Just purchased Salesforce CPQ and eager to begin your implementation? Need a way to organize the data your business requirements? Ensure a "smart start" by preparing a few areas so your Salesforce CPQ implementation has a proper foundation.
The Smart Start Workbook covers the main functional areas of SteelBrick. As you progress through the workbook you will collect and document valuable business requirements and data required to implement Salesforce CPQ. This guide will help you through the steps required to collect this valuable data.
Use the following spreadsheets to track your business data. We've provided a sample spreadsheet for reference and a blank you that you can fill in with your own information.
Because SteelBrick CPQ is fully Salesforce.com-native like other salesforce.com apps, the SteelBrick CPQ app relies on the Salesforce.com security structure complete with profiles, permission sets and private sharing when needed. To find more information about Salesforce.com’s security structure, please refer here. To properly set up permissions and provision the SteelBrick CPQ licenses to the appropriate users, we must gather the profile information in your current-production Salesforce.com org. For each profile, list the name of the profile and what type of SteelBrick access the users within that profile will require. You will then use this information during the SteelBrick CPQ package installation to set the current permissions and security levels.
In SteelBrick CPQ, the native Salesforce.com Product Catalog is use to store products. Alongside the standard fields, the SteelBrick CPQ package comes with roughly 30 custom fields, which will allow you to configure your products for accurate and proper quoting.
As with standard Salesforce.com products, SteelBrick CPQ products are not required to be unique. However, to simplify product configuration, it is advisable that each product has either a unique product code, unique product SKU, or some kind of a unique identifier. This will also support the deployment process between sandbox and production and avoid complications when moving rules or other unique configurations alongside the product.
When collecting this information, remember that any products that can become a quote line must be in the catalog. Therefore, any of those products in your Word or Excel files, or in external systems and not in the catalog already must be added here. If your products are in the Salesforce.com catalog already, the key question is if the catalog is complete.
Use this workbook to gather both the products already in the catalog and those outside the catalog. Fill in the following columns as applicable:
SteelBrick CPQ supports a wide range of pricing calculations and system-calculated discounts above and beyond Salesforce.com’s price books. For example, SteelBrick Discount Schedules can support flat tiered discounts, graduated tiered discounts, protected or income tax-style tiered discounts, and many more. SteelBrick CPQ also supports pre-negotiated or contracted discounts, block pricing, maintenance pricing, etc.
In this section, you should collect all of the pricing data including pricing tables for volume or tiered discounts, price books with contracted or group discounts, government price lists and country-specific price lists. You should also collect any type of special calculations that need to be derived or calculated beyond a single product price such as annual contract value (ACV), prorated annual revenue (PAR), total contract value (TCV), monthly recurring revenue (MRR), annualized recurring revenue (ARR), and any other special calculations required during quoting or to be transferred into the opportunity for reporting.
Any human-readable format will work, though CSV integrates most efficiently with Salesforce.com and SteelBrick CPQ. Use the product catalog data to tie the pricing to the individual products. Upload any additional pricing spreadsheets and documentation regarding any complex pricing formulas.
SteelBrick CPQ’s bundle is a very dynamic structure utilized in many ways including pre-configured bundles, virtual bundles or configuration bundles. When collecting the appropriate data it doesn't matter what type of bundle you are configuring, but rather that you recognize that you are configuring a bundle, that may otherwise not appear as a bundle.
The descriptions listed below illustrate dynamic use of bundles.
Bundles are a powerful element in configuring and pricing products. You can nest bundles within each other, you can ignore bundles altogether, or you can develop your own creative use of this feature. If you are utilizing or plan on utilizing a bundle structure for your products, fill out the following applicable columns:
SteelBrick CPQ allows you to configure a variety of controls to ensure the quote presented to the customer is accurate and internally approved for sale and fulfillment. Approval types vary from simple discount approvals by sales management, to dynamic and complex approval chains involving many aspects of your organization. In many cases, an approval policy or guidelines already exist. This worksheet will help organize that data into a format that can easily be consumed for configuration.
Fill out the following applicable columns:
Provide at least one example of your Quote Templates.