Complete information about SteelBrick CPQ on Salesforce

1. Yuvaraj Palani
yuvarajp23@Hotmail.com

2. A CPQ, or Configure, Price ,Quote
Software is a Sales tool for companies to
quickly and accurately generate quotes for
orders.
Using CPQ applications allows sales
organizations to focus on selling and
replicating best sales practices rather than
constantly retaining sales staff.
The benefits of CPQ software include
formalizing rules and pricing ,establishing
standardization across the company, and
increasing company-wide efficiency.

3. Lecture Topics – Salesforce CPQ
Product and Bundles
Configuration
Attribute and
Product Rules
Guided Selling
and Custom
Actions
Price Rules
Contracts and
Quote
Templates
It is Product or
services that can
be sell to customer
in as Standalone,
options and Bundle
Standalone : It can
be sold Individually.
Bundle: two or
more products can
be sold as Bundle
Options: It provides
additional choices
for products to
Users
Use
configuration
attributes to set
the value of
multiple shared
product option
fields
simultaneously .
Product rules
evaluate a
product option ,
quote or a quote
line against user
made conditions
and perform an
action in
response.
Guided Selling
creates a prompt
that asks sales
reps about the
type of products
they want when
they are adding
products to a
quote.
A custom action
provides extra
actions for your
sales reps in the
quote line editor
or configurator.
Price rules
automate price
calculations and
update quote
line fields
Quote template
controls the
formatting and
organization of
quote document.
Each template
contains
sections where
you customize
the presentation
of individual
content records
such as line
items, signature
fields, and terms
and conditions.

4. Must have
https://developer.salesforce.com

5. CPQ Installation Link
You can install th
e Salesforce CP
Q from the link gi
ven in Steelbrick’
s Package Install
ation Links
https://steelbrick2.force.com/apex/Installpremium

6. Pre Installation Steps
Enable email deliverability to all users
Enable Chatter
Enable Orders
Enable CRM content

7. Post Installation Steps
•Authorize New Calculation Service
•Execute Post-install scripts
•Change Page Layout Assignments
•Account
•Contract
•Opportunity
•Product

8. Lets get in to real action
Steps to create a Quote
Create an Account,
Contact and
Opportunity
Create a Quote Add Products
Update Quantities,
Calculate, then Save

9. Products: The bundle product
as well as all the sub-products
included in the bundle.
Product Options: A Product
Option record for EACH sub-
product to associate it with the
bundle product. One Bundle can
have many Product Options.
Product Features: Optional.
Product Options having similar
characteristics can be grouped
together using a Product
Feature. One Bundle can have
many Product Features.
Option Constraints: Optional.
Option Constraints ensure that
all users select only compatible
options.
Configuration Attribute:
Optional. Set the value of a
specific field on multiple Product
Options included in a Bundle or
Feature. Article covering
Configuration Attributes in detail
is coming soon.
Product Bundle in Salesforce CPQ
Salesforce CPQ allows Sales Reps to customize a bundle, wherein they can
select from a set of multiple options present in a bundle based on Customer’s need

10. • Product Option: SanDisk Ultra 8 GB
• Product Option: SanDisk Ultra 16 GB
• Product Option: SanDisk Ultra 32 GB
Feature: Memory
Cards
• Product Option: Apple AirPods Bluetooth Headset
• Product Option: Apple Earpods 3.5mm Jack Headset
• Product Option: Apple Powerbeats3 Bluetooth
Headset
Feature: HeadPhones
• Product Option: iPhone X Silicone Case - Marine
Green
• Product Option: iPhone X Leather Folio - Electric Blue
• Product Option: iPhone X Leather Case - Soft Pink
Feature: Mobile Cases
Bundle Product: Apple iPhone X
Package
Bundle Structure

11. Create Bundle Product and
add Pricing
Create a
product
with the
following
attributes
• Name – Apple Iphone X Package
• Productcode – IphoneXPack
• Product Family – Hardware
• setup Configuration parameters for
CPQ Product Fields with Price Book

12. PRODUCT NAME PRODUCT FAMILY PRICE IN $
SanDisk Ultra 8 GB Accessories 1.5
SanDisk Ultra 16 GB Accessories 2.5
SanDisk Ultra 32 GB Accessories 3.5
Apple AirPods Bluetooth Headset Accessories 175
Apple Earpods 3.5mm Jack Headset Accessories 35
Apple Powerbeats3 Bluetooth Headset Accessories 235
iPhone X Silicone Case - Marine Green Accessories 39
iPhone X Leather Folio - Electric Blue Accessories 99
iPhone X Leather Case - Soft Pink Accessories 49
Create Optional Products
and add Pricing

13. Create Product Features
Feature Name – Memory Cards –
displays under the Parent Product
Number – 10 – determines the sequence
of a feature with respect to other features
Min/Max Options – restricts the number of
Sub-Products that can be selected in a
feature
Min Options = 0 means that the user can
proceed without selecting any Memory
Card.

14. Create Product Features
HeadPhones
Mobile
Cases
Similarly add the below
features on to Iphonex Bundle
.
We will also see about Options
display format.

15. Option Constraint
Exclude one option when
another one is ordered at the
same time for the product
bundle.
Benefits
• Used to set option
dependencies and
exclusions.
• Gives immediate feedback
to the sales user.

16. Use Case
Use Case : Apple Earpods 3.5mm Jack Headset is
ONLY AVAILABLE with SanDisk Ultra 16 GB.
Apple Powerbeats3 Bluetooth Headset and
SanDisk Ultra 32 GB CANNOT BE SOLD
TOGETHER.

17. Product Rules
Product related rule driven by
an IF/THEN Structure
• Create Product rule and add
Configuration Rule.
• Create Error Condition.
• Create Actions.
• Update Product Option.

18. Use Case
Karlo got a requirement to
display a message to the
Sales Reps whenever they
select either of the below 2
products or both.
• Apple Powerbeats3
Bluetooth Headset
• Apple AirPods Bluetooth
Headset
Message Text: Apple AirPods
and Apple Powerbeats3 are
WIRELESS headsets.

19. Product Rules – Summary Variable
Summary Variables- Aggregations of
products on quotes for use in features likes
Product rules, Price Rules, Validation Rules
and dynamic quote terms.
• Create Product rule & configuration
Rule.
• Create summary variables.
• Create Error Condition.
• Example Sum of Memory Card cannot
be more than 5

20. Product Rules – Configuration
Attribute
Configuration Attribute allows you to
associate configuration attributes to
features or for entire bundle.
• Create Product Option Picklist fields
• Create Config Attributes
• Create Quote Line Picklist fields
• Create Product rule & configuration
Rule.
• Create Error Condition.
• Create Actions
• Example Show only red color mobile
Cases

21. Discount Schedules
Volume Discount
Term Discount
Implementation Process
• Create Discount Schedule.
• Create Tiers
• Associate Discount Schedule to a product.

22. Use Case for Discount
Schedules(Slab & Range)
No Discount for 1 Memory Card
10 % Discount for 2-3 Memory Card
20 % Discount for 4-5 Memory Card

23. Next session, we will talk about the following topic
• Pricing Rules, Block Price
• Subscription,Contract & Renewals
• Quote Template, Template Content & sections

24. Block Pricing
• Implementation Process
• Update Product Price Method
• Create Tiers
• Create special block price currency field
• Create Overage tier
You can price a product based on several different quanti
ty ranges, called block prices. When a sales rep adds tha
t product to a quote, Salesforce CPQ checks where it fall
s in the quantity ranges and prices the quote line accordi
ngly.

25. Pricing Rules
Implementation Process
• Create Price Rule
• Create Condition
• Create Summary Variable
• Create Price Action
Price rules automate price calculations and update quot
e line fields. This feature is useful if your business conta
ins products that change in response to the presence of
other products on your quote.

26. Quote Templates
• Quote templates control the formatting and organizati
on of your quote document.
• Number of sections in any order

27. Quote Template Example
Quote template: Contract
• Template section: Contract Header
• Template section: Terms and Conditions
Heading
• Template section: Terms and Conditions
• Template section: Signature Block
Quote template: Statement of Work
• Template section: Cover Page
• Template section: Cover Letter
• Template section: Project Services
• Template section: Assumptions
• Template section: Terms and Conditions
• Template section: Signature Block
Quote template: Quote
• Template section: Ungrouped Line Items
• Template section: Grouped Line Items
• Template section: MDQ Line Items
• Template section: Terms and Conditions
• Template section: Signature Block.
Create several templates to cover different types of busines
s documents within your company.

28. Contract Management
So far, we have seen about quotes & how to create the
m on Opportunity.
• For some Customer , you choose subscription based
products which will have start date and end date.
• Your Closed/Won quote and opportunity result in a co
ntract for the duration of those subscription products.
• Eventually the contract will end, and you’ll have an o
pportunity to create a quote for a renewal sale
Examples
Software Licenses – Antivirus Software, Salesforce
Licenses etc.
Services – Car Annual Maintenance Contract, Netflix
etc.

30. On your opportunity, there is a Salesforce CPQ fiel
d, “Contracted”, that triggers the contract and rene
wal cycle.
How to enable Contract in Opportunity

31. Thank You!