How to differentiate Sales Cloud and CPQ on first glance might be tricky if you do not know where to look and what to look at. You will know :-) Managing the sales process within Salesforce is a common use case that can be managed with standart Sales Cloud. If you want to do entire quoting process you will find out Salesforce CPQ solution exists. What is then the difference if both can handle selling products? You will see comparison of 10 different features, which Sales Cloud and Salesforce CPQ handle differently. Simple question you will always remember if you should consider using Salesforce CPQ will be a cherry on top.

1. WELCOME!

2. SPEAKER
10 Differences
between Sales Cloud
and CPQ

3. 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

4. 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

5. Part of Quote-to-Cash Process
Opportunity Quote Order Invoice Payment Revenue
Salesforce CPQ
Contract
Salesforce Billing
Pipeline

6. 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

7. 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

8. 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

9. 1: Place for Sales Rep to work in

10. 2: Product Guidance

11. 3: Product Selection

12. 4: Product Configuration

13. 5: Generating Default Price

14. 6: Discounting
CPQ - Pricing Waterfall
(four discount levels)

15. 7: Price and Products summary

16. 8: Document Generation

17. 9: Product setup options

18. 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

19. 11: Bonus: Approvals (CPQ+)

20. 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

21. 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

22. 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

23. Do I need CPQ?
Compare the Costs
and Benefits

24. ● 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

25. 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

26. Salesforce Revenue Cloud
Salesforce
Billing
Salesforce
CPQ
Revenue
Lifecycle
Management
Subscription
Management
REVENUE
CLOUD
Managed Package Salesforce Core

27. Questions?

28. THANK YOU!