Best practices for salesforce cpq implementation

1. Best Practices
for Salesforce
CPQ
Implementation
KCLOUD TECHNOLOGIES

2. Companies that have complex product and pricing combos, leverage CPQ software to deliver customized
quotes to their customers. If implemented correctly, CPQ software enables sales reps to quote prices quickly
and accurately. If you are keen to adopt Salesforce CPQ (Configure-Price-Quote) software to enhance the
business opportunities, then you’re surely making a correct choice.
Statistics suggests that Salesforce CPQ platform enables 36% faster quote generation and results in 27%
fewer invoicing errors. However, implementing Salesforce CPQ can be tricky, if you don’t have experience
with the platform. Based on our experience, we’ve created guidelines to ensure CPQ implementation
success

3. Establish Overall Objectives
Understand your Sales process needs and set up measurable goals for your CPQ. Some of the KPIs,
KPIs, you need to consider include reduction in time spent on selling, decrease in quotation
turnaround time, average increase in order value, accuracy of quote generated, increase in win-
rates and renewal rates.
Optimize Quote to Cash (QTC) process
Implementation of the Salesforce CPQ helps you fix existing QTC process challenges (if any). You can
can define, optimize and document the most efficient quote generation and approval process. You
can define rules to ensure that your salespersons are automatically shown the best product-specific
specific deals to offer prospective clients.
Prioritize CPQ features
Since Salesforce CPQ is a very complex tool with multiple features, you need to prioritize your sales
sales goals based on how essential they are to your business. You can implement Advanced
Approval feature that automates cross-functional approval chains to improve the speed of the
approval process. You can also use other features such as product catalogue, price book, product
bundles, order management and guided selling.
Before initiating Salesforce CPQ
Implementation, you need to
do the following

4. System Integration & Data Update
CPQ runs on data sourced from different systems. So, you need to identify what data is needed for the CPQ
process and where it should be sourced from. It is recommended to clean up data before CPQ
implementation for accuracy and consistency.
Run Change Management Initiative
There may be resistance to changes in the workflow. Thus, you need a well-detailed change management
plan.

5. Salesforce CPQ Implementation – How to get it right
For CPQ implementation, you need to have access to the CPQ
package to the developer login. For this,
•You can purchase CPQ login from Salesforce team and ask them to
integrate it to your developer login.
•You can download the appropriate package for installation and
download and integrate for our desired user login.

6. Step to Integrate Salesforce CPQ to Developer Login
Once you create Salesforce Developer Account, you need
to use the given below link to download the Salesforce
package:
https://steelbrick2.force.com/apex/installPremium
The downloaded package can be installed either in
Production or SandBox. Give permission to the users and
install Salesforce CPQ with required customizations. Wait
for 20-30 minutes to complete the installation process.
Configuration settings for Salesforce CPQ to the Developer
login
Once CPQ package is installed, you need to review the
objects and features. Few objects and fields are default
and standard for CPQ layout. These objects and fields are
used to develop the configuration, pricing & quoting of
the products.

7. Configure CPQ Page Layout to Profile
CPQ Page Layout must be assigned to a profile. For instance, System Admin
Profile. For this,
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.
Add Users to the Salesforce CPQ Package Installed
Login to the Salesforce → Go to “Setup” → In the Quick Find Search For
“Installed Packages” → Click on “Manage Licenses” → Click on “Add Users”
→ Select the required Users From “Available Users” Section → Add.

8. How can we help you?
If you want to decrease errors in price quotes and also want to ensure customers get accurate branded
proposals, then you should feel free to contact Kcloud Technologies. We harbour team of seasoned Salesforce