Since Salesforce CPQ (Part of Revenue Cloud) entered the market, it has been a real game-changer for businesses. However, it comes with some challenges, especially if you assume that maintaining Salesforce CPQ is like core Salesforce products. Failing to recognize the level of expertise needed to manage Salesforce CPQ can lead to a landslide of bugs and errors and costly consequences to the business. But no need to worry. We have the right technology to help you get it right! Join our upcoming webinar with Salesforce MVP Ben McCarthy, Salesforce CPQ master, Alyssa Lefebvre and Oz Lavee, Panaya ForeSight CTO: During the webinar, you will learn how to Simplify the Complexity of Salesforce CPQ by: · Successfully managing CPQ deployments · Dealing with ongoing CPQ implementations, Org dependencies review, and updates · Easily finding the root cause of a bug or a failure · Managing CPQ tests the smart way

1. SIMPLIFYING THE
COMPLEXITY OF
SALESFORCE CPQ
Tips & Best
Practices

2. MEET THE
SPEAKERS
BEN MCCARTHY ALYSSA LEFEBVRE OZ LAVEE

3. All lines are
muted for
optimal sound
quality
Submit your
questions in
the Q&A Box
This session
is being
recorded

4. AGENDA
Salesforce CPQ Challenges
—
Tips for successful CPQ deployment
—
Post-deployment strategy - Best
practices for CPQ changes and
releases
—
Debugging CPQ
—
The smart (and easy) way to manage
CPQ tests

5. Poll Question
#1
What's your
biggest
challenge with
CPQ?

6. POLL RESULTS (FROM LinkedIn)
13%
18%
43%
28%
Testing
new
features
Deployin
g new
features
Developing
new
features
Other
What's your
biggest
challenge
with CPQ?

7. WHY ARE CPQ DEPLOYMENTS SO COMPLEX?
› Migrating relational data records is difficult,
time consuming and error prone
› Cannot use Change Sets or other DevOps
tools to migrate relational data
› Metadata changes need to be deployed
before you can migrate relational data - this
can cause delays to your deployment

8. CPQ CONFIGURATION TIPS
Configure Well-defined Rules
› Leverage out of the box tools such as process automation, guided selling, automatic workflow
approvals, user alerts, and built-in discount tools, when configuring your rules.
› Design your CPQ workflow. Use the rules to define the most efficient quote generation and
approval process, depending on the business needs.
› Use out of the box price rules & block pricing features to automatically set discounts & pricing
based on volume.
› Set up product rules to ensure users create accurate quotes with correct product configurations, the
first time, every time.

9. CPQ CONFIGURATION TIPS
Take time to learn the product features Salesforce CPQ offers...
Here are some examples:
› Product and Price Rules - Product and Price Rules guarantee sales reps are creating accurate
and correct quotes.
› Product rules accelerate the quoting process and ensure that the users are quoting the optimal products.
› Price rules check that the products added to a quote are priced correctly.
› Contract Amendments & Automated Renewals – for subscription-based products.
› Automated renewal - automatically generates renewal opportunities and quotes for subscription products before your
customer’s contract ends, as defined by the system administrator. Keeps your pipeline up to date & accurate, as well as
enabling on time renewals for every customer.
› Contract amendment – When customers wish to increase change the content of an order, you can create an amendment
opportunity, tied to the original contract, instead of creating a new contract. When the opportunity is closed, the system
updates the existing contract, and keeps subscriptions under one contract.

10. CPQ CONFIGURATION TIPS
Take time to learn the product features Salesforce CPQ offers...
Here are some examples:
› Contracted Pricing - automate the pricing in a quote based on specific parameters.
For example, if a large customer has negotiated a 20% discount on all hardware, you can set up a
contracted price of 20% discount, for the product family “hardware”.
› Multi-Dimensional Quoting (MDQ) Products – Configure a specific product on a quote, so it will
be affected by a dimension (for example: time) that other products on the quote are not affected by.
For example: Users can reduce the discount given over a multi-year quote so that the total discount
is reduced, but the customer receives a larger discount in the first year.
Discover more CPQ features here:
https://www.salesforceben.com/10-salesforce-cpq-features-you-should-know-about/

11. CPQ CONFIGURATION TIPS
Schedule releases in advance
› Schedule major changes or releases in advance and deploy during your org’s quiet time
› Alert your users that there will be a deployment happening and they may find some services are
interrupted during this time
› Prepare a solid test plan that should validate
› Regression - everything that used to work – continue to work
› Progression - all the new functionality is working as expected
› Make sure you allocate proper time to test functionality post-deployment
› Internally
› By business users (UAT)
› Ensure proper training and communication for any changes affecting users

12. CPQ CONFIGURATION TIPS
Make the Right Trade-Off between Simplicity and Customization
› Rule of thumb: Keep it simple!
Complexity delays implementation, makes it difficult to maintain the system, and hinders user adoption.
› However, CPQ implementation requires bringing together sales, finance, marketing, product management,
legal, and ordering processes – it can get complicated…
› Understand how the current implementation is built and plan the most simple change.
› Resolve the complexities early in the requirements gathering phase.
› Understand in advance what issues may interfere with the deployment and think of solutions.
› Customize only where necessary and use the out-of-the-box features for the rest.
› Add capabilities after adopting the “out-of-box” features and ensure its smooth running.

13. HOW TO MAKE YOUR CPQ
IMPLEMENTATION SIMPLE?
• Setup a basic Change Management Process
• Setup additional change plans, like how you plan to rollout
a solution in a production environment
• Have a plan for the times things don’t work out as planned
(yes. It happens…)
• Build a solid and comprehensive testing plan
• Don’t forget to document!

14. 14
Poll Question #3
Which of the
approaches are you
planning to take?
SIMPLIFY
SALESFORCE
CPQ CHANGES
WITH PANAYA
FORESIGHT

15. 15
• Founded 2006
• Trusted by over3000customers
• Selectedby Salesforceas:One of 12successISVs
• +25 Global Partnerships
• LeaderinImpactAnalysis &Testingfor Salesforce
CHANGE &TESTWITH CONFIDENCE
15
Americas
EMEA
Japan

16. THE SALESFORCE RIPPLE EFFECT
0 2000 4000 6000 8000 10000
Field
Report
Apex Class
Email Template
Workflow Rule
Workflow Field Update
Visual Force Page
Workflow Email Alert
Validation Rule
Dashboard
Page Layout
Apex Trigger
Visual Force Component
Assignment Rule Entry
40,000 Components
100,000 Inter Dependencies
I’m just tweaking
a single field…

17. IMPACT ANALYSIS FOR CPQ
Full Dependency map of all your CPQ configuration
records

18. Poll Question #2
Do you investigate the
impact of a change
before you implement it
in CPQ?

19. DISCOUNT (%)
QUOTE TYPE
Rent 90
19
DEBUGGING CPQ ERROR EXAMPLE
Where is this discount coming
from?
• Chris is Salesforce admin in an IT equipment
company.
• Stuart is the VP sales. He is trying to issue a
quote,
but the quote shows 90% discount.
There is no way he can send this quote to the
customer!
• It is the last week of the quarter.
The quote must be sent ASAP.
• Chris has no idea where
this discount is coming from.
DISCOUNT IS TOO HIGH
THE DEAL NEEDS TO BE CLOSED
THIS WEEK FOR THE Q
WHY CAN’T I EDIT IT???

21. Type: Price Action
Target Object: Quote Line
Target Field: Discount (%)
Value: 20
Formula:
Rule: Calculate Services
Order :2
Source Field:
Source Lookup Field:
Source Variable: CalculateServiceLine
Price Action Target Field : Discount(%) 218 Discount(%) Sandbox 2
Type: Custom Script
Price Action Target Field : Discount(%) 228 Discount(%) Sandbox 2
Custom Script var cDiscount = line.Discount (%) || false; CPQ Calculator Sandbox 23
Discount (%)

22. 218: Discount (%)
Ranking__c
Discount (%)
Account
Quote
Account Status
discount for rental
Price Rule (1)
Price Condition
Price Action
Summary Variable
Custom Script
Field (3)
Object (2)
6 Impacted Components
Impact analysis of 218 Discount (%)

23. 23
218: Discount (%)
Ranking__c
Discount (%)
Account
Quote
Account Status
discount for rental
Price Rule (1)
Price Condition
Price Action
Summary Variable
Custom Script
Field (3)
Object (2)
6 Impacted Components
Analyze
View Details
View in Salesforce
Analyze
Impact analysis of 218 Discount (%)

24. 218:discount (%)
486: B2B_C
Account
Quote
Price Rule (1)
Price Condition
Price Action
Summary Variable
Custom Script
Field (3)
Object (2)
6 Impacted Components
485:QuoteType_c
Ranking__c
Discount (%)
QuoteType_c
B2B_C
Price Condition: 485
Target Object: Quote
Target Field: QuoteType__c
Operator :contains
Filter Type: Value
Filter Value: Rent
Impact analysis of 218 Discount (%)
Account Status
discount for rental

25. 25
218:discount (%)
486: B2B_C
Account
Quote
Account Status
discount for rental
Price Rule (1)
Price Condition
Price Action
Summary Variable
Custom Script
Field (3)
Object (2)
6 Impacted Components
485:QuoteType_c
Ranking__c
Discount (%)
QuoteType_c
B2B_C
Target Object: Quote Line
Target Field: Discount (%)
Value: 20
Formula: IF(SBQQ__Account__r.ranking__c='Gold', ‘50',
IF(SBQQ__Account__r.ranking__c='Silver', ‘40', ‘90')
Rule: Calculate Services
Order :2
Source Field:
Source Lookup Field:
Source Variable: CalculateServiceLine
Impact analysis of 218 Discount (%)

26. WHAT DID CHRIS LEARN?
Where is this discount coming
from?
• In a very short time Chris found that the
discount is coming for a specific Price Rule and
condition
• An easy workaround exists for Stuart to finish
the Quarter successfully

27. CPQ TESTING
What does the Revenue manager want?
• Mike is a Revenue manager.
• He is working with the Salesforce team on all CPQ
changes.
• He already knows that nothing is simple in CPQ.
He also knows that his team is the only one who knows
how to check it for real.
• Mike wants clarity and simplicity.
For the Revenue team less errors = money.
• He wants a concrete testing plan to help his team:
• Easily detect regressions
• Execute tests effectively
• Release fast and safe

28. +
TEST MANAGEMENT
• Business process centric
• Agile framework & Requirement traceability
• Enterprise compliance and E-signature
• Defect management
PANAYA FORESIGHT – SMART TESTING
ACCELERATED TESTING • Recorder and player
• Automatic documentation
RISK-BASED TESTING • Scoping based on changes impact
• Pinpoint uncovered scenarios

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32. Book your personalized
ForeSight for
CPQ Demo
Panaya.com/start-demo/salesforce

33. THANK YOU