Salesforce Billing - Addon for Salesforce CPQ

Table of Contents

Sales Process

Salesforce Sales Cloud – Process
- Manage sales data, leads and opportunities
- Configuration- Pricing and Quoting Process (Configure, Price, Quote = CPQ) – Salesforce CPQ
- this is where Salesforce Billing comes in – Addon to Salesforce CPQ

CPQ is used by the sales department
but is also 1st point of contact for finance department
- therefore Salesforce Billing is an addon
CPQ creates contracts and orders
- Impact on sales
- Creation of invoices
- therefore tracking of payments
- Salesforce Billing – invoicing to accounts receivable.
Process – quotation, contracts. Orders, invoicing – can be automated or manual
Gap between sales and finance department is closed

CPQ allows increases, order sharing and changes in service provisioning for a period of time

Adjust settlement dates in case of changes	Change quantity or order upgrades in the middle of the billing cycle Adjust billing dates accordingly Changes are reflected in invoices
Overwrite settlement dates	Temporarily change billing dates - timing and duration
Suspending an invoice	Suspend billing until criteria are met
Allocation	in case of changes of a contract to the contract period Automatically determine allocation from quote and contract process - Renewal with same end date Costs for upgrade, downgrade or switch already in the offer (CPQ) - Salesforce Billing creates invoice automatically

Cooperation service and sales for customer satisfaction
but there are no general models for how the finance department fits into the sales organization
Finance is the last piece of the puzzle in the customer lifecycle
- what was bought?
- what delivered?
- recurring services and subscriptions?
- when will it be renewed?
- so when can the sales team contact the customer – continue collaboration?
thus promote loyalty, trust, customer retention and repeat business

One time billing	Send invoices manually
Recurring invoices	Create invoices automatically based on criteria
Variable invoicing with dynamic invoicing plan	Invoicing requirements differ from standard invoicing frequencies e.g. invoicing in projects achievement of milestones Project acceptance

In traditional revenue lifecycle, sales and finance work separately
- Information is lost
- Contract changes or business process changes are difficult or impossible to accommodate
With Salesforce CPQ and Salesforce Billing, the sales and finance departments are brought together for a revenue lifecycle

Salesforce Billing Deployment and Integration – Deployment Models

Lead to Invoice	easy introduction of new products for billing subscriptions for usage- and metric-based charges consumption- or usage-based charges finance and accounting still in ERP
Lead to Cash	Salesforce Billing also supports invoicing orchestrates data collection

Tax rules specific to each product using one or more rules
Tax product at all
Which integration to use
- Tax code(s)
- General ledger rules – control recording procedures
- etc.
Salesforce Billing supports pre-installed tax functionality and integration with one or more third-party tax solutions (native integrations)
important is to create the right process for the business

available for lead-to-cash – native integrations – cash payment systems such as PayPal, Authorize.net and CyberSource (payment service provider)
supports tracking and management of invoices and payments –
Set up debits and credits to invoices declaratively
Fully or partially automate processing
Main functions
- Payment processing
  - manage full or partial payments
    - with payment methods
    - multiple invoices
    - on the basis of individual items
- Recurring payments
  - Automate payment process
  - Set up rules
  - Evaluate invoice over time (Salesforce Billing)
  - Make scheduled payments with customer data
- Apply credit and debit memos
  - create standalone credit and debit memos
  - apply from single invoice items
Now follows transfer of invoice processing data to an ERP system (financial reports)

Necessary parties for transformation of the revenue lifecycle