CPQ – complex bundle with product rules

Contract Review

1. Sales Rep creates quote and per product a quote line
2. If customer agrees
   1. Sales Operation Team – convert the quote into an order with Order Products
3. Sales Ops – generates a contract with linked subscriptions

Subscription Information

• Product Lookup
• Start Date
• End Date
• Quantity
• Pricing Data
• Information about changes and renewals

Use of order is optional and contracts can be created directly from the quote.

Contract amendments

• Salesforce CPQ
• Accounts
• All Accounts
• Select appropriate account
• Related
• Contracts – Related List – select related contract
• Amend

Overview of all subscriptions to the contract.

• Add Products
• Select Product
• Select
• Adjust quantity if necessary
• Calculate
• optional – adjust quantity for contained products (set 0 if necessary)
• Calculate
• adjust Start Date and End Date if necessary – consider contract period
• Calculate
• Save

Updates

• CPQ does not update contracts or subscriptions if only one quote was created

• Opportunity
• Select related opportunity
• Quotes – Related List – Select quote
• Edit
• Ordered
• Save
• Related
• Orders – Related List – Select order
• Activate
• Activate again
• Edit
• Contracted
• Save

• Save order as „Contracted
  • CPQ updates the subscription
  • existing subscription is not updated
  • creates new subscription
  • Terminated Date of the 1st Subscription will be adjusted according to the new Subscriptions (Start Date)

Forward changed opportunity

• Amend automatism
• creates opportunity for new quote
• Set properties
  • Owner
  • Stage
  • Record Type
• stantard – everyone who clicks Edit is owner
• with Amendment Owner owner can be fixed
• with Amendment Opportunity Stage define another start stage than the default one
• define another record type with Amendment Opportunity Record Type Id

Changes – Opportunity

• most often the contract is changed
• in some companies – employees do not have access to contracts
• but so possible through opportunity

Change offer with new opportunity

• Account
• All Accounts
• Select appropriate account
• New Opportunity
• Enter name for the opportunity
• Select stage – e.g. Proposal/Price Quote
• Save
• Related
• Opportunities – Related List – select related opportunity
• Amend Contracts – Contracts selection page
• Select correct contract
• Select
• Adjust Quantity
• Amend Start Date – Observe contract period
• Calculate
• Save

Active contracts – expand search page

• Setup
• Object Manager
• Contract
• Fields & Relationships
• New
• Formula
• Next
• Specify Field Label – z.B.: Original Opportunity
• Text
• Next
• Specify the corresponding linked field – e.g.: SBQQ__Opportuity__r.nName
• Next
• Next
• Save
• Fields Sets
• Active Contracts Lookup
• place additional fields in the gray field

Percentage of the total amount – changes

• Change contract with discount „Percent of Total

• Accounts
• All Accounts
• Select appropriate account
• Related
• Contracts – Related List – Select Contract
• Amend
• Amend again
• adjust quantity if necessary
• Calculate
• Add Product
• select corresponding product
• Select
• Save

Price restrictions

• Additional Disc“ field is locked
• in CPQ no discount fields or volume based discounts should be used
• for new prices – cancel original subscription (Quantity = 0)
• add product to quota again
• specify discount or price accordingly

New Pricebook

• CPQ does not support change of price
• because use of new or reduced prices possible
• use new price book for contract – specify price book Salesforce ID in Amendment pricebook Id (use bulk update if necessary)

Bundle

• Rules and restrictions also apply to change quotes

Start date – change

• Start date determines when change becomes effective
• can be set in the Quote Line Editor
• or at the Contract – field Amendment Start Date

• CPQ only accepts quote lines whose end date has not yet expired at the time of the extension.

End date

• Companies prefer to have all subscriptions to a contract end on the same day – CO scheduling
• not always possible
• Depending on Amendment & Renewal Behavior + Amendment Co-Term
  • Amendment & Renewal Behavior
    • Latest End Date
    • First End Date
  • Amendment Co-Term – disabled by default – if enabled
    • End Date remains empty – quote level
    • Quote Line End Date is set to original value
  • But are only starting points and sales can change dates

Multidimensional Quotations (MDQ)

• Multi-year subscription
• Initially but only a few licenses
• Quantity increased steadily over time
• Changes are similar to normal subscriptions
• Change quantity as usual
• MDQ segment ending before start date is hidden
• MDQ subscriptions with different start dates are not supported