Step-by-Step Guide: Salesforce CPQ Implementation for IT Hardware & Software Sales
Introduction
Salesforce CPQ (Configure, Price, Quote) helps businesses streamline their sales process by automating pricing, discounting, and quote generation. This guide provides a detailed, step-by-step implementation of CPQ for TechGear Inc., an IT hardware and software provider.
Step 1: Setting Up Salesforce CPQ
1.1 Install and Configure CPQ
- Install Salesforce CPQ Package from AppExchange.
2. Assign CPQ Permissions:
– Navigate to Setup → Profiles.
– Assign CPQ User permission set to sales reps.
3. Enable CPQ Features:
– Go to Setup → Installed Packages → Salesforce CPQ → Configure.
– Enable necessary settings like Discount Schedules, Approvals, and Quote Templates.
Step 2: Setting Up Product Catalog
2.1 Create Products
- Navigate to App Launcher → Products.
2. Click ‘New’ and add:
– Laptops (Base Product)
– Accessories (Mouse, Keyboard, Extended Warranty)
– Software Subscriptions (Annual License, Monthly License)
3. Set the ‘Active’ checkbox and enter the List Price.
2.2 Create Product Bundles
- Navigate to App Launcher → Products.
2. Open the base product (Laptop or Software License).
3. Scroll to the ‘Related Lists’ and find ‘Product Options’.
4. Click ‘New’ to add bundle components:
– Laptop Bundle → Laptop + Mouse + Keyboard.
– Software Bundle → Annual License + Training Package.
5. Configure constraints so the bundle options appear automatically when the main product is selected.
Step 3: Setting Up Pricing Rules
3.1 Define Discount Schedules
- Navigate to App Launcher → Discount Schedules.
2. Click ‘New’ and set:
– Volume Discount Rule: If Qty ≥ 50, apply a 10% discount.
– Customer-Specific Pricing:
– Create Customer_Tier__c field on Account (SMB, Enterprise).
– Enterprise Customers: 15% discount.
– SMB Customers: 5% discount.
3.2 Configure Price Rules
- Navigate to App Launcher → Price Rules.
2. Click ‘New’ and set:
– Target Field: Discount %.
– Condition: Based on Customer Tier.
– Action: Apply the respective discount automatically.
Step 4: Automating Discount Validation with Apex
4.1 Create an Apex Trigger for Discount Validation
- Navigate to Developer Console → File → New → Apex Trigger.
2. Use the following Apex code:
trigger ValidateDiscount on QuoteLineItem (before insert, before update) {
for (QuoteLineItem qli : Trigger.new) {
if (qli.Discount__c > 20) {
qli.Status__c = ‘In Review’;
}
}
}
Step 5: Setting Up Approval Process
5.1 Create an Approval Process in Flow
- Navigate to Setup → Flows.
2. Click ‘New Flow’ → Record-Triggered Flow.
3. Define Conditions:
– Object: Quote.
– Condition: Discount > 20%.
4. Add Approval Assignment step:
– Assign to Manager.
5. Save and activate the flow.
Step 6: Setting Up Quote Templates
6.1 Configure Quote Templates
- Navigate to App Launcher → Quote Templates.
2. Click ‘New’ and add company branding.
3. Configure Dynamic Fields:
– Customer Name
– Product List
– Discount Applied
– Final Price
4. Set up PDF Generation to auto-generate the final quote.
Step 7: Testing & Deployment
7.1 Unit Testing
- Validate bundled pricing logic.
2. Verify discount approvals trigger correctly.
3. Ensure PDF generation works dynamically.
7.2 Deployment
- Deploy CPQ configuration & Apex triggers to production.
2. Train sales teams on CPQ automation & approval process.
Conclusion
By implementing Salesforce CPQ, TechGear Inc. has streamlined:
– Automated pricing & discounts.
– Reduced manual errors.
– Accelerated approval processes.
This ensures faster, more accurate sales cycles, improving efficiency and customer satisfaction.