Insights

CPQ Explained: model different deal scenarios for complex quotes with pricing engine.

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 1:

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 above automation, we will require to create a Price rule that calculates the quantity of Product A based on the number of Product B in the Quote.

Following is the brief overview about the solution related to 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 new Summary variable record
  • Fill out the new record form using 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 events.

Follow below steps to Create 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 ProductA quantity based on the quantity of ProductZ
    • Evaluation Scope: Calculator
    • Evaluation Order: 20
    • Active: True
  • Click Save to create a record

Review below screenshot for your reference.

Step 3: Create a Price Condition

Price condition only evaluates the rule, when quote line product is Product A.

Follow 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 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 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 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 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 below screenshot for your reference.

Step 5: Create the Second Price Action

To set Quote line quantity field to the rounded version value. And run that in second order.

Follow 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 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 above fairly easy using Salesforce Platform automations.


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