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Salesforce CPQ, Orders, Contracts, Amendments and Renewals
- 1. DecodeSFCertifications DiscussDecodePlanGoal Prepared and presented by : • Vinay Sail Orders, Contracts, Amendments and Renewals 1
- 2. Session Agenda Demonstrate understanding of the data required to generate orders and contracts. Demonstrate understanding of how to generate renewal and amendment quotes to meet business requirements. Given a scenario, recommend when to use orders, contracts, subscriptions, and assets to meet business requirements. 2
- 3. Demo Scenario’s Single and Multiple Order Creation Edit product quantities Contract Creation Amend Contracts Amend Assets Upgrade Assets Renew from Contract Renew from Account 3
- 4. Salesforce CPQ vs Sales Cloud Quote 4
- 5. Salesforce CPQ vs Sales Cloud Quote Template Customizations Support in Partner Community Product and Pricing Complexity Contract, Asset, Order & Subscription Automation Productivity 5
- 6. What are Orders? An order is an agreement between you and your customer to provision services or deliver products with a known quantity, price, and time. Like other standard objects, you can customize the orders functionality to fit your company's order management needs. 6
- 7. What are Contracts? A contract is a written agreement between parties. Many companies use contracts to define the terms for doing business with other companies. Use Salesforce to establish and document the contracts that you have with your accounts and opportunities. Track the contract through your approval process and use workflow alerts to remind yourself of contract renewals. 7
- 8. Data Model https://force365.files.wordpress.com/2018/03/salesforce-cpq-object- model.pdf – Mark Cane 8
- 9. Order Settings Enable Orders Enable Reduction Orders To let your sales team process returns or reductions on activated orders (Salesforce Classic only), enable reduction orders in Salesforce. Enable Negative Quantity To let your sales team add order products with quantities of less than zero, enable negative quantities. Enable Zero Quantity To let your sales team add order products with quantities of zero, enable zero quantities. https://sf9to5.com/2020/01/14/how-handle-zero-quantity-orders-cpq/ 9
- 10. Managed Package Settings - Order Require Approved Quote Sales reps can’t order a quote until it has a Status field value of Approved. Default Order Start Date Orders start on this date by default Allow Multiple Orders Sales reps can split a quote’s quote lines into multiple orders. This setting is available only in Salesforce CPQ+. 10
- 12. Create 1 Order Per Quote 12
- 13. Multiple Orders: Edit Order Product Quantities 13
- 14. Create Multiple Orders from a Quote 14
- 15. Quote Line 1 Start Date: 04/01/18 End Date: 03/31/19 Quote Line 2 Start Date: 05/01/18 End Date: 12/31/18 Quote Line 3 Start Date: 06/01/18 End Date: 09/30/18 Order Product 1 Start Date: 06/01/18 End Date: 05/31/19 Order Product 2 Start Date: 07/01/18 End Date: 02/28/18 Order Product 3 Start Date: 08/01/18 End Date: 11/30/18 Quote that starts on 04/01/18 You order your quote and set its start date to 06/01/18. Your order products have the following dates. If you change your order’s start date from 06/01/18 to 08/01/18 Order Product 1 Start Date: 08/01/18 End Date: 07/31/19 Order Product 2 Start Date: 09/01/18 End Date: 04/30/18 Order Product 3 Start Date: 10/01/18 End Date: 01/31/18 15
- 16. Generate Accurate Revenue Reports with Bookings 16 Evergreen order products are not included in the bookings amount. Salesforce added fields to orders and order products so that your company can report on bookings that exclude evergreen subscriptions on order products. Specify which order products are included or excluded from bookings and see the order product’s calculated bookings amount and total price.
- 17. Set Up Tax Exemption on Your Account 17 Create a tax exemption certificate in Salesforce CPQ and associate it with your account. When your account has an active tax exemption certificate, Salesforce CPQ changes the account’s Tax-Exempt field from No to Yes. ISV tax providers can use this field as a flag to determine whether they want to apply tax to the account’s transactions.
- 18. What are Subscriptions? A subscription is a signed agreement between a supplier and customer that the customer will receive and provide payment for regular products or services 18
- 19. Manage Your Subscriptions and Assets Use subscriptions to keep records of subscription products you’ve quoted or sold. Use assets to keep records of stand-alone products you’ve quoted or sold. You can use these records later to manage amendments and renewals to your opportunities and orders. 19
- 20. Manage Your Subscriptions and Assets 20
- 21. Creating a Contract from Opportunity Salesforce CPQ requires the following objects and settings when you create a contract from an opportunity. An opportunity with at least one subscription product A primary quote that looks up to your opportunity A contract-based renewal method on your opportunity’s account When you contract an opportunity containing a subscription quote line with a quantity of zero, Salesforce CPQ creates a zero-quantity subscription record on the contract. 21
- 22. CPQ Opportunity Contracting Methods By Subscription End Date https://help.salesforce.com/articleView?id=000313103&language=en_US&type=1&mode=1 22
- 23. CPQ Opportunity Contracting Methods Single Contract 23
- 24. CPQ Order Contracting Methods By Subscription End Date 24
- 25. CPQ Order Contracting Methods Single Contract 25
- 26. Order Product Contracting Method Order products also have a Contracting Method field. Inherit: This order product follows the contracting method specified on its order. All order products have this value by default. Contract Separately: This order product receives its own independent contract when you contract its order. Do Not Contract: Salesforce CPQ does’t contract this order product when you contract its order. 26
- 27. Asset Guidelines (1) One per unit: Salesforce CPQ creates one asset record for each unit of the quote line as indicated by its quantity. For example, a quote line with a quantity of five for a non-subscription product would create five asset records each with a quantity of one. One per quote line: Salesforce CPQ creates one asset record that represents the entire quantity of the quote line or order product. For example, a quote line with a quantity of five for a non-subscription product would create one asset record with a quantity of five. None: Salesforce CPQ doesn’t convert this quote line to an asset. This setup is useful if you’re selling a one-time product that you don’t need to renew or track. For example, you could sell a software license subscription and then include a product that represents a user training class. Your customers continue to renew the subscription, but they don’t need to renew or track the training class. 27 Salesforce CPQ creates assets when you click Contracted on an opportunity or order. The asset creation process varies based on your account’s renewal model and the value of the asset conversion field on the product you’re contracting.
- 29. Service Cloud for Salesforce CPQ With the Service Cloud Integration package enabled, Salesforce CPQ creates service contracts instead of contracts and contract line items instead of subscriptions. When you enable the Service Cloud Integration package, Salesforce CPQ replaces contracts with service contracts and subscriptions with service contract line items. As long as the Service Cloud Integration package is enabled, Salesforce CPQ doesn't support the Contract object and the Subscription object. 29
- 30. Amend Your Contracts and Assets 30
- 31. Amend Your Contracts and Assets 31
- 32. Amend Your Contracts and Assets 32
- 33. Guidelines for Amending from a Contract with Multiple Subscription End Dates Select the contract field Disable Amendment Co-Term to prevent amendment quotes on the contract from inheriting the contract’s end date. When you amend your contract, Salesforce CPQ evaluates the contract field Amendment and Renewal Behavior to set the start and end dates of the contract’s renewal quotes. The value of Amendment and Renewal Behavior affects amendment quotes made from your contract as follows. Latest End Date: Amendment quotes on this contract set their end dates to the latest end date among all the contract’s subscriptions. Earliest End Date: Amendment quotes on this contract set their end dates to the earliest end date among all the contract’s subscriptions. 33
- 34. Guidelines for Amending from a Contract with Multiple Subscription End Dates 34
- 35. Amend Your Assets Make sure that your account has an asset based renewal method. You can add new products, increase quote line quantities, or decrease quote line quantities. If the product you’re amending has its asset amendment behavior set to Allow Refund, you can reduce its quantity to zero. You cannot apply discounts to an asset that you’re amending. Salesforce CPQ calculates product quantity and price on your amendment opportunity based on the difference of the original quote and the amendment quote. The amendment opportunity updates its Primary Quote fields with a link to your original quote. 35
- 36. Create an Add-On Opportunity Add more products to a contract and ensure that they terminate on the same date. While these products exist on a separate opportunity record, Salesforce CPQ matches their termination dates to the termination date on the contract’s original opportunity. Go to your account and set the contract co-termination fields to allow users to create add-on quotes. Set contract co-termination to Prompt or Always. Set the co-termination event to Add-on. https://help.salesforce.com/articleView?id=cpq_add_on_opportunities.htm&type=5 36
- 38. Self-Study Upgrade CPQ Products by Ratios Upgrade a Bundle 38
- 39. Renew Your Contracts and Assets 39
- 40. Renew from the Contract Record 40
- 41. Other Methods – Self Study Renew Multiple Contracts Through List Views Renew Contracts from an Account 41
- 42. Guidelines for Renewing a Contract with Multiple Subscription End Dates 42
- 43. Use a Single Renewal Quote for All of an Account's Subscriptions Keep all your customer's renewed subscriptions on a single quote and contract. This makes it easier to manage renewals and align them to end on the same date. Go to an account. Click New Opportunity. Enter the opportunity details. Select the Renewal option, and then save the opportunity. From the new opportunity, click New Quote. Enter the quote details. Set the Type field to Renewal, and then save the quote. The quote line editor opens automatically. In the quote line editor, select Renew Subscriptions from the Add Products dropdown list. On the Subscription Selection page, choose the subscriptions you want to renew, and then click Select. Salesforce CPQ creates a renewal quote containing all the subscriptions you selected. 43