Sales Cycle on Single Platform

Product
Configuration

Pricing &
Discounting

Contracts Quotes &

Proposals

Electronic
Signature
Entire Customer Sales Cycle on Single Platform

Create
Opportunity

Product
Configuration

Add-on quotes Pricing &

& Orders Discounting

Contracts Quotes &

Proposals

Electronic
Signature
Entire Customer Sales Cycle on Single Platform

Create
Opportunity

Renew Product
contract Configuration

Add-on quotes Pricing &

& Orders Discounting

Contracts Quotes &

Proposals

Electronic
Signature
Entire Customer Sales Cycle on Single Platform

Create
Opportunity

Renew Product
contract Configuration

Single Data Set

Single Object Model

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

Contracts Quotes &

Proposals

Electronic
Signature
Earn your Salesforce
CPQ Specialist
Certification

Fast Track
 Partner Path to Sales Cloud Certification
Develop Sales Cloud skills

Einstein

QTC Lightning
Migration

Billing
CPQ

Pardot

Sales All Learning Paths are

Cloud accessed via Partner
Community
Admin

Member of
Partner PPD
SFU Deep Optional
Community Fast
Cert Dive Required
 OUTLINE

Salesforce CPQ PRE-REQUISITES

Fast Path to CPQ Specialist Certification Qualified attendees will need to have
completed the following:
● Trailhead
✓ Sales Cloud Platform: Quick Look
Day 1 Day 2 ✓ Salesforce CPQ Basics
● Salesforce Sales Cloud Certification
Salesforce CPQ Overview Pricing and Discounts (Required)
High level CPQ overview Pricing Rules ● Completion of a CPQ self-led class
on Partner Community:
Products and Bundles Quote Templates ✓ CPQ201 (Recommended)
Product setup, Bundle Structure Template Content and Sections, Line ✓ CPQ211 (Preferred)
Item Columns, Quote Terms
Option Constraints, Configuration
Attributes, Product Rules, Post Workshop Requirements:
Contracting Process
Guided Selling, Custom ● STUDY! Review articles in the
Actions Contract Creation, Amendments, CPQ Specialist Study Guide
Renewals
Pricing and Discounts ● Complete CPQ211 and
Pricing Waterfall, Pricing Methods,
CPQ Platform Knowledge Check
MDQ Package Settings, Debugging ● Register and take the CPQ
Specialist Certification Exam!
Implementation Methodology
4 Focus areas of study

Quote CPQ Platform

Templates (15%) (15%)

Products & Pricing &

Bundles (32%) Discounting (39%)
 Login to your
Salesforce CPQ
Training Org

Fast Track
Access your CPQ Training Organization
Verify your account

• CPQ package installed

• Will be active for 90 Day

36
CONFIDENTIAL
View Package Settings for Advanced Calculator
Installed Package > Configure > Pricing and Calculation tab

37
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 (MacBook)

• 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

38
CONFIDENTIAL
PRODUCTS AND BUNDLES

Call to Action
Focus on skill & knowledge
related to exam objectives
Non-Subscription 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
41
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 (ie One-per-quote-
line and One-per-unit)

Understand CPQ Product Fields settings that control user input and presentation
• Quantity Editable checkbox field
• Non Discountable checkbox field
• Hidden checkbox field
Subscription Products
Subscription Fields for Subscription Products
Implementation Process Overview

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

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

Product’s Subscription
Subscription Product Price Total
Term

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

45
CONFIDENTIAL
Subscription Term & Proration

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

46
CONFIDENTIAL
View Package Settings for Subscription Products
Implementation Process Overview

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

47
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
• Subscription Type (Renewable or One-time)

Related Knowledge Base Articles:

• Subscription Products
Q: Which Subscription field values should the CPQ Admin set in order to sells a product that does
not renew and prorated on a yearly basis.

A. Subscription Term: 12; Type: Renewable; Pricing: Fixed Price

B. Subscription Term: 12; Type: One-Time; Pricing: Fixed Price
C. Subscription Term: 1; Type: Renewable; Pricing: Fixed Price
D. Subscription Term: 1; Type: One-Time; Pricing: Fixed Price
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
Watch and Learn: Test Percent of Total Products
The following Products are set up in your Training Org
Product Code Subscription Subscription Per. of Total Per. of Total Quantity Non
Pricing Term Category (%) Editable Discountable
ADMINHOUR Fixed Price 1

AP-TBDISPLAY Hardware

CLOUDSTORA Fixed Price 12

GE
ITPROPACK False True

LJ-PRINTER Hardware

LDWARRANTY Percent of 12 Hardware 5.0

Total
MS- Fixed Price 1 True
OFFICE365
WARRANTY Percent of Total 12 Hardware 0.5

WIFIROUTER Hardware
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:

• Percent of Total Pricing
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

56
CONFIDENTIAL
Product Bundles Overview

57
CONFIDENTIAL
Configuration Event Variations
Configuration Type: None, Configuration Event: None (Default Settings)

End-User Experience

58
CONFIDENTIAL
Configuration Event Variations
Configuration Type: None, Configuration Event: None

59
CONFIDENTIAL
Configuration Event Variations
Configuration Type: Allowed, Configuration Event: Edit

End-User Experience

60
CONFIDENTIAL
 End-User Experience
Configuration Event Variations
Configuration Type: Allowed, Configuration Event: Edit

61
CONFIDENTIAL
Configuration Event Variations
Configuration Type: Allowed, Configuration Event: Always

End-User Experience

62
CONFIDENTIAL
Configuration Event Variations
Configuration Type: Allowed, Configuration Event: Always

63
CONFIDENTIAL
Configuration Event Variations
Configuration Type: Disabled, Configuration Event: Always

End-User Experience

64
CONFIDENTIAL
Configuration Event Variations
Configuration Type: Disabled, Configuration Event: Always

65
CONFIDENTIAL
Configuration Event Variations
Configuration Type: Allowed, Configuration Event: Add

End-User Experience

66
CONFIDENTIAL
Configuration Event Variations
Configuration Type: Allowed, Configuration Event: Add

67
CONFIDENTIAL
Configuration Event Variations
Configuration Type: Required, Configuration Event: Always

End-User Experience

69
CONFIDENTIAL
Configuration Event Variations
Configuration Type: Required, Configuration Event: Always

70
CONFIDENTIAL
 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
71
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 placed on products defined in the Options related list. They
Constraints control which options may or may not be purchased together.

75
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.

76
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
Q: A CPQ Admin wants to ensure a user selects at least one “Service” feature to a bundle. The CPQ
Admin also wants to ensure the user selects at least one and no more than two in the “Support”
feature. What would be the proper setup for this requirement?

A. Set the Min Options for "Service" to be one. Set the Min Options to one and Max Options to
two for "Support".
B. Set the Max Options for "Service" to be one. Set the Min Options to one and Max Options to
two for "Support".
C. Set the Min Options for "Service" to be one. Set the Min Options to zero and Max Options to
two for "Support".
D. Set no Min Options or No Max for "Maintenance". Set the Min Options to zero and Max Options
to two for "Support".
Product Options
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.
80
CONFIDENTIAL
Options Fields

Field Description

Percent of Choose how this dynamic subscription determines target product set if you want
Total Scope to further 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.

81
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 Quote Line No No Yes
Editor?

Example 2.2 ghz Processor Warranty Microsoft Office 365

82
CONFIDENTIAL
 Option Types Illustrated

83
CONFIDENTIAL
 Option Types Illustrated

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

84
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

85
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

86
CONFIDENTIAL
Watch and Learn
Create remaining Options to Existing Features to the IT PRO PACK bundle
Build and Learn
Create remaining Options to Existing Features to the IT PRO PACK bundle
Optional SKU Feature Type Num Qty Qty Selected Min
Editable Qty
Apple MacBook Computers Related Product 10 1 True True
Pro
Apple US Peripherals Related Product 10 1 True
Keyboard
Apple UK Peripherals Related Product 20 1 True
Keyboard
Apple Magic Peripherals Related Product 30 1 True
Mouse
Apple Thunderbolt Peripherals Related Product 40 1 True
Display
Build and Learn
Create remaining Options to Existing Features to the IT PRO PACK bundle
Optional SKU Feature Type Num Qty Qty Selected Min
Editable Qty
LaserJet Printer Printing Accessory 10 1 True

LaserJet Toner Printing Accessory 20 1 True

Cartridge
LaserJet Printing Accessory 30 1
Maintenance Kit
LaserJet Paper Printing Related Product 40 1 True
Letter
LaserJet Paper A4 Printing Related Product 50 1 True

WiFi Router Networking Accessory 10 1

WiFi Access Point Networking Accessory 20 1

Build and Learn
Create remaining Options to Existing Features to the IT PRO PACK bundle
Optional SKU Feature Type Num Qty Qty Selected Min
Editable Qty
WiFi Installation Networking Accessory 30 1

Warranty Subscriptions Accessory 10 1

Loss and Damage Subscriptions Accessory 20 1

Warranty
Microsoft Office Subscriptions Related Product 30 True
365
Cloud Storage 1GB Subscriptions Related Product 40 True

Admin Hour Subscriptions Accessory 50 20 True 10

 Exercise 5
Create Options
Key Concepts
Options setup
Understand the behavior 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
Try: changing Option Selection method from ‘Click’ to ‘Add’ on the bundle, the 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
Q: A CPQ Admin wants to set up a product option such that the quantity must be multiplied by the
quantity of the bundle product.

A. Select the Bundled checkbox on the Product Option.

B. Select Component as the Type field on the Product Option.
C. Select the Quantity Editable checkbox on the Product Option.
D. Select the Multiplier checkbox on the Bundle.
Configured Code Pattern
Configured Code Pattern

Example

96
CONFIDENTIAL
Configured Code Pattern

Update Product Field

97
CONFIDENTIAL
Configured Code Pattern

Update Product Options for AP-MBAIR

98
CONFIDENTIAL
Configured Code Pattern

Update Product Options for AP-MBAIR

99
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

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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

103
CONFIDENTIAL
Option Constraint Use Cases

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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 Lookup the additional option, if the Constrained Option is constraining

Option 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.
105
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 6
Create Option Constraints
Option Constraint Grouping Use Case

110
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 7
Create Option Constraint with
Grouping
Key Concepts
Option Constraints
Understand key fields to set up Option Constraints Try ‘Check Prior Purchases’ which can
verify Constraining Options of past
• Difference between Constrained and Constraining
purchases, will avoid creating product rules
options
• Difference between Type: Dependency and Type: Related Knowledge Base Articles:
Exclusion • Adding Option Constraints
A common error is to forget to activate the constraint
Understand how to set up Option Constraint Groups
and how it transforms Option Constraints logic from
OR to an AND
Q: Product A and Product Z are represented as two Product Options within the same bundle.
Product A is required before Product Z is selected in the bundle. If a CPQ admin wants to create an
option constraint what field should Product Z be stored as?

A. Constrained Option
B. Constraining Option
C. Product Feature
D. Price Rule
Product Rules
Product Rules
Product related rule driven by an IF/THEN structure

IF THEN
Condition is Validate/Perfor
satisfied m Action

117
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.

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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.

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CONFIDENTIAL
Error Condition Fields (IF)

Field Description

Tested Object AND Determines which object/field combination is evaluated. Should not be
Tested Field used if Tested 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

120
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

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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

2. Validate toner quantity to be greater than or equal to the number of printers sold
•SUM number of printers and number of toners

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

3. Alert and Validations

122
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

124
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

125
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

126
CONFIDENTIAL
Printer Options Product Rule
Implementation Process Overview

Create Product Rule and add Configuration Rule

127
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

128
CONFIDENTIAL
Printer Options Product Rule Can test Fields,
Implementation Process Overview Summary
Variables, or
Create Error Condition
Configuration
Attributes against
other data

129
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

130
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)

131
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

132
CONFIDENTIAL
Printer Options Product Rule
Implementation Process Overview

Update Product Option

133
CONFIDENTIAL
 Exercise 8
Printer Options Product Rule
Exercise 9
Toner Quantity Validation
Key Concepts
Product Rule Assembly Process
Understand Product Rule Detail Understand Product Rule Actions
• Types, Scope, Evaluation Event • Types
Understand Configuration Rule • Filter Options
• Importance of assigning to a Product Try:
Understand Product Rule Error Conditions • Creating an Alert
• Difference between Tested Object, Field and • Creating a Validation
Variable vs Filter Types, Value, and Variables
• How to incorporate the use of Summary Variables
Key Concepts
Product Rule Assembly Process (continued)

Related Knowledge Base Articles:

• Product Rules
• Product Validation Rules
• Configuration Selection Rules
• Create a Product Rule Based on a Prior Purchase (Asset)
• Alert Rules
• Product Actions
Q: A CPQ Admin wishes to prevent users from selecting a Product Option when a conflicting one
has been chosen. The Product Options that should not be selected should not be displayed to the
users. Which Product Selection Rule Type should be used for the Product Action?

A. Hide
B. Hide and Remove
C. Disable and Remove
D. Disable
Configuration Attributes
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

139
CONFIDENTIAL
Configuration Attributes
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.
141
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).

142
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

143
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

144
CONFIDENTIAL
 Create Product Option picklist fields
Make a Location field available for use in any bundle

1
Location__c

145
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

146
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

147
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

148
CONFIDENTIAL
 Create Config Attribute
Make a Location__c picklist visible on the IT PRO PACK bundle

Location__c AUTOMAPPING
Target Field

Location__c

149
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

150
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

151
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

152
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

153
CONFIDENTIAL
 Create Quote Line picklist fields
Allow Location__c values to be stored on the Quote Line for later use

3
Location__c

154
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

155
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

156
CONFIDENTIAL
Automapping
 Automapping
Product Option (Configuration Attribute) < -- > Quote Line

Location__c

158
CONFIDENTIAL
 Automapping
Product Option (Configuration Attribute) < -- > Quote Line

AUTOMAPPING
Location__c

159
CONFIDENTIAL
 Automapping
Product Option (Configuration Attribute) < -- > Quote Line

Location__c

Location__c

AUTOMAPPING

160
CONFIDENTIAL
Key Concepts
Configuration Attribute Assembly Process
3 step process Related Knowledge Base Articles:
• Product Option picklist • Configuration Attributes
• Create Configuration Attribute (note how to position with or • Auto-Mapping (Twin Fields)
without of a Feature)
• Quote Line picklist
Understand the concept of Automapping

Try checking ‘Apply to Product Options’ on the Configuration

Attribute to confirm it saves to quote line
 Exercise 10
Configuration Attribute
Product Rule with
Configuration Attribute
Product Rule with Configuration Attribute 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

164
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

166
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

167
CONFIDENTIAL
US Items Product Rule
Implementation Process Overview

Create Product Rule and create Configuration Rule

168
CONFIDENTIAL
US Items Product Rule
Implementation Process Overview

Create Product Rule and create Configuration Rule

169
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

170
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

171
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

172
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

173
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

174
CONFIDENTIAL
US Items Product Rule
Implementation Process Overview

Create Error Condition

175
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

176
CONFIDENTIAL
US Items Product Rule
Implementation Process Overview

Create Actions

177
CONFIDENTIAL
US Items Product Rule

178
CONFIDENTIAL
EX12: UK Items Product Rule

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

179
CONFIDENTIAL
 Exercise 11 & 12
US and UK Items Product
Rule
Key Concepts
Product Rule with Configuration Attribute
Understand Importance of setting ‘Apply Related Knowledge Base Articles:
Immediately’ to trigger action • Product Actions
Understand Product rule Error Conditions • Configuration Attributes
• Every action has a reaction (ie. hiding will require • Configuration Selection Rules
unhiding is condition is reverted) • Hiding Options in Configurator
Understand how Filter Fields can be used in the
Product Action
Custom Actions
What are Custom Actions?
1. Buttons
2. Menus
3. Separators
Custom Actions – Configuration
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
Label
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
EX16: Add Hardware Products Custom Action
 Exercise 16
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

Key Concepts
Custom Actions and Search Filters

Great way to to quickly show a subset of products Related Knowledge Base Articles:
Custom Actions assembly process • Custom Actions
• Hidden checkbox prevents field from showing on UI • Conditional Custom Action
• Search Filters
Try:
• Dynamic Custom Actions
• Conditional Search Filters
Guided Selling
WHAT IS GUIDED SELLING? 205

Guided selling is a way to filter products based on user input.

Questions as Filters
Answers to a series of
questions drive which products
can be selected by users

205
CONFIDENTIAL
WHAT IS GUIDED SELLING? 206

Guided selling is a way to filter products based on user input.

Branching Logic
Conditional logic determines
which questions appear based
on answers to previous
questions.

206
CONFIDENTIAL
Watch and Learn
A guided selling process to assist the sales rep in selecting the appropriate IT Pack
based on responses to three simple questions has been built out
Product Deployment Type? Deployment Setting? Number of Users?

IT Pro Pack Onsite Commercial 1-100; 101-500

IT Starter Pack Onsite Commercial 1-100

IT Mobile Pack Mobile

IT Corporate Pack Onsite Commercial 1-100; 101-500;

501+

IT Education Pack Onsite Academic

Guided Selling Use Case

208
CONFIDENTIAL
Guided Selling Use Case

209
CONFIDENTIAL
Guided Selling Use Case

210
CONFIDENTIAL
Guided Selling Use Case

211
CONFIDENTIAL
Guided Selling
Implementation Process Overview

Create Product fields

• Makes fields that are used to filter during guided selling process

Update Product fields

• Sets values for the new fields in IT pack products

Create Process Input fields

• Makes mirror fields to store values selected during guide selling

Create Quote Process and Process Inputs

• Links new product fields with guided selling prompts

212
CONFIDENTIAL
Guided Selling
Implementation Process Overview Continued

Create Process Input Conditions

• Allows for dynamic display of guided selling input fields

213
CONFIDENTIAL
Guided Selling
Implementation Process Overview

Create Product fields

• Makes fields that are used to filter during guided selling process

Update Product fields

• Sets values for the new fields in IT pack products

Create Process Input fields

• Makes mirror fields to store values selected during guide selling

Create Quote Process and Process Inputs

• Links new product fields with guided selling prompts

214
CONFIDENTIAL
Guided Selling
Implementation Process Overview

Create Product fields

215
CONFIDENTIAL
Guided Selling
Implementation Process Overview

Create Product fields

216
CONFIDENTIAL
Guided Selling
Implementation Process Overview

Create Product fields

217
CONFIDENTIAL
Guided Selling
Implementation Process Overview

Create Product fields

• Makes fields that are used to filter during guided selling process

Update Product fields

• Sets values for the new fields in IT pack products

Create Process Input fields

• Makes mirror fields to store values selected during guide selling

Create Quote Process and Process Inputs

• Links new product fields with guided selling prompts

218
CONFIDENTIAL
Guided Selling
Implementation Process Overview

Update Product fields

219
CONFIDENTIAL
Guided Selling
Implementation Process Overview

Update Product fields

Product Deployment Type Deployment Setting Number of

Users
IT Pro Pack Onsite Commercial 1-100; 101-500

IT Starter Pack Onsite Commercial 1-100

IT Mobile Pack Mobile

IT Corporate Pack Onsite Commercial 1-100; 101-

500;
501+
IT Education Pack Onsite Academic

220
CONFIDENTIAL
Guided Selling
Implementation Process Overview

Create Product fields

• Makes fields that are used to filter during guided selling process

Update Product fields

• Sets values for the new fields in IT pack products

Create Process Input fields

• Makes mirror fields to store values selected during guide selling

Create Quote Process and Process Inputs

• Links new product fields with guided selling prompts

221
CONFIDENTIAL
Guided Selling
Implementation Process Overview

Create Process Input fields

222
CONFIDENTIAL
Guided Selling
Implementation Process Overview

Create Process Input fields

223
CONFIDENTIAL
Guided Selling
Implementation Process Overview

Create Process Input fields

224
CONFIDENTIAL
Guided Selling
Implementation Process Overview

Create Product fields

• Makes fields that are used to filter during guided selling process

Update Product fields

• Sets values for the new fields in IT pack products

Create Process Input fields

• Makes mirror fields to store values selected during guide selling

Create Quote Process and Process Inputs

• Links new product fields with guided selling prompts

225
CONFIDENTIAL
Guided Selling
Implementation Process Overview

Create Quote Process and Process Inputs

226
CONFIDENTIAL
Guided Selling
Implementation Process Overview

Create Quote Process and Process Inputs

227
CONFIDENTIAL
Guided Selling
Implementation Process Overview

Create Quote Process and Process Inputs

228
CONFIDENTIAL
Guided Selling
Implementation Process Overview

Create Quote Process and Process Inputs

229
CONFIDENTIAL
Guided Selling
Implementation Process Overview

Create Process Input Conditions

• Allows for dynamic display of guided selling input fields

230
CONFIDENTIAL
Guided Selling
Implementation Process Overview

Update Product fields

Product Deployment Type Deployment Setting Number of

Users
IT Pro Pack Onsite Commercial 1-100; 101-500

IT Starter Pack Onsite Commercial 1-100

IT Mobile Pack Mobile

IT Corporate Pack Onsite Commercial 1-100; 101-

500;
501+
IT Education Pack Onsite Academic

231
CONFIDENTIAL
Guided Selling
Implementation Process Overview

Create Process Input Conditions

232
CONFIDENTIAL
Guided Selling
Implementation Process Overview

Update Product fields

Product Deployment Type Deployment Setting Number of

Users
IT Pro Pack Onsite Commercial 1-100; 101-500

IT Starter Pack Onsite Commercial 1-100

IT Mobile Pack Mobile

IT Corporate Pack Onsite Commercial 1-100; 101-

500;
501+
IT Education Pack Onsite Academic

233
CONFIDENTIAL
Guided Selling
Implementation Process Overview

Create Process Input Conditions

234
CONFIDENTIAL
Build and Learn

Create a Guided Selling process that prompts the user to select Deployment Method, Deployment
Setting, and Number of Users by pasting the ID to the quote
Test the Guided Selling process with a sample quote

235
CONFIDENTIAL
 Exercise 20
Guided Selling
 Key Concepts
Guided Selling
Ideal implementation scenario for Guided Selling is if Related Knowledge Base Articles:
you have to ask multiple general questions • Guided Selling Overview
Understand the Guided Selling assembly process • Guided Selling Use Case (basic)
• Create Product fields • Guided Selling Use Case (advanced)
• Update the Products • Building Workflow to Map Quote Process
• Create twin Process Input fields (automapping)
• Create Quote Process and Process Inputs
• Create Input Conditions
• Paste Quote Process ID to field on the Quote
Q: Bulingtion textiles in various shapes and sizes. Their product catalog contains three textiles:
Wool, Cotton, Nylon in widths ranging from 100ft to 200 ft and lengths from 500ft to 1000 ft.
The CPQ Admin wants to setup a guided selling process to streamline the time it takes for Users to
make product selections, which object should the CPQ Admin create fields to store details about
table values?

A. Quote Process
B. Process Input
C. Lookup Object
D. Product
E. Quote Line
PRICING AND DISCOUNTS

Call to Action
Focus on skill & knowledge
related to exam objectives
Quote Line Editor
Helpful Pricing Fields

Edit Line Editor Fieldset on Quote

Edit Line Fieldset on Quote Line

241
CONFIDENTIAL
Subscriptions Products
Key Subscription Fields for Subscription Products
Implementation Process Overview

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

243
CONFIDENTIAL
Subscription Term
Product Subscription Term & Quote/Quote Line Subscription Term

Product’s Subscription
Subscription Product Price Total
Term

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

244
CONFIDENTIAL
Subscription Term & Proration

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

245
CONFIDENTIAL
Package Settings: Proration Precision

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

246
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

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

Quote Term’s Whole months +

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

Effective Quote Term / Sample $10*2.25 =

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

Day Quote Term / Product’s Default 70 days / 1 = 70 days =

$10/day Subscription Term 70 $10 * 70 = $700
(Term Unit = Day)
247
CONFIDENTIAL
Key Concepts
Subscription Pricing
The Prorate Precision setting is found in Package Settings
• Month – default setting, typically use case is when user enters start/end dates omitting term
• Month + Day – often used when day granularity is needed for the abbreviated month

Try calculating Regular Price of Subscription product with discount schedules

Related Knowledge Base Articles:

• Product Pricing Overview
• Subscription Proration Settings

248
CONFIDENTIAL
Percent of Total (POT)
Key Subscription Fields for Percent of Total Products
Implementation Process Overview

Products Tab> Product Views & ”Go”> Loss and Damage Warranty
250
CONFIDENTIAL
Subscription Pricing
Percent of Total End-User Experience

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

251
CONFIDENTIAL
EX2: Update CPQ Product Fields
Product Code Subscription Subscription Per. of Total Per. of Total Quantity Non
Pricing Term Category (%) Editable Discountable
ADMINHOUR Fixed Price 1

AP-TBDISPLAY Hardware

CLOUDSTORAGE Fixed Price 12

ITPROPACK False True

LJ-PRINTER Hardware

LDWARRANTY Percent of Total 12 Hardware 5.0

MS-OFFICE365 Fixed Price 1 True

WARRANTY Percent of Total 12 Hardware 0.5

WIFIROUTER Hardware

252
CONFIDENTIAL
Key Concepts
Percent of Total
A common support issues is assigning to Product Category, be sure to utilize Percent of
Total Category for associated products

POT product set up for subscription/non-subscription products

• For Subscriptions > Pricing Method: List and Subscription Pricing: Percent of Total
• For Assets > Pricing Method: Percent of Total and Subscription Pricing: <blank>

Percent of Total Base - calculates its price based on the list price, net price, customer
price, or regular price of its covered products. If you don’t choose a value, calculations
default to the list price.

Related Knowledge Base Articles:

• Percent of Total Pricing

253
CONFIDENTIAL
Q: A CPQ Admin wants to set up a product which must be priced as 10% of the total of all other
fixed-priced products present on a quote. Which two represent a valid configuration to meet this
requirement?

A. Pricing Method set to Percent of Total and Subscription Pricing blank

B. Pricing Method set to List and Subscription Pricing set to Percent of Total
C. Pricing Method set to Percent of Total and Subscription Pricing set to Custom
D. Pricing Method set to Custom and Subscription Pricing set to Custom
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 or Contract Pricing 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
256
CONFIDENTIAL
Q: For a quote with a Subscription Term of 24 months, what are the calculated prices for the standard
pricing fields?
List Price $50
Quantity 13
Default Subscription Term 6
Distributor Discount -5%
Partner Discount 50%
Additional Discount 10%
Discount Schedule 10%

A. Regular Unit Price: $45.00, Customer Unit Price: $40.50, Partner Unit Price: $20.25 Net Unit Price: $ 21.26
B. Regular Unit Price: $90.00, Customer Unit Price: $81.00, Partner Unit Price: $40.50 Net Unit Price: $ 42.53
C. Regular Unit Price: $180.00, Customer Unit Price: $162.00, Partner Unit Price: $81.00 Net Unit Price: $ 85.05
D. Regular Unit Price: $180.00, Customer Unit Price: $189.00, Partner Unit Price: $170.10 Net Unit Price: $ 153.09
Pricing Structure
Original Price $50.00
List Price Unit Price x Probate Multiplier = $50 x 4 $200.00
(in this case a subscription product) (Probate Multiplier = Quote Term/Subscription Term)

- System Discounts Discount Schedules 10%

Regular Price (*) $180.00
- Additional Discount Discretionary discount entered by the sales rep 10%
Customer Price $162.20
- Partner Discount 50%
Partner Price $81.00
- Distributor Discount -5%
Net Price Goes into Pipeline/Forecast Amount $81.05

258
CONFIDENTIAL
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

260
CONFIDENTIAL
Discount Schedule Overview

Automatically apply discounts based on quantity

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

261
CONFIDENTIAL
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

262
CONFIDENTIAL
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

263
CONFIDENTIAL
Discount Schedule Fields

Field Description

Cross Products • Aggregates quantities of all products using this schedule for the purpose
of volume discount calculation. Slab discounts cannot be used for Cross
Product discounts
Cross Orders • Extends volume discounts on total volume owned by customer (i.e.
quantity quoted plus prior purchases
Override Behavior • Determines if current Discount Tier that the product falls within is
editable, if all Discount Tiers are editable , or none

264
CONFIDENTIAL
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

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CONFIDENTIAL
Discount Schedule Variations
Aggregation Scope – None vs Quote

Add quantities of like products

266
CONFIDENTIAL
Discount Schedule Variations
Aggregation Scope – Group

267
CONFIDENTIAL
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

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CONFIDENTIAL
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

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CONFIDENTIAL
Discount Schedule
Implementation Process Overview

Create Discount Schedule

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CONFIDENTIAL
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

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CONFIDENTIAL
Discount Schedule
Implementation Process Overview

Create tiers

Excluded value

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CONFIDENTIAL
 Exercise 23
Create a Discount Schedule
 Key Concepts
Discount Schedule
Anticipate Discount Schedule math problems on Note: Slab discounts are not compatible with Cross
the exam Products

Understand the setup options Understand Slab vs Range Discount calculations

• Type, Discount Unit, Aggregation Scope
• Override Behavior picklist Lower bound is inclusive, Upper bound is exclusive
• Cross Products/Cross Orders checkboxes
Related Knowledge Base Articles:
• Discount Schedules
• Edit Discount Schedules in the Quote Line Editor
• Allow Users to Edit Discount Schedules in the
Quote Line Editor
Q: Product A has a slab discount schedule with a list price of $10.00.
Schedule Name Discount Unit Name Lower Upper Discount

Hardware Maintenance Discount Percent 1 - 10 1 11 2%

Schedule
11 - 20 11 21 5%

21 + 21 10%

Based on this scenario what should the Net Total Price be for Product A if the user’s order a quantity
of 25?

A. $175.00
B. $190.00
C. $200.00
D. $225.00
Pricing Methods
Pricing Methods

Common pricing methods are available out-of-the-box

•List Pricing
• Subscription Products and Proration
• Percent of Total
•Cost + Markup Pricing
•Block Pricing
•Block Pricing with optional overage rate and Discount Schedules
•Custom Pricing (“Special Price”)
•Multi Dimensional Quoting
•Contract Prices (Customer-Specific Price)
Cost and Margin
Cost and Margin

Pricing Method
• Set to Cost

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
 Cost and Margin
Watch and learn

282
CONFIDENTIAL
 Cost and Mark Up
Watch and learn

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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

289
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 tiers

291
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

293
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
EX24: Block Pricing

Setup block pricing for the TONERRECYCLE product

296
CONFIDENTIAL
Block Pricing with Discount
Schedule
Block Pricing + Discount Schedule

Create two Block Price Records

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CONFIDENTIAL
Block Pricing + Discount Schedule
An Alternative to Overage Rate

For the LTE Hotspot, the customer looks to institute the following pricing structure.

Quantity Block Discount Schedule Overage based on Price

Price Discount * List Price
1 – 10 Units $1000.00 $1000

11 – 20 Units $1500.00 $1500

21 – 30 Units 52% 52% of $125 = $60 $1500 + 60/unit

31 + Units 56% 56% of $125 = $55 $1500 + 55/unit

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CONFIDENTIAL
Block Pricing + Discount Schedule

Create one Discount Schedule with the following tiers

Slab

300
CONFIDENTIAL
Block Price + Discount Schedule

Associate Discount Schedule to the appropriate Product

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CONFIDENTIAL
Key Concepts
Block Pricing

Block pricing is set pricing directly on the product

Using Overage vs Discount Schedules

Related Knowledge Base Articles:

• Block Pricing
• Combine Block Pricing With Discount Schedules
Q: A customer has a subscription service with this pricing requirement:

First unit is priced at $10

Units 2 to 5 is priced at $20
6 to 10 units $10 each
11 to 50 units $9 each
51+ units $8 each

How should the CPQ admin implement this pricing model?

A. One discount schedule with five discount tiers

B. Two block price records and one discount schedule with three discount tiers
C. Five block price records
D. Five block price records and one discount schedule with five discount tiers
Q: The CPQ Admin has the following monthly subscription service with tiered pricing:
Total Price for the first 100 units is $1000
$1,000 plus $9 per unit above 100
$4,600 plus $8 per unit above 500
$8,600 plus $7 per unit above 1,000

Which two pricing configurations meet these requirements?

A. List pricing with slab discount schedule

B. List pricing with lookup price rule
C. Block pricing with overage
D. Block pricing with range discount schedule
E. Block pricing with slab discount schedule
Multi Dimensional Quoting
Multi Dimensional Quoting Use Case

306
CONFIDENTIAL
Multi Dimensional Quoting
Implementation Process Overview

Create Price Dimensions

• Defines segments of one year and a one-time activation fee

307
CONFIDENTIAL
Multi Dimensional Quoting

Create Price Dimensions

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CONFIDENTIAL
Watch and Learn
Cloud Storage already set up as an MDQ product
Multi Dimensional Quoting
Prorated Segment

Cloud Storage is an annual Subscription, Subscription Term = 12 Months

310
CONFIDENTIAL
Multi Dimensional Quoting
Prorated Segment

What if the Quote is 42 months?

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CONFIDENTIAL
Multi Dimensional Quoting
Prorated Segment

What if we need the prorated partial segment as the first dimension?

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CONFIDENTIAL
 Exercise 25
Multi-Dimensional Quoting (MDQ)
 Key Concepts
MDQ
Understand the MDQ assembly process MDQ Type: Custom allows for users to define their
• Provide Dimension Name own time periods provided its consecutive
• Select Type: time-based (Year, Quarter, Month, • Package settings > ‘Allow non-consecutive
Custom) vs One-Time custom segments’ is checked
• Cannot create One-time dimension without first
creating a time-based dimension Uplift can be removed from Segmented Line Editor
field set if not needed
Understand when to use First Segment Term End
Date
Key Concepts
MDQ (continued)
Default Pricing Table field determines if the MDQ product is display in standard or
segmented view on the QLE

Price rules can be applied to MDQ by accessing Quote Line fields (ie. Segment Index)

Related Knowledge Base Articles:

• Multi-Dimensional Quoting (MDQ)
• Set default appearance of MDQ products in Quote Line Editor
• Configure SteelBrick CPQ Package-Level Settings
Q: How would a CPQ Admin hide the escalator or ramp calculations in multi-dimensional quotes?

A. Remove the Uplift field from the Segmented Line Editor field set.
B. Select the Allow Non-Consecutive Custom Segments checkbox on the Price Dimension object.
C. Disactivate the escalator checkbox
D. Hide the Quantity Editable pick list
Contract Pricing
Watch and Learn
Set up Contract Pricing for Edge Communications

• 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 and Contract Pricing 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 Related Knowledge Base Articles:
• Discount Schedules can be assigned (highest • Contracted Pricing
precedent) • Manually Define Contracted Prices
• Automatically Create Contracted Prices
Inheritance options for Parent/Child accounts • Contracted Price Fields

Try: ‘Generate Contracted Price’ will auto-generate a

contracted price when the Opportunity is Contracted
Q: The CPQ Admin wants to create a discount based Contract Pricing for a certain product for a
specific amount of time upon contract activation, what three fields on the Contract Price record are
necessary in order to meet this requirement?

A. Effective Date
B. Expiration Date
C. Discount
D. Segment
E. Product
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 • On Initialization: Price rule will be evaluated when the quote line editor loads
Evaluation 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
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.
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CONFIDENTIAL
Price Rule Fields

Field Description

Configurator • None or Save: Configurator-scoped price rules will fire after Save is
Evaluation Event selected within 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
327 Price Rule will fire - I.e., IF (1 AND 2) OR 3.
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 Operation
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.
332
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.

333
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

334
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

335
CONFIDENTIAL
Maintenance Kit Price Rule
Implementation Process Overview

Create Price Rule

336
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

337
CONFIDENTIAL
Maintenance Kit Price Rule
Implementation Process Overview

Create Condition

338
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

339
CONFIDENTIAL
Maintenance Kit Price Rule
Implementation Process Overview

Create Summary Variable

340
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

341
CONFIDENTIAL
Maintenance Kit Price Rule
Implementation Process Overview

Create Price Action

342
CONFIDENTIAL
EX26: Maintenance Kit Price Rule

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

343
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.

344
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

345
CONFIDENTIAL
WiFi Access Point Price Rule
Implementation Process Overview Continued

Create second Price Action

• Injects ceiling formula result into SBQQ__Quantity__c field

346
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

347
CONFIDENTIAL
WiFi Access Point Price Rule
Implementation Process Overview

Create Price Rule

348
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

349
CONFIDENTIAL
WiFi Access Point Price Rule
Implementation Process Overview

Create Condition

350
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

351
CONFIDENTIAL
WiFi Access Point Price Rule
Implementation Process Overview

Create Summary Variable

352
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

353
CONFIDENTIAL
WiFi Access Point Price Rule
Implementation Process Overview

Create first Price Action

354
CONFIDENTIAL
WiFi Access Point Price Rule
Implementation Process Overview

Create second Price Action

• Injects ceiling formula result into SBQQ__Quantity__c field

355
CONFIDENTIAL
WiFi Access Point Price Rule
Implementation Process Overview

Create second Price Action

356
CONFIDENTIAL
EX27: WiFi Access Point Price Rule

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

357
CONFIDENTIAL
Total Cost of Hardware Use Case

Sum the net cost of all products in the Hardware family

358
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

359
CONFIDENTIAL
Total Cost of Hardware Price Rule
Implementation Process Overview Continued

Create Price Action

• Injects variable value into Total_Cost_of_Hardware_Products__c

360
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

361
CONFIDENTIAL
Total Cost of Hardware Price Rule
Implementation Process Overview

Create Quote Line currency formula field

362
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

363
CONFIDENTIAL
Total Cost of Hardware Price Rule
Implementation Process Overview

Create Quote currency field

364
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

365
CONFIDENTIAL
Total Cost of Hardware Price Rule
Implementation Process Overview

Create Price Rule

366
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

367
CONFIDENTIAL
Total Cost of Hardware Price Rule
Implementation Process Overview

Create Summary Variable

368
CONFIDENTIAL
Total Cost of Hardware Price Rule
Implementation Process Overview

Create Price Action

• Injects variable value into Total_Cost_of_Hardware_Products__c

369
CONFIDENTIAL
Total Cost of Hardware Price Rule
Implementation Process Overview

Create Price Action

370
CONFIDENTIAL
Helpful Pricing Fields

Edit Line Editor Fieldset on Quote

Edit Line Fieldset on Quote Line

371
CONFIDENTIAL
EX28: Total Cost of Hardware Price Rule

Sum the net cost of all products in the Hardware family

372
CONFIDENTIAL
Partner Discount Use Case

373
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

374
CONFIDENTIAL
Partner Discount Price Rule
Implementation Process Overview Continued

Create Price Action

• Injects correct discount into SBQQ__PartnerDiscount__c

375
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

376
CONFIDENTIAL
Partner Discount Price Rule
Implementation Process Overview

Create Account picklist field

377
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

378
CONFIDENTIAL
Partner Discount Price Rule
Implementation Process Overview

Create Quote text formula field

379
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

380
CONFIDENTIAL
Partner Discount Price Rule
Implementation Process Overview

Create Price Rule

381
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

382
CONFIDENTIAL
Partner Discount Price Rule
Implementation Process Overview

Create Condition

383
CONFIDENTIAL
Partner Discount Price Rule
Implementation Process Overview

Create Price Action

• Injects correct discount into SBQQ__PartnerDiscount__c

384
CONFIDENTIAL
Partner Discount Price Rule
Implementation Process Overview

Create Price Action

385
CONFIDENTIAL
EX29: Partner Discount Price Rule

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

386
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
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

391
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

392
CONFIDENTIAL
Lookup Object
Implementation Process Overview

Create Object

393
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

394
CONFIDENTIAL
Lookup Object
Implementation Process Overview

Create Object fields

395
CONFIDENTIAL
Lookup Object
Implementation Process Overview

Create Object fields

396
CONFIDENTIAL
Lookup Object
Implementation Process Overview

Create Object fields

397
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

398
CONFIDENTIAL
Lookup Object
Implementation Process Overview

Create Object records

399
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
400
CONFIDENTIAL
EX30: Create a Lookup Object

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

401
CONFIDENTIAL
Partner Discount by Product Family Use Case

402
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

403
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

404
CONFIDENTIAL
Partner Discounts by Product Family
Implementation Process Overview

Create Price Rule

405
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

406
CONFIDENTIAL
Partner Discounts by Product Family
Implementation Process Overview

Create Condition

407
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

408
CONFIDENTIAL
Partner Discounts by Product Family
Implementation Process Overview

Create Lookup Queries

409
CONFIDENTIAL
Partner Discounts by Product Family
Implementation Process Overview

Create Lookup Queries

410
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

411
CONFIDENTIAL
Partner Discounts by Product Family
Implementation Process Overview

Create Price Action

412
CONFIDENTIAL
EX31: 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

413
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

Call to Action
Focus on skill & knowledge
related to exam objectives
Quote Templates
Quote Template Use Case

417
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

418
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

419
CONFIDENTIAL
Create a Quote Template
Implementation Process Overview

Create Quote Template

• Define basic company information and layout details

420
CONFIDENTIAL
Create a Quote Template

Create Quote Template

421
CONFIDENTIAL
EX36: Create a Quote Template

422
CONFIDENTIAL
Upload Logo File

423
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

424
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

425
CONFIDENTIAL
Upload Logo File
Implementation Process Overview

Create Document

426
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

427
CONFIDENTIAL
Upload Logo File
Implementation Process Overview

Update Quote Template field

428
CONFIDENTIAL
EX37: Upload a Logo File

Add a logo to your output document

429
CONFIDENTIAL
Add Draft Watermark

430
CONFIDENTIAL
Add Draft Watermark
Implementation Process Overview

Update Quote Template field

• References watermark SFID

Update Quote layout

• Allows users to see Watermark Shown field

431
CONFIDENTIAL
Add Draft Watermark
Implementation Process Overview

Update Quote Template field

• References watermark SFID

Update Quote layout

• Allows users to see Watermark Shown field

432
CONFIDENTIAL
Add Draft Watermark
Implementation Process Overview

Update Quote Template field

433
CONFIDENTIAL
Add Draft Watermark
Implementation Process Overview

Update Quote Template field

• References watermark SFID

Update Quote layout

• Allows users to see Watermark Shown field

434
CONFIDENTIAL
Add Draft Watermark
Implementation Process Overview

Update Quote layout

435
CONFIDENTIAL
EX38: Add Draft Watermark

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

436
CONFIDENTIAL
Add Additional Documents

Can also source Additional

Documents from Product,
Quote, Opportunity

437
CONFIDENTIAL
Add Additional Documents
Implementation Process Overview

Create Additional Document

• References SFID of an existing Salesforce document record

438
CONFIDENTIAL
Add Additional Documents
Implementation Process Overview

Create Additional Document

439
CONFIDENTIAL
EX39: Add Additional Documents

Add two user-selectable documents to your output document

440
CONFIDENTIAL
Key Concepts
Quote Template

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

Understand how to add additional documents as an attachment to the document

generation

Related Knowledge Base Articles:

• Generate Documents
• Display Watermarks on Draft Quote Document Previews
• Micorsoft word output of Quote Document in Salesforce CPQ
Template Sections
Template Content
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

443
CONFIDENTIAL
Assemble Custom Document

444
CONFIDENTIAL
Assemble Custom Document
Implementation Process Overview

Create Template Sections

• References provided training template content

445
CONFIDENTIAL
Assemble Custom Document
Implementation Process Overview

Create Template Sections

446
CONFIDENTIAL
EX40: Assemble Custom Document

Template Content are already created, associate them to preloaded their Template Sections:

• 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)

447
CONFIDENTIAL
Key Concepts
Quote Template

Understand the Content and Template Section Related Knowledge Base Articles:
assembly process • Create Template Sections
• Create Template Content
Quote Template > Print Options • Line Item Print Options
• Roll-up field settings
• Show All Package Products
• Show Bundled Products
• Hide Component Products
• Group Field defining capabilities
Q: When multiple products exist on different quote lines on the the same quote the CPQ Admin
would like to combine these to show as one line in the Quote Document. What would need to be
done to the Quote Template to meet this requirement?

A. Set the Roll-up field to be Product

B. Show Bundled Products
C. Disable the Subgroup Field
D. Hide Component Products
Line Item Section
Adjust Line Columns

451
CONFIDENTIAL
Adjust Line Columns
Implementation Process Overview

Update Line Columns

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

452
CONFIDENTIAL
Adjust Line Columns
Implementation Process Overview

Update Line Columns

453
CONFIDENTIAL
Adjust Line Columns
Implementation Process Overview

Update Line Columns

454
CONFIDENTIAL
EX44: Adjust Line Columns

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

455
CONFIDENTIAL
Conditional Discount Column

456
CONFIDENTIAL
Conditional Discount Column
Implementation Process Overview

Update Line Column

• Uses SBQQ__AdditionalDiscountAmount__c to drive column visibility

457
CONFIDENTIAL
Conditional Discount Column
Implementation Process Overview

Update Line Columns

458
CONFIDENTIAL
EX45: Conditional Discount Column

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

459
CONFIDENTIAL
Conditional Pricing Columns

460
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

461
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

462
CONFIDENTIAL
Conditional Pricing Columns
Implementation Process Overview

Create Quote checkbox field

463
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

464
CONFIDENTIAL
Conditional Pricing Columns
Implementation Process Overview

Update Line Columns

465
CONFIDENTIAL
EX46: Conditional Pricing Columns

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

466
CONFIDENTIAL
Conditional Line Item Tables

467
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

468
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

469
CONFIDENTIAL
Conditional Line Item Tables
Implementation Process Overview

Create Quote checkbox field

470
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

471
CONFIDENTIAL
Conditional Line Item Tables
Implementation Process Overview

Create Quote checkbox formula field

472
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

473
CONFIDENTIAL
Conditional Line Item Tables
Implementation Process Overview

Update Template Section

474
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

475
CONFIDENTIAL
Conditional Line Item Tables
Implementation Process Overview

Clone Template Section and Update Fields

476
CONFIDENTIAL
EX50: Conditional Line Item Tables

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

477
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

480
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

481
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

482
CONFIDENTIAL
Quote Terms Section
Implementation Process Overview

Create Template Content

483
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

484
CONFIDENTIAL
Quote Terms Section
Implementation Process Overview

Create Template Sections

485
CONFIDENTIAL
Quote Terms Section
Implementation Process Overview

Create Template Sections

486
CONFIDENTIAL
EX52: Quote Terms Section

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

487
CONFIDENTIAL
Quote Terms with Merge Fields

488
CONFIDENTIAL
Quote Term with Merge Fields
Implementation Process Overview

Update Quote Term

• Replaces static text with merge fields

489
CONFIDENTIAL
Quote Term with Merge Fields
Implementation Process Overview

Update Quote Term

490
CONFIDENTIAL
EX53: Quote Term with Merge Fields

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

491
CONFIDENTIAL
Conditional Quote Term

492
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

493
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

494
CONFIDENTIAL
Conditional Quote Term
Implementation Process Overview

Create Quote Term

495
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

496
CONFIDENTIAL
Conditional Quote Term
Implementation Process Overview

Create Term Condition

497
CONFIDENTIAL
EX54: Conditional Quote Term

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

498
CONFIDENTIAL
Key Concepts
Quote Terms

Understand Quote Term assembly process Related Knowledge Base Articles:

• Create Quote Term Template Content then • Creating Template Sections
create new Template Section • Creating Quote Term Template Content
• Multiple Quote Term Sections
Understand the process on how make Quote • Building Quote Term Conditions
Terms conditional • Creating Standard Terms
• Quote Term > Term Condition > Tested Field • Lock Quote Term from Edits

Quote Terms can be locked

Q: The CPQ Admin wants to prevent a Quote Term from being edited by non admin users? What
should the CPQ Admin do to meet this requirement?

A. On the User Profile, make the object Read-Only.

B. Quote Term are non editable by default
C. On the Quote Term object, make the object Read-Only.
D. On the Quote Term record, check the Locked checkbox.
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.

502
CONFIDENTIAL
Troubleshooting
Common Support Issues

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

No Quote terms created

Quote Terms not Active
Quote Term Template Content needs to be created
Quote Term Template Content needs to be associated to the Section
Quote Term Section has a conditional print field that is returning 0 or FALSE

503
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?
505
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

506
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

507
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

508
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.**

509
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.

510
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}

511
CONFIDENTIAL
Localization Demo
Quick demo of localization for:

✓ Product: product name

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

512
CONFIDENTIAL
Contracts and Renewals
 Renewal

Initial/Renewal
Quote Contract Amendment
Opportunity

Amendment Update
Quote
Opportunity Contract

514
CONFIDENTIAL
Data Flow
Simplified

Opportunity
Initial Quote Contracted
Synch

Opportunity Asset/Subscription
Quote Line
Product (Account)

515
CONFIDENTIAL
Auto-Mapping Concerns
Contracting End-to-End

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

516
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

517
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

518
CONFIDENTIAL
Create a Contract and Renewal Opportunity
Implementation Process Overview

Create Opportunity and Quote

519
CONFIDENTIAL
Create a Contract and Renewal Opportunity
Implementation Process Overview

Create Opportunity and Quote

520
CONFIDENTIAL
Create a Contract and Renewal Opportunity
Implementation Process Overview

Create Opportunity and Quote

521
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

522
CONFIDENTIAL
Create a Contract and Renewal Opportunity
Implementation Process Overview

Update Opportunity

523
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

524
CONFIDENTIAL
Create a Contract and Renewal Opportunity
Implementation Process Overview

Activate Contract

525
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

526
CONFIDENTIAL
Create a Contract and Renewal Opportunity
Implementation Process Overview

Update Contract

527
CONFIDENTIAL
EX33: Create a Contract and Renewal Opportunity

Starting with a new Opportunity, create a quote, contract, and renewal opportunity

528
CONFIDENTIAL
Troubleshoot 30 Units of Microsoft Office 365 and 30 Units of Cloud Storage
Contracting have been added to this quote.
When the Contracted box is checked, no contract is generated.
What can be done to generate the contract?

529
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

530
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

531
CONFIDENTIAL
Create Amendment Opportunity and Quote
Implementation Process Overview

Amend Contract

532
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

533
CONFIDENTIAL
Create Amendment Opportunity and Quote
Implementation Process Overview

Update Quote

534
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

535
CONFIDENTIAL
Create Amendment Opportunity and Quote
Implementation Process Overview

Update Opportunity

536
CONFIDENTIAL
EX34: Create Amendment Opportunity and Quote

Amend an existing contract to increase quantity of a subscription item on a future date

537
CONFIDENTIAL
Create a Renewal Quote
Implementation Process Overview

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

538
CONFIDENTIAL
Create a Renewal Quote

Update Contract

539
CONFIDENTIAL
EX35: Create a Renewal Quote

Create a renewal quote based on the amended contract

540
CONFIDENTIAL
Additional Contracting Information

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

541
CONFIDENTIAL
Additional Contracting Information

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

542
CONFIDENTIAL
Additional Contracting Information

Asset Conversion

543
CONFIDENTIAL
Additional Contracting Information

Asset Conversion

544
CONFIDENTIAL
Scenario
Contracting
If I want to automatically create an accurate Renewal Opportunity one month after the Contract is
activated, what might my workflow rule look like? What action would it take?

545
CONFIDENTIAL
Q: An Opportunity has been updated to Closed/Won and a workflow rule has marked the “Contract”
checkbox to TRUE however a contract is not generated. Why?

A. The quote was not marked as primary

B. Subscription products does not existed on the quote
C. Start Date was not populated on the quote
D. All of the above
CPQ PLATFORM

Call to Action
Focus on skill & knowledge
related to exam objectives
Key Concepts
CPQ Platform > Contracting

Understand the Contracting operating process

• What creates a Subscription vs Asset record
• Best practice:
• 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
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
• “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
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