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WELCOME!
SPEAKER
10 Differences
between Sales Cloud
and CPQ
1. What is CPQ and how to differentiate at the first
glance?
2. Differences Comparison
3. When to use CPQ and Revenue Cloud?
4. Questions
Print Screens from Everybody’s Demo Org (EDO)
https://www.salesforce.com/form/signup/freetrial-sales-and-service-cloud/
Presentation agenda
Salesforce industry since 2018
Consultant
Webinars, Demos and Presales
CPQ oriented for 5 years
8x certified
Personal
I love music and dancing
Mother of 3, living in Brno, Czech Republic
About me
Part of Quote-to-Cash Process
Opportunity Quote Order Invoice Payment Revenue
Salesforce CPQ
Contract
Salesforce Billing
Pipeline
Configure Price Quote
CPQ is a Managed Package with additional Licences
● Steelbrick Quote Quickly (Salesforce acquisition in 2015)
● CPQ or CPQ + (Advanced Approvals, Conga for CPQ,
Docusign)
The look and feel of the system is different
● CPQ utilizes Help texts and Descriptions
● Custom package screens
What is CPQ in Salesforce
CPQ is an extension of Sales Cloud
First glance differences
● Quote Icon
● SBQQ prefix on all Objects and Fields
● URL link of the records/objects
Know the Difference
Comparison
We are comparing “apples
and pears”. And we know it.
However, let’s dive in
anyway! The image is a courtesy of Pauline Goense
1: Place for Sales Rep to work in
2: Product Guidance
3: Product Selection
4: Product Configuration
5: Generating Default Price
6: Discounting
CPQ - Pricing Waterfall
(four discount levels)
7: Price and Products summary
8: Document Generation
9: Product setup options
Licences
Sales Cloud - mandatory for CPQ
CPQ License / CPQ + License
Billing
Communities
10: Licenses and Access Rights
Setup
Permission Set Licenses
Permission Sets
License-Based Permission Sets
11: Bonus: Approvals (CPQ+)
Difference Sales
Cloud CPQ
● Place for the Sales Rep to work in Opportunity
Quote
● Document Generation Drag and Drop
HTML based
● Licenses and Access Rights included
Licence and
Permission Set
● Bonus: Approvals (Licence AA) One Chain
Several Chains
Differences - Admin
Difference Sales
Cloud CPQ
● Product Guidance N/A
Questions
● Product Selection List
Hierarchy
● Product Configuration N/A
configurable
● Product setup options only active
enriched
Differences - Products
Difference Sales
Cloud CPQ
● Generating Default Price List Price only
Default Pricing
● Discounting One Level
Price Waterfall
(4 disc lvl)
● Price and Products summary Opp. Roll Ups
Deal Desk
(Roll Ups, form.)
Differences - Prices
Do I need CPQ?
Compare the Costs
and Benefits
● Can you handle the Products combination Logic
manually? Is there a Products matrix?
● Does the Client have a spreadsheet with Pricing
calculations?
● Is the standardised output document branded?
Evaluate the need
If a client needs to cover more than one mentioned
area, it seems like a good fit for CPQ.
Configure - Complex and dependent Product
Catalogue
Price - Pricing logic/matrix
Quote - Standardized PDF is wanted
When to use CPQ
Salesforce Revenue Cloud
Salesforce
Billing
Salesforce
CPQ
Revenue
Lifecycle
Management
Subscription
Management
REVENUE
CLOUD
Managed Package Salesforce Core
Questions?
THANK YOU!

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