Salesforce CPQ, Orders, Contracts, Amendments and Renewals

1. DecodeSFCertifications
DiscussDecodePlanGoal
Prepared and presented by :
• Vinay Sail
Orders, Contracts, Amendments
and Renewals
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2. Session
Agenda
Demonstrate understanding of the data
required to generate orders and
contracts.
Demonstrate understanding of how to
generate renewal and amendment quotes
to meet business requirements.
Given a scenario, recommend when
to use orders, contracts, subscriptions,
and assets to meet business
requirements.
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3. Demo Scenario’s
 Single and Multiple Order Creation
 Edit product quantities
 Contract Creation
 Amend Contracts
 Amend Assets
 Upgrade Assets
 Renew from Contract
 Renew from Account
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4. Salesforce CPQ vs Sales Cloud
Quote
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5. Salesforce CPQ vs Sales Cloud
Quote
 Template Customizations
 Support in Partner Community
 Product and Pricing Complexity
 Contract, Asset, Order & Subscription Automation
 Productivity
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6. What are
Orders?
 An order is an agreement between you and
your customer to provision services or deliver
products with a known quantity, price, and
time. Like other standard objects, you can
customize the orders functionality to fit your
company's order management needs.
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7. What are
Contracts?
 A contract is a written agreement between parties.
 Many companies use contracts to define the terms for
doing business with other companies.
 Use Salesforce to establish and document the contracts
that you have with your accounts and opportunities.
 Track the contract through your approval process and
use workflow alerts to remind yourself of contract
renewals.
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8. Data Model
https://force365.files.wordpress.com/2018/03/salesforce-cpq-object-
model.pdf – Mark Cane
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9. Order
Settings Enable Orders Enable
Reduction
Orders
To let your sales
team process returns
or reductions on
activated orders
(Salesforce Classic
only), enable
reduction orders in
Salesforce.
Enable Negative
Quantity
To let your sales
team add order
products with
quantities of less
than zero, enable
negative quantities.
Enable Zero
Quantity
To let your sales
team add order
products with
quantities of zero,
enable zero
quantities.
https://sf9to5.com/2020/01/14/how-handle-zero-quantity-orders-cpq/
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10. Managed
Package
Settings -
Order
Require
Approved Quote
Sales reps can’t order a
quote until it has a
Status field value of
Approved.
Default Order
Start Date
Orders start on this date
by default
Allow Multiple
Orders
Sales reps can split a
quote’s quote lines into
multiple orders. This
setting is available only
in Salesforce CPQ+.
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11. CPQ Editions
https://c1.sfdcstatic.com/content/dam/web/en_us/www/documents/pricing/salesforce-cpq-pricing-editions.pdf
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12. Create 1 Order
Per Quote
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13. Multiple Orders:
Edit Order Product
Quantities
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14. Create Multiple
Orders from a Quote
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15. Quote Line 1
Start Date: 04/01/18
End Date: 03/31/19
Quote Line 2
Start Date: 05/01/18
End Date: 12/31/18
Quote Line 3
Start Date: 06/01/18
End Date: 09/30/18
Order Product 1
Start Date: 06/01/18
End Date: 05/31/19
Order Product 2
Start Date: 07/01/18
End Date: 02/28/18
Order Product 3
Start Date: 08/01/18
End Date: 11/30/18
Quote that starts on
04/01/18
You order your
quote and set its
start date to
06/01/18. Your
order products
have the
following dates.
If you change your
order’s start date
from 06/01/18 to
08/01/18
Order Product 1
Start Date: 08/01/18
End Date: 07/31/19
Order Product 2
Start Date: 09/01/18
End Date: 04/30/18
Order Product 3
Start Date: 10/01/18
End Date: 01/31/18
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16. Generate Accurate
Revenue Reports with
Bookings
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Evergreen order products are not included in the bookings amount.
Salesforce added fields to orders and order products so that your company can report on bookings that exclude evergreen subscriptions on order
products. Specify which order products are included or excluded from bookings and see the order product’s calculated bookings amount and total price.

17. Set Up Tax
Exemption on
Your Account
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Create a tax exemption certificate in Salesforce CPQ and associate it with your account. When your account has an active tax exemption
certificate, Salesforce CPQ changes the account’s Tax-Exempt field from No to Yes. ISV tax providers can use this field as a flag to determine whether
they want to apply tax to the account’s transactions.

18. What are
Subscriptions?
 A subscription is a signed agreement between
a supplier and customer that the customer will
receive and provide payment for regular
products or services
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19. Manage
Your
Subscriptions
and Assets
 Use subscriptions to keep records of
subscription products you’ve quoted or sold.
 Use assets to keep records of stand-alone
products you’ve quoted or sold.
 You can use these records later to manage
amendments and renewals to your
opportunities and orders.
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20. Manage Your
Subscriptions and Assets
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21. Creating a
Contract
from
Opportunity
 Salesforce CPQ requires the following objects and settings
when you create a contract from an opportunity.
 An opportunity with at least one subscription product
 A primary quote that looks up to your opportunity
 A contract-based renewal method on your opportunity’s
account
 When you contract an opportunity containing a subscription
quote line with a quantity of zero, Salesforce CPQ creates a
zero-quantity subscription record on the contract.
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22. CPQ Opportunity
Contracting Methods
 By Subscription End Date
https://help.salesforce.com/articleView?id=000313103&language=en_US&type=1&mode=1
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23. CPQ Opportunity
Contracting Methods
 Single Contract
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24. CPQ Order Contracting Methods
 By Subscription End Date
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25. CPQ Order Contracting
Methods
 Single Contract
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26. Order
Product
Contracting
Method
 Order products also have a Contracting
Method field.
 Inherit: This order product follows the
contracting method specified on its order. All
order products have this value by default.
 Contract Separately: This order product receives
its own independent contract when you
contract its order.
 Do Not Contract: Salesforce CPQ does’t
contract this order product when you contract
its order.
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27. Asset
Guidelines
(1)
 One per unit: Salesforce CPQ creates one asset record
for each unit of the quote line as indicated by its
quantity. For example, a quote line with a quantity of
five for a non-subscription product would create five
asset records each with a quantity of one.
 One per quote line: Salesforce CPQ creates one asset
record that represents the entire quantity of the quote
line or order product. For example, a quote line with a
quantity of five for a non-subscription product would
create one asset record with a quantity of five.
 None: Salesforce CPQ doesn’t convert this quote line to
an asset. This setup is useful if you’re selling a one-time
product that you don’t need to renew or track. For
example, you could sell a software license subscription
and then include a product that represents a user
training class. Your customers continue to renew the
subscription, but they don’t need to renew or track the
training class.
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Salesforce CPQ creates assets when you click Contracted on an opportunity or order. The asset creation process varies based on your account’s renewal model and the value of the
asset conversion field on the product you’re contracting.

28. Asset
Guidelines (2)
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29. Service
Cloud for
Salesforce
CPQ
 With the Service Cloud Integration package
enabled, Salesforce CPQ creates service
contracts instead of contracts and contract
line items instead of subscriptions.
 When you enable the Service Cloud
Integration package, Salesforce CPQ replaces
contracts with service contracts and
subscriptions with service contract line items.
 As long as the Service Cloud Integration
package is enabled, Salesforce CPQ doesn't
support the Contract object and the
Subscription object.
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30. Amend Your Contracts and Assets
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31. Amend Your Contracts and Assets
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32. Amend Your Contracts and Assets
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33. Guidelines for Amending from a Contract with
Multiple Subscription End Dates
 Select the contract field Disable Amendment Co-Term to prevent
amendment quotes on the contract from inheriting the contract’s
end date. When you amend your contract, Salesforce CPQ
evaluates the contract field Amendment and Renewal Behavior to
set the start and end dates of the contract’s renewal quotes. The
value of Amendment and Renewal Behavior affects amendment
quotes made from your contract as follows.
 Latest End Date: Amendment quotes on this contract set their end
dates to the latest end date among all the contract’s subscriptions.
 Earliest End Date: Amendment quotes on this contract set their end
dates to the earliest end date among all the contract’s
subscriptions.
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34. Guidelines for
Amending from
a Contract with
Multiple
Subscription
End Dates
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35. Amend Your Assets
 Make sure that your account has an asset based renewal method.
 You can add new products, increase quote line quantities, or
decrease quote line quantities. If the product you’re amending has
its asset amendment behavior set to Allow Refund, you can reduce
its quantity to zero. You cannot apply discounts to an asset that
you’re amending.
 Salesforce CPQ calculates product quantity and price on your
amendment opportunity based on the difference of the original
quote and the amendment quote. The amendment opportunity
updates its Primary Quote fields with a link to your original quote.
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36. Create an Add-On Opportunity
 Add more products to a contract and ensure that they terminate
on the same date. While these products exist on a separate
opportunity record, Salesforce CPQ matches their termination dates
to the termination date on the contract’s original opportunity.
 Go to your account and set the contract co-termination fields to
allow users to create add-on quotes.
 Set contract co-termination to Prompt or Always.
 Set the co-termination event to Add-on.
https://help.salesforce.com/articleView?id=cpq_add_on_opportunities.htm&type=5
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37. Upgrade Assets
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38. Self-Study
 Upgrade CPQ Products by Ratios
 Upgrade a Bundle
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39. Renew Your Contracts and Assets
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40. Renew from the Contract Record
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41. Other Methods – Self Study
 Renew Multiple Contracts Through List Views
 Renew Contracts from an Account
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42. Guidelines for Renewing a Contract with Multiple
Subscription End Dates
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43. Use a Single Renewal Quote for All
of an Account's Subscriptions
 Keep all your customer's renewed subscriptions on a single quote and
contract. This makes it easier to manage renewals and align them to
end on the same date.
 Go to an account.
 Click New Opportunity.
 Enter the opportunity details. Select the Renewal option, and then save the
opportunity.
 From the new opportunity, click New Quote.
 Enter the quote details. Set the Type field to Renewal, and then save the
quote. The quote line editor opens automatically.
 In the quote line editor, select Renew Subscriptions from the Add Products
dropdown list.
 On the Subscription Selection page, choose the subscriptions you want to
renew, and then click Select. Salesforce CPQ creates a renewal quote
containing all the subscriptions you selected.
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