Are you keen to adopt Salesforce CPQ (Configure-Price-Quote) software to enhance the business opportunities? There are some steps that you need to follow for a CPQ Implementation Guide. Before, going ahead with the implementation, let us throw some light on “How Beneficial is Salesforce CPQ?”.
Your organization needs to work smarter and efficiently to stay profitable, staying ahead of the competitors. CPQ is basically a sales tool that aids in accurate pricing in a product configuration in a product configuration scenario. Sales reps can quote prices quickly and accurately.
CPQ helps your organization when deal size, time, quote accuracy and sales processes. Moreover, when Salesforce CPQ, integrated with CRM is available on the mobile devices and generating quotes in a lean way is possible. Salesforce CPQ leads to a faster sales process, cutting costs and differentiating your brand.
Let us find how CPQ works with various verticals.
Salesforce CPQ works well with various verticals, catering to the requirements of the specific industries, facing business challenges and with shifting demands. You can boost profit for your organization with this image-driven, easy-to-use software, providing a single view from order to the delivery. You can innovate with Salesforce CPQ.
CPQ integrates out-of-the-box with ERP, CRM or CAD software such as Oracle, SAP, Microsoft Dynamics and others. For an ERP, CPQ increases efficiency, faster implementation and deployment and reduces cost of ownership.
Let us try to find how to go about Salesforce CPQ Implementation.
Here are the two alternate ways to access the CPQ package:
Integrate the CPQ package with Developer Login
Or
Download the package and integrate with the desired user login
The steps of downloading the CPQ package are:
https://developer.salesforce.com/signup?d=70130000000td6N
https://steelbrick2.force.com/apex/installPremium
You need to decide on the platform to download, Production or Sandbox, with all users given permissions and install Salesforce CPQ with required customizations. It takes 20-30 minutes to complete the installation process.
https://www.cpq-configurepricequote.com/cpq-industry-focus.php
After installation of your CPQ package, you need to review the common objects and features.
Here are some of these guidelines:
Please refer to the below link for further details.
To review the field lookup and master-details relationship in CPQ, we need to be clear on the configuration settings.
Some objects and fields are default and standard to be used in the CPQ layout. Here is a link that displays the default and standard objects and fields:
https://help.salesforce.com/articleView?id=cpq_object_relationships.htm&type=5
The above objects and fields help to build the configuration, pricing and quoting of the products.
A CPQ Page Layout must be assigned to a profile, say a System Admin profile. The System Admin assigns access to other profiles.
The steps for configuration of an opportunity object for the Page Layout are:
Login to Salesforce- >Setup-> Locate “Profiles” in the Quick Find Search box-> Select “System Administrator”- >Edit->Page Layout->Account-> Click View Assignment->Edit Assignment->Select “CPQ Opportunity Layout”->Save.
(Source: https://cdn.mindmajix.com/blog/images/salesforce-cpq-03_1705.png)
Next, we add users to the installed CPQ package.
F. How to Add Users to the Installed CPQ Package?
Here are the steps to add users to CPQ:
Login into Salesforce->Go to Setup->Search in Quick Find Search “Installed Packages”->Click on “Manage Licenses”-> Click on “Add Users”-> Select from “Available Users”-> Add.
(Source: https://cdn.mindmajix.com/blog/images/salesforce-cpq-01_1705.png)
Let us now look into the steps of CPQ implementation.
Steps for Salesforce CPQ Implementation
Here are the steps for Salesforce CPQ Implementation:
Establish Overall Goals
First. you need to find the KPIs of the sales process. This allows you to evaluate whether the right ROI is delivered or not. Some of these KPIs are:
The most important goal is selected and new goals set for constant refinement of the workflow.
Customer Experience is defined by the Sales process of a specific organization. It is important to identify and fix the challenges of the Quote-to-cash process. Before starting the CPQ implementation process, the user need to:
Prioritize CPQ features
Identify the sales goals into various categories such as most critical, critical, not critical. You need to select the out-of-the-box features that meet your business requirements. An example to cite is when your organization needs to accelerate the approval process, the implementation of the Advanced Approval feature is highly recommended. And this is for policy alignment with automated approval chains, spanning across functions.
Initiate the System Integration and Updation
Salesforce CPQ runs on data taken from disparate sources and also considers physical documents of different formats. You need to consider the following:
One more must-have consideration is testing the CPQ in a Sandbox environment and removing the bugs before you go live on CPQ.
Change Management
A well-planned change management process is required as there may be resistance to changes in the workflow to accommodate the CPQ tool. Consider the following:
Summary
AnavClouds is a certified Salesforce Partner and offers services on custom development, implementation and support of various Salesforce products. Hire a CPQ Implementation consultant from AnavClouds today, to provide you with valuable insights on Salesforce CPQ implementation and bring about an acceleration in your sales process, with faster and accurate quotes.
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