Preface

Now more than ever before, customers have become the focal point of businesses around the world. Not to be left out, companies both big and small want to invest in digital transformations that can drive growth and improve operational efficiencies. These in turn help businesses accelerate their sales and see revenue growth. The sales teams need technology that can help them with responsive and flexible customer needs and automate the quote-to-cash process. Salesforce CPQ helps reshape the business relationship between sales organizations and customers.

Salesforce CPQ is a configure, price, quote tool that helps businesses automate the quote-to-cash process in a unified platform. Using the CPQ application allows sales organizations to focus on selling, while the tool can help with complex product configurations, accurate pricing, and helping sales reps generate precise quotes in minutes. CPQ is a native app built on Salesforce, the world's number-one cloud-based Customer Relationship Management (CRM) software for managing customer relationships and integration with other systems.

This book will start with an outline of the quote-to-cash process, present an overview of CPQ, and provide the details of when a business needs to implement CPQ. We will explore how CPQ helps configure complex products and bundles and helps apply accurate pricing and discounts. Then, we will learn how to automate the approval process and generate a professional quote and send it to customers.

After the initial sales have been closed, you will learn how a contract can be generated. The customer relationship gets stronger as the sales process progresses further and amendments can help make any changes to existing contracts. You will understand the renewal process that will generate revenue for your business for both subscription-based and non-subscription-based products and services. You will also learn how package configurations help in controlling the configurations and automation at the Salesforce org level.

Then, you will explore Industries CPQ and the types of businesses that need to implement this. This book provides insights into how Salesforce Billing replaces the multiple systems typically used by finance to create orders, send invoices, and collect payments. By the end of the book, you'll have gained CPQ knowledge that can be utilized to configure and customize various kinds of use cases for CPQ implementation in any type of industry.