Five Things Every CPQ Administrator Must Know, Presented by Apttus University
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In this practical session, you’ll learn several key things that every administrator must know about setting up pricing and configuration for Apttus CPQ. With the depth of instruction that only Apttus University can provide, it’s a perfect starting point for new and prospective designers, and a great refresher for experienced admins.
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Five Things Every CPQ Administrator Must Know, Presented by Apttus University
- 1. © 2018 Apttus Corporation #AccelerateMO Apttus University / April 15, 2018 Five Things Every CPQ Administrator Must Know
- 2. © 2018 Apttus Corporation Training & Operations John Coppedge Ylani Roth Curriculum Deployment Manager
- 3. © 2018 Apttus Corporation Five Things Every CPQ Administrator Must Know • Lessons Learned • Client Implementations • Apttus Product Team • Thousands of Students • Technical Expertise with Theory • Let’s Discuss
- 4. © 2018 Apttus Corporation Lesson #1: Less is More • Fewer is Almost Always Better • # of attributes (use attribute fields for shared product lines) • # of actions per constraint rule (5 actions per rule) • # of product rules • # of pricing rules • # of constraint rules • # of price list items • Apttus Tools Are Generally Best • Use an Apttus formula instead of a Salesforce formula
- 5. © 2018 Apttus Corporation Lesson #1: Example • There are 4 possible maintenance levels; some products only allow 3 • The price of maintenance is based on a varying percentage of the core product Support R500 R450 R380 Platinum 20% Not Available Not Available Gold 15% 25% 25% Silver 10% 15% 15% Bronze 5% 5% 10%
- 6. © 2018 Apttus Corporation Less is More: Shared Attributes • Lesson: Share attribute fields across product models • Solution: Use an Attribute Matrix for Product B and Product C to limit warranty selection
- 7. © 2018 Apttus Corporation Less is More: Fewer Price List Items • Lesson: Limit the # of price list items (5 PLIs 2 PLIs per product) • Solution: Use related pricing (100%) along with a price matrix to derive price 100% Related Price Matrix (100% - Discount%) Calculated %
- 8. © 2018 Apttus Corporation • There are often many (valid) ways to build a product model. • Take the time to weigh the pros and cons. Lesson #2: Embrace Options (and Attributes) Attribute Model Option Model Standalone Model Renewals Together Together Separate Legacy SKU Calculation Easy Moderate Difficult Record Volume Low High High Bulk Pricing Updates Difficult (Price Matrix) Easy (PLI) Easy (PLI)
- 9. © 2018 Apttus Corporation Lesson #3: Copy and Paste •Disparate • How do we report on hardware support purchases? • How do we report on software support purchases? •Combined • How do we report on all support purchases in Apttus? •Why is this important?
- 10. © 2018 Apttus Corporation Lesson #3: Example • A similar product structure exists for software products. • However, options are used (not attributes). Support Level Cloud Connect Enterprise Cloud Connect Professional Cloud Connect Basic Premier Plus 15$ User/Mo Not Available Not Available Premier $5 User/Mo 10$ User/Mo 15$ User/Mo Basic 0% 0% 0%
- 11. © 2018 Apttus Corporation Lesson #3: Example • The renewals team has asked for reports indicating the support tier purchased for each product. • This information will be used to create promotions to incentivize customers to renew their support.
- 12. © 2018 Apttus Corporation Product Line ItemR500 Attribute Support Tier Hardware Fee Support Fee Cloud Connect Enterprise Cloud Support Basic Cloud Support Premier Subscription Fee Subscription Fee Subscription Fee Cloud Support Premier Plus Subscription Fee Attribute Model Option Reporting Metrics Option Model Reporting Metrics
- 13. © 2018 Apttus Corporation
- 14. © 2018 Apttus Corporation Which Line is Better?
- 15. © 2018 Apttus Corporation Lesson #4: Harder Is Often Easier • Avoiding big obstacles can actually make things take longer. • Big obstacles require more skill to navigate (engage expert services). • Following the existing path is not necessarily the fastest option (don’t copy your existing system). • Peek around the corner whenever possible – you might spot a future barrier.
- 16. © 2018 Apttus Corporation Lesson #5: Tune Your Gear •Keep your Apttus packages up to date • Performance alone makes this worth the time •Learn and love the new features • The new CPQ admin console the fastest and most intuitive way to maintain Apttus • Grid Cart handles 100+ line item in the cart faster than ever before • Favorites enables saving pre-configured products for inclusion in other quotes • Quote Collaboration allows sales reps to get help on complex quotes • Attribute Matrixes and Attribute Rules greatly extend attribute capabilities • Lookup Filters enable dynamic logic on line item and attribute fields •Resources • Apttus University Training (CPQ201, CPQ201, CPQ Certification Renewal) • CPQ Features by Release documentation (community.apttus.com)
- 17. © 2018 Apttus Corporation Recap Lessons to Remember 1. Diligence pays off in the long run 2. Sharing creates less work for everyone 3. Updating your packages can solve problems What You Should Do After You Leave Here Today 1. Revisit your product models (can you consolidate?) 2. Update your Apttus packages (test in a sandbox before production) 3. Get familiar with the new product features (check out training & documentation)
Editor's Notes
- Who is this for? What are we covering?
- Use a default in an option group instead of a constraint rule
- Avoiding big obstacles can actually make things take longer. But, big obstacles require more skill to navigate (engage expert services or hire experienced professsionals). Following the existing path is often not the fastest (but it may be the easiest in the short term; don’t reinvent your old system in Apttus). You can only plan for what you can see in front of you, but you can set yourself up for the next phase (if you aren’t immediately implementing software, it helps to at minimum have a precursory understanding of their products and processes).