Steepbrick - CPQ

Steelbrick CPQ
Confidential and Proprietary

installation Link
https://ap2.lightning.force.com/packagingSetupUI/ipLanding.app?apvId=04t6
1000000GarrAAC

Index
o Price & Quote
o Order & Renewals
o Product Configurator
o Guided Selling
o Proposals & Contracts
o Subscription Billing
o Salesforce CPQ for Communities
Pricing & Quotes
o Right components are included in every quote
o Consistently apply pricing and discounting rules
– Advance pricing options including volume discount, percent-of-total subscription,
pre-negotiated contract pricing, and channel and partner pricing
o Questions
– How to set up volume discounts
• For all products/set of products (Machines/consumables)
– Can we maintain pre-negotiated pricing for a given customer?
• Where and how do we maintain it? (There could be certain product that are given discount over
other products), How to maintain flat discount percentage?
– How do you keep track of quotes needing attention or expired quotes?
– It is assumed that Salesforce pricebook rules are not overridden i.e. products that are
not part of pricebook can not be quoted

Solutions By Hemant Garg
o Volume discount we can handle by discount Schedule Object

o For pre negotiated Discount we have cost and List Price in the product
o Quotes is having Start date and subscription term to track close quotes
o We can have both volume discount and term discount in form form of subscription term
Question:
o How to limit the discount?
We can create a additional field with validation rule

Orders & Renewals
o Automatically generates a renewal opportunity and quote based on previously closed
and validated quotes
o Original quotes, add-ons, and renewal opportunities are all saved within Salesforce,
eliminating the need to set up renewal opportunity and quote based on the
previously closed and validated quotes
o Eliminate renewal errors – renewal orders is always accurate and on time as renewal
quotes are automatically generated from previously validated data
o Questions
– How to change % increase in renewal quote?
– How to manage when a renewal quote should be created?
– How do you differentiate between a regular opportunity from renewal opportunity?
– When renewal opportunity is created, does it also creates a quote automatically? Who is owner
for it and how would he/she know about it?

Solutions By Hemant Garg
o We can check the renewal checkbox to generate a new Renewal Opportunity with the close date equal
to the end date to renew the contract
o To generate a quote in renewal opportunity either we can create a new quote or we can check
Renewal Quoted in the last contract
o % increase in renewal process can be taken care by Steelbrick Subscription in Products -(This
is not available in my Package )

Product Configurator
o Easily build and update quotes – edit quotes, change
quantities, adding discounts, and configuring the product
o Create product bundles for customers
o Minimum data entry
o Questions
– How do you manage BOM and quantity of child products?
– Can we implement something like Dell model here?
– How do make a child product mandatory or how do you guide which
child products are available?

Solution By Hemant Garg
o Product Configurator can be taken care by Features and option in Products

o Quote fields displayed in Edit Lines page above the line items table will be added by adding in
the Line item fieldset in Quotes
o To edit the table column fields Edit fiels sets in Quote Line object.
o Asset Conversion field in the Product should not be none to generate the assets for that product
one deal is closed
o Dependency of child product can be taken care by Object constraints related list in the product,
suppose u want to create a condition that if a user selects 1 item he should not be able to select
another item as child products ,he can add these 2 products in object constraints.
Note: don’t keep configuration fields in product object none to use configuration

Guided Selling
o One can create a set of questions that prompt Sales rep to enter
customer data, like company size or industry. Based on response,
CPQ guides them to most appropriate product and package
selections
o Guided selling options are based on your business rules and logic.
o Questions
– How do you create guided selling? Is it possible to override for a Sales person
(Sales rep know exactly what products to quote), can one select other
products besides guided selling?
– Where do you right business rules/logic for Guided selling? How many
combinations can we have(Country, Industry)? What are best practices?

Solution By Hemant Garg
Refer this link:

https://community.steelbrick.com/t5/Tutorials/Guide
d-Selling-Tutorial/ta-p/3731

Proposals and Contracts
o Proposal templates are fully customizable for meeting
branding needs
o Proposals and contracts can be generated in PDF or
Microsoft word format
o Questions
– Should ask customer for branding details upfront
– How to make changes to templates? What can not be changed?

Solutions
o we can change logo and other details in templates
o We can edit every thing in Template content object.
o html code is available in the source , we can edit any
thing
o dOCUMENTS Are generated in pdf form

Subscription Billing
o Manage free trials, freemium offers, setup charges, one-
off transaction, discounts, refunds and renewals
o Flexible billing in terms of bill monthly, quarterly,
annually, or any other time as per need
o On the fly changes to upgrade, downgrade and pro-rate
subscription with automated calculations
o Questions
– How all of the above is done?

Solutions By Hemant
o Free trials can be managed by creating a free trial product for trial period and on
the renewal of that trial product we can add actual product
o Dynamic billing can be done by Price Dimensions in the product related list.

CPQ for communities

Product Rules
o Used Case : Suppose u want to hide all the child product whose code Contains US from the parent
product,Then u can create a Product Rule
– Create a product rule with Scope as product
– create a action where Type= hide,filter field =Product Code, Value = US, Operater = contails
– Add the products in the Configuration Rules Related List on which we want to aply rule
o Note:If we need to apply this on entire quote, select scope as Quote

Another Feature - Import Lines
o Click on import lines on quote record
o Select the format in which u want to import files
o To generate format, click import format from object and create record and add columns in the related
list
o Contracted pricing : Customer specific pricing- We can add customer specific price for the product in
the account in the contracted price related list
To Do Again:
Summery Variable -repeat
Block and margin price in pricing method introduction

Product rule and Error Condition
o In product rule , Configuration rules contains the product on which rule is applied
o In Error conditions we can put the conditions
– we have to methods to create error condition , first is to create a summary variable and compare
with another summary variable
– or the value , we can validate a field value to some other value
Repeat Price Rule demo

Repeat Add on Oppoutunity demo
Repeat Conditional Columns demo
Repeat : SB Live Price Rule 1
SB Live Price Rule 2

Multi Dimensional Quote
Suppose u need a to subsribe a service for 3 yrs, u need three different price for each year, and 1 time
installation charge
Create 3 dynamic prices for each year in the product related list for the type yearly
Create 1 dynamic price for 1 time

Generic questions
o How do you handle a trial period?
– Keep follow up etc.
o How to handle if a customer adds additional product
in the middle of the year and looking for a single
renewal quote for all existing products?

Solution By Hemant
o To handle trial Period , We can create a product for the trial period and on the renewal of that we can offer full product by
adding the product in the Renewal Product field in the Trial product.
o We can make changes in the existing contract by Ament button in contract.(Some issus in the calculation the the Ammend
page)

o https://www.salesforce.com/products/quote-to-
cash/solutions/quote-to-cash-
software/?d=7010M000000iWzn
o Send email on Quote Generate Document is not working in lightning mode

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How can volume discounts and pre-negotiated pricing be set up?

How can volume discounts and pre-negotiated pricing be set up?

How are renewal quotes and opportunities generated and managed?

How are renewal quotes and opportunities generated and managed?

Steelbrick CPQ

Confidential and Proprietary

Confidential and Proprietary

Confidential and Proprietary

o Volume discount we can handle by discount Schedule Object

We can create a additional field with validation rule

Confidential and Proprietary

Confidential and Proprietary

Confidential and Proprietary

Confidential and Proprietary

o Product Configurator can be taken care by Features and option in Products

Confidential and Proprietary

Confidential and Proprietary

Refer this link:

Confidential and Proprietary

Confidential and Proprietary

Confidential and Proprietary

Confidential and Proprietary

Confidential and Proprietary

Confidential and Proprietary

Confidential and Proprietary

Confidential and Proprietary

Repeat Price Rule demo

Repeat : SB Live Price Rule 1

SB Live Price Rule 2

Confidential and Proprietary

Confidential and Proprietary

Confidential and Proprietary

Confidential and Proprietary

Confidential and Proprietary

Confidential and Proprietary

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