Speed and accuracy are two very essential elements in the sales cycle. Reps are more productive if provided with the right tools that are capable of handling complex deal scenarios. And customers will appreciate rapid service provided to them by your sales rep with the help of the correct tool. Let’s have a look at a complex deal scenario and see how salesforce CPQ is able to handle that using a pricing engine.
COMPLEX QUOTING SCENARIO
BUSINESS REQUIREMENT:
Product A is automatically included in the quote when there are 5 quantities of Product B is on the quote.
SOLUTION:
To provide the above automation, it is required to create a Price rule, that calculates the quantity of Product A based on the number of Product B in the Quote.
Following is a brief overview of the solution related to the above-mentioned business requirements.
STEP 1: CREATE A SUMMARY VARIABLE
Variable to represent one-fifth of the quantity of ProductB across all quote lines.
Navigate to Salesforce CPQ App- > Summary Variable Tab
Click New to create a new Summary variable record
Fill out the new record form using the following values
Variable Name: Total quantity of Product B divided by 5
Target Object: Quote Line
Aggregate Function: Sum
Aggregate: Quantity
Filter Field: Product Code
Operator field: Equals
Filter Value: Product B
Composite Operator: Divide
Value Element: 5
Click Save.
STEP 2: CREATE A PRICE RULE
To specify, A quote line editor will be evaluated, for every calculation event.
Follow the below steps to Create a New Price Rule record.
Navigate to Salesforce CPQ App- > Price Rule Tab
Click New to Create Price Rule record
Fill out the values in each field as below
Price Rule Name: Set Product A quantity based on the quantity of Product Z
Evaluation Scope: Calculator
Evaluation Order: 20
Active: True
Click Save to create a record
Review the below screenshot for your reference.
STEP 3: CREATE A PRICE CONDITION
Price condition only evaluates the rule, when the quote line product is Product A.
Follow the below steps to Create Related New Price Condition records to the newly created Price Rule record in the above step.
Navigate Price Condition related list from Price Rule record created in Step 2
Click the New button on the related list to create a related Price Condition record
Fill out the values in each field as below
Object field: Quote Line
Field: Product Code
Operator: Equals
Filter Type: Value
Filter Value: Product A
Click save to create a record
Review the below screenshot for your reference.
STEP 4: CREATE THE FIRST PRICE ACTION
To set the Quote line Quantity field to the value of the composite summary variable.
Follow the below steps to Create Related New Price Action records to the newly created Price Rule record in the above step.
Navigate Price Action related list from Price Rule record created in Step 2
Click the New button on the related list to create a related Price Action record
Fill out the values in each field as below
Target Object: Quote Line
Target Field: SBQQ__Quantity__c
Source Variable: Total quantity of Product B divided by 5
Order: 1
Review the below screenshot for your reference.
STEP 5: CREATE THE SECOND PRICE ACTION
To set the Quote line quantity field to the rounded version value. And run that in the second order.
Follow the below steps to Create Related New Price Action records to the newly created Price Rule record in the above step.
Navigate Price Action related list from Price Rule record created in Step 2
Click the New button on the related list to create a related Price Action record
Fill out the values in each field as below
Target Object: Quote Line
Target Field: SBQQ__Quantity__c
Formula: CEILING (SBQQ__Quantity__c)
Order: 2
SUMMARY
To verify above created automation is working successfully create a quote and add 10 product B and verify if the 2 product A is automatically added to the quote.
CPQ is capable of handling complex scenarios like the above fairly easily using Salesforce Platform automation.