Configure Price Quote (CPQ)

103 Usability Features

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 Housekeeping

Explanation – Demonstration – Participation

4 Hour session with breaks

Post-session survey

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Agenda

• Multi-Dimensional Configurable
Products
• Defaults & Cascades
• Cart Configuration
Add Your Screenshot to
• Opportunity Synchronization Layer Below Laptop Screen
• Location-Based Ordering
• Selling the Right Product

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 Multi-Dimensional
Configurable Products

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 Configurable Products

• What methods are there to configure products?

– Options
– Attributes

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 Attributes – Name the Object
1. Product Attribute Group
2. Product Attribute Value (Field)

1
2

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 Options – Name the Object

1. Product (Options) 3

2. Price List Items

1 2
3. Category (Option Group)

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 Bundle within Bundle

Configure this
• Bundle within a product
Bundle - Add a
bundle to an option
group
• Can also configure
an Attribute within a Configure Attribute
with a Bundle
Bundle

Configure Bundle
with a Bundle

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 When to Use Bundle within Bundle
• An option within a bundle can be sold stand alone and contains options
– E.g. Complex medical device
• Contains a screen that has configurable components (arm length, screen
type, etc.)
• This screen can be sold standalone as an upgrade to an existing system, or
as a parts replacement post sale.
• Break up complex products with hundreds or thousands of options into manageable
‘chunks’

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 Options vs. Attributes
Option
Represented by Product Record
(Type: Option)
Necessarily Influences Pricing (Price
can be $0.00)
Creates a line item for each option
selected
Category (Type: Option Group) used
to join options to bundle
Supports bundle within bundle
configuration
Attribute
Represented by Field
(Product Attribute Value Object)
Influences Pricing Only if referenced in
Price Matrix or Price Ruleset
Creates a single attribute record for all
attributes selected within a configurable
product
Attribute Group used to join attributes to
configurable product
Supports lookup relationships to other
objects

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 Key Concepts: Bundle within a Bundle

Double Play Tier1

Subscription Fee Category

CSD Products Group Primary Option Group Product

Price List
Primary Bundle Cable TV Service
Price List Item
Subscription Fee
Secondary
Premium Channels Option Group
Primary Option = Secondary Bundle
HBO

Subscription Fee

Secondary Options Cinamax

Subscription Fee

Showtime

Subscription Fee
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 Fields on Line Item

• Referenced in price dimensions for pricing rules

• Use cart configuration to expose custom fields
– Applicable when field data applies for all products (e.g.
margin)
• If not applicable for all fields, use attributes to capture
field data
– Admin can configure fields to be modifiable
• E.x. Margin is a custom formula field

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 Applying this Information

• Think about the context in which you want to use the

information.
– Where you create fields is very important.
• Objects
– Product
– Product Attribute Value
– Proposal
• Proposal Line Item
• Product Configuration
– Line Item
– CRM & Custom Objects (Account, Opportunity, etc.)

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 Recap

• Attributes
– Capture data about the sale of a product within a proposal
• Options
– Structure the sale of a bundle product
• Bundle within Bundle
– Structure complex products with multiple levels of
configuration
• Fields on Line Item Object
– Capture or display data that pertains to all products in the
cart
– Reference for pricing rules

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 Defaults & Cascades

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 Defaults & Cascades

• Set default term, quantity of product

• Cascade term, quantity from bundle header to options within bundle
– Configured from the PLI of the option

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 Cart Configuration

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 Config Settings Tab

• Change Fields
• Change Actions

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 Things to Consider

• Adding custom buttons

– One-click proposal generation
– Third party applications
• Adding custom fields
– Display or capture custom field data in the cart (e.g. margin)
• Removing standard buttons and fields
– Don’t give users too many choices or too much information

• Make the system as friendly  and streamlined as possible to your reps

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 Opportunity
Synchronization

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 Opportunity Synchronization

• Sync quote line items to opportunity

– Default behavior syncs bundle summarization

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 Opportunity Synchronization

• Sync quote line items to opportunity

– Default behavior syncs bundle summarization

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 Opportunity Synchronization

• Requirements
1. Opportunity has a price book associated

2. Quote is primary (by using “Make Primary” button – do not

simply check the “Primary” checkbox)
3. Quote is finalized (proposal line items present)
4. Then click “Synchronize with Opportunity” button (can be
configured for automatic synchronization)

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 Why to Sync to Opportunity

• Existing reporting/dashboards/forecasting rely on opportunity line item data

• Rollup-calculations, marketing data, or other metrics are influenced by opportunity line
item data

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 Settings to Consider

• Sync option-level information

• Automatic proposal synchronization

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 Org Assignments

Student Username

Login URL: https://login.salesforce.com

Password: Apttustrain1
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 Exercises Stop at Multi-Location Quotes

Do Not Reference Any Data from Prior Sessions

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 Location-Based Ordering

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 Location Based Ordering

• Account Location (Apttus custom object) used to define

locations related to an Account record

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 Location Based Ordering

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 Location Based Ordering – Filtering Locations

• New UI – Uses Proposal Location List on Quote/Proposal Header

• No records = all locations available (regardless of account)

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 Location Based Ordering

• Account Location (Apttus custom object) used to define

locations related to an account record

• Classic UI – Uses this related list to filter results

• No records = no locations available

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 Location Based Ordering

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 Why use Location-Based Ordering?

• Customer wants to purchase equipment for multiple sites on a single quote

• Assets registered to specific sites drive pricing or configuration rules

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 Selling the Right Product

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 Search
• When to use: you know which product you want
• How to use: enter specific terms

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 Category
• What do category records impact?
– Category records are used to construct the catalog, and
determine which products are available

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 Refine Your Search

• Category
records select
‘refine your
search’ fields
• Search
“Question” fields
are defined on
the product
object

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 Process Slide
Step 1
Step 2
Create Product Field Step 3
Add API name from step Step 4
#1 to picklist values on Use hierarchy manager
Search Filter Fields field on offering category, then Run category
on Category Hierarchy select search filter fields maintenance on offering
object on appropriate category
or subcategory

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 Product Visibility Rules

• Search Filters (CPQ) object create rules to prevent products

from being displayed
– E.g. Certain products cannot be sold in Europe

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 Product Visibility Rules
• Products not displayed to user
(versus constraint rule which disables selection)

No Filter Applied

Filter Applied

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 Guided Selling

• Ask a series of questions to derive a list of products

– Supports branching (if/then) logic
– Can provide a different path than typical catalog structure
– Underlying technology is Salesforce Flow

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 Product Comparisons

• End User Perspective

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 Product Comparisons

• End User Perspective

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 Product Comparisons

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 Product Comparison Setup

• Create the Feature Set

1

• Add the Feature Set to Each Product

2

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 Product Comparisons

• First, create a new Feature Set

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 Product Comparisons
• Second, define the Feature Set

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 Product Comparisons

• Third, Add the Feature Set to Each Product

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 Guided Behavior within a Product
• Attribute can be used to pre-
select options
• Only relevant when defaults
are different
– Default values can be
configured for options &
attributes
• Driven through constraint rules

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 Selecting the Right Product Recap

• Search
– Rep knows product name or SKU
– Rep knows term within product data

• Guided Selling
– Rep doesn’t know where to start
– Highest level of guidance

• Refine Your Search

– Rep knows what category of product they want to sell
– Rep chooses which types of products to remove from the list
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 Selecting the Right Product Recap

• Product Visibility Rules

– Systems removes products from the catalog
– Prevent the sale of products based on user role or customer data

• Product Comparisons
– Provides easy visibility to compare product details
– Predicated on narrowing selection down to several products

• Guided Product Configuration

– Driven via constraint rules
– Used to influence behavior when configuring bundles
– Predicated on the bundle first being selected

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 Setting a Default Price List

• Take advantage of
Process builder

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 Reordering Products in the Catalog Page

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 Get Apttus Certified

• 5 Day Course
• Register here: http://apttus.com/university

• To be “Apttus Product Certified” each person must pass the exam AND demonstrate
proficiency through completing the project and presenting a configured org.
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 Thanks for joining

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