Salesforce Steelbrick CPQ Overview

Nenhuma nota no slide

Every organization would like to sell to its maximum potential. Problem is, most businesses are still selling through outdated methods, like paper order forms and spreadsheets. Learn how to attract new customers, nurture them via traditional and social channels, and close deals faster with this Sales Process Map.

CPQ stands for configure, price, and quote.
To remember that, think of these questions:
What products does the customer want to buy (configure)?
How much do those products cost (price)?
How can we give the customer details about the sale (quote)?

Business software review site G2 Crowd, read monthly by more than 900,000 software buyers, issued its latest G2 Crowd Spring 17 CPQ software report.

At the end of the day, Salesforce users are really looking for two main things -- better sales productivity and better customer experience. SteelBrick helps with both. With SteelBrick, a rep can create a competitive price quote for a customer in just a few minutes.

Reference :
https://www.salesforce.com/blog/2016/04/steelbrick-salesforce-lightning.html
http://www.computerworld.com/article/3020621/software-as-a-service/salesforce-causes-partner-pain-with-steelbrick-acquisition.html

SteelBrick CPQ helps sales reps do their job more efficiently and accurately. By automatically generating the right mix of products and services for each customer and providing an accurate quote, CPQ allows your sales reps to concentrate on customer relationship building and contacting their next lead.

1) Accelerate the process : CPQ can help businesses grow faster simply because time spent quoting is time not spent selling. Sales teams typically need to meet with other members of the team to answer questions or gain approvals, and responses often take a day or more. And once generated, quotes can also be subject to a myriad of revisions from other members of the team.
With Salesforce SteelBrick CPQ, time is saved. All products and price orders can be uploaded, and quotes can be generated with the click of a button.
One advantage of Salesforce SteelBrick CPQ is that it is faster to implement than other CPQ software and is easy to use on any device.

2) Generates fast, affordable results

3) Easily access key metrics and reports
SteelBrick CPQ is also native on the Salesforce platform. You can utilize standard Salesforce dashboards, workflows and reports. This means there is increased visibility into opportunities and automated approvals. This is especially important when CPQ is utilized as a risk mitigation tool.

4) Customize products, services and pricing to each individual customer
Using your existing sales and customer data, SteelBrick CPQ also allows B2B sellers to offer the mix of products and services that each individual customer needs. Pricing can also be customized with advanced pricing rules that can be set towards volume discounts, percent-of-total discounts, pre-negotiated contract pricing and channel and partner pricing.

5) Affordable and well-received by sales teams
Another advantage to SteelBrick for small businesses is that it is an affordable solution that salespeople almost always dive right into. The quotes generated are professional, branded and can include everything from cover letters to marketing materials, making a professional impression on clients.

6) Puts a stop to steep discounting
SteelBrick CPQ also ensures that there are no discounts lower than your company permits. Consistent, accurate pricing is guaranteed. Any discount must adhere to all of the discounting guidelines, or it is not allowed to be processed through the system.

Reference :
http://www.summa.com/blog/what-is-salesforce-steelbrick-cpq-how-can-it-help-your-business
https://weare4c.com/blog/2017-05-11-why-i-like-implementing-salesforce-cpq-billing-steelbrick

Sales life cycle, starts right from Campaign.

Say you have a product 'X' and you want to sell it. To sell it you have to do campaign, like webinar, email, show, seminar etc. People who attend your campaign, you can mark them as Lead. However, there could be other sources of Lead to. On the basis of lead qualification criteria, you decide whether that Lead is qualified or not. If lead qualifies you create account, contact and opportunity out of it. Now, your opportunity life cycle starts. It may involve multiple stages based upon your organization. If all goes well, we mark it as 'Closed-Won'.

Reference : https://community.steelbrick.com/t5/Get-Started-Knowledge-Base/Quote-Line-Editor-Overview/ta-p/267

Save Click to Save your quote lines and return to the Quote object.
Quick Save Click to Save your quote lines to the Quote object without leaving the page.
CancelClick to return to the Quote object without saving your changes.
Reset DiscountsClick to reset all discretionary discounts.
Add Products : This menu can contain standard buttons or custom actions that the administrator has created. Standard buttons include:
Add Products: Click to navigate to the Product Lookup and select products to add to the quote.
Add Favorites: Click to navigate to the Favorites page in Product Lookup where you can add previously saved or shared Favorites to the quote.
CalculateClick to execute all calculations, including all price and product rules that target quote lines.
Delete LinesClick to delete multiple lines from the Line Editor at once. This will only appear if the administrator has select Multi-Line Delete from Configuration Settings.

Reference : https://community.steelbrick.com/t5/Products-Bundles-Knowledge-Base/An-Overview-of-Product-Rules/ta-p/85

Product Rules evaluate a Quote's Products against user-made conditions and then display a message in the Quote Line Editor if conditions aren't met.
Product rules contain a condition to meet, an error message (to display if the condition is not meet), and a filter. Users create Error Conditions to determine if a certain set of products is valid in a given scenario. The Error Conditions will use Summary Variables to make these decisions.

Product Rule ensures proper combination of products on quote.
Product Rules contains an error condition, an error message and an action.
Error Condition and Summary Variables are used to store Condition on which the rule fires and Product Action performs an action.
Product rule are of four types: Validation, Selection, Filter, Alert.

Allows you to customize product bundles for items that need to be included together
Product options, features, and constraints allow to set this up to meet the requirements of your product bundles.
Gives you several options for adjusting your bundle's display format to include additional items in the bundle.

Reference : https://community.steelbrick.com/t5/Products-Bundles-Knowledge-Base/Package-Product-Description/ta-p/1741

Typically, subscription-based products are sold at a fixed quantity and price for the duration of the quote term, so a change to the quantity or price is seen across the entire term. With MDQ the subscription term is segmented, allowing the salesperson to adjust the quantity or price of each individual segment. This out-of-the-box functionality is a simple solution to ramping and uplift business scenarios. Products can be configured to use segment lengths of years, quarters, or months. Alternatively, products may be configured to allow user-defined segment lengths. Along with time-based segments, MDQ products may also include one-time prices, such as activation fees.

Steelbrick CPQ supports multi dimension quoting (YoY quotes) where one product is priced multiple times by year, month, days.
Contain segments separated by time period on a single quote line
One Product is priced multiple times (by day, month, year or custom time segment) on a single line, where each line segment contains independent discounts and quantity.
Add the following to the Price Dimension Type picklist:
Quarter
Month
Custom

Reference : https://community.steelbrick.com/t5/Tutorials/Multi-Dimensional-Quoting-Tutorial/ta-p/3732

Ask right question to right customer

How many km do you drive every year with your vehicle?
OR
Which product do you want to buy?

Automatically proposing products and options based on the customer’s needs.
Shows certain Products based on user input
Improves Product search time for Orgs
Guided selling takes in the input from the user and narrows down the entire list of products.

Reference : http://salesconfiguration.org/key-functionality/what-is-guided-selling/

Reference : https://community.steelbrick.com/t5/tkb/articleprintpage/tkb-id/ProductsBundles%40tkb/article-id/95

Guided Selling processes display a set of selectable values that will show certain Products based on user input. This process improves Product search time for orgs with lengthy Product catalogs.

Sales would like a streamlined user interface that minimizes time need to select the correct model product. A guided selling process will allow buyers to filter products by field values

The SteelBrick CPQ template editor allows you to customize any aspect of your quote or to use default templates. Key features include:
An HTML toolbar that simplifies editing and formatting
Template sections that control display order
Repeating header and footer options
Visualforce inclusions for your custom code

The template editor consists of two primary layout components:
Sections: Blocks of information that contain one or more pieces of template content. Examples include Template Top, Line Items, and Template Bottom.
Content: The actual quote-specific information that is stored within a given section. For example, the Template Top Section could contain the Prepared For, Prepared By, Quote #, Date, Expires On, Contract Start, and Contract End Content.

Reference : https://community.steelbrick.com/t5/Quote-Templates-Knowledge-Base/Quote-Template-Overview/tac-p/9954

Automatically creates the contract once the opportunity reaches the stage ‘Closed Won’.
Contract has the details of the products and other details regarding the contract.
Renewal process is the process for creating quotes for the subscribed products at the end of the contract.
Renewal process will check the existing contracts and check their expiry dates and accordingly generate the renewal opportunity and its associated quote and contracts.

An existing contract can be amended to modify an existing contract by either adding new products or increasing the quantity of existing products.
Amendment include:
Adding new Products
Increasing the quantity of existing Products

Reference : https://community.steelbrick.com/t5/Contracts-Renewals-Subscriptions/Amend-Contracts-and-Assets-from-Opportunity/ta-p/3195

Reference : https://www.salesforce.com/products/quote-to-cash/pricing/

Trailhead : https://trailhead.salesforce.com/en/modules/sf_cpq

Salesforce Steelbrick CPQ Overview

Harshala Shewale ☁

Salesforce Steelbrick CPQ Overview