Salesforce CPQ Implementation Guide
Once a term, CPQ soon made its way into the mainstream industry, with its exceptional qualities attracting interest from businesses all over the world. If you’re just getting started with a CPQ implementation project, you could have a lot of questions and feel overwhelmed by all of the details. Here’s a quick reference guide to help you remain on top of your Salesforce CPQ implementation.
Step 1: Define Goals
The first and most crucial stage is to establish goals prior to beginning the CPQ implementation process. What are your ultimate sales objectives? Understand your sales process requirements and develop quantifiable CPQ targets. This will be useful later on when calculating the real ROI of your CPQ efforts.
Consider these KPIs before getting started:
- reducing the amount of time spent selling
- Increasing the turnaround time for quotes
- Raising the Average Order Value (AOV)
- Improving quote precision
- lowering attrition while raising win and renewal rates
Step 2: Focus on Supercritical CPQ Features
There is no disputing that the CPQ offers a plethora of features that are well worth investing in. However, if you implement everything at once, it may be too much for your staff to handle. We propose that you choose the characteristics that are most critical to your current sales goals. If you are deploying Salesforce CPQ, for example, begin by installing out-of-the-box functionalities that meet your most significant business requirements. Basic functionality such as a product catalog, pricing book, guided selling, product bundles, order management, and so on are included.
Step 3: Choose the right project team
Who are your CPQ experts? Make sure you have a diverse team of professionals working on your project.
- Recruit top achievers as well as backups in case of an unexpected resource shortage.
- Contact your CPQ implementation partner to choose which project technique to use.
Step 4: Optimize the Organization’s Quote-to-Cash Process
The essential component of CPQ deployment is streamlining your company’s Quote to Cash process. Your organization has a one-of-a-kind sales staff that caters to one-of-a-kind business requirements. As a result, it is necessary to review each area of your sales process and fine-tune it in accordance with the new implementation project.
Step 5: Focus on Data Management
Your major goal in installing CPQ is to increase the productivity of your sales staff by providing them with the correct data at their fingertips while making quotations. Needless to say, this data are now dispersed over a variety of platforms, spreadsheets, and other formats. The next critical step is to keep your data available for exchange across your company’s CRM, CPQ, and ERP systems. Make a point of consolidating all product names, codes, SKUs, price, document format, and so on. If you utilize Salesforce as your CRM, you must exercise extreme caution with regard to all external data. Find out what data is needed for the CPQ process, whose system it is recorded in, and who the owners of the master data are so you can include them throughout the implementation project.
Step 6: Plan on a Change Management Team
It’s natural for your staff to resist change, even if you’ve recently deployed a world-class CPQ solution to make their lives simpler. That is why you must have a well-thought-out change management strategy in place. One of the primary reasons why a much-hyped CPQ project fails is because the end-user is misidentified as the sales team. It entirely disregards the demands of the product management, engineering, information technology, and finance departments.
A CPQ project involves a variety of stakeholders from technical and non-technical roles. So, the first thing to grasp is that everyone will have different expectations from this new addition. As a result, we recommend that you form a change management team that includes a representative from each department who will give end-user expectations. Create user groups in addition to this to expose them to the product during training.
Step 7: Plan on Documentation
Documenting your sales process will help you get a lot further with CPQ deployment. The paperwork may be completed in two steps: sales user training documentation and admin user documentation.
Sales user training documents will provide you with a firm grasp of the full quotation process. You might include:
- Adding Products
- Configuring Products
- Document Generation
- Document Signing
- Close Win Opp
The Admin User Documentation describes how to set up CPQ. You can include the following here:
- Product Configuration
- Pricing Configuration
- Approval Configuration
- Quote Templates
- eSignature Configuration
- Production Migration Template
- Legacy Data Migration Template
Step 8: Ensure Post Production Support
Now that you’ve moved CPQ to production, it’s critical to consult with your implementation partner about potential concerns that may develop in the following two weeks to two months. The more intricate the arrangement, the more likely small difficulties may develop during the term.
If you do it on your own, it is not always simple to turn your CPQ ambitions into reality. Dazeworks’ team can assist you in upping your implementation game and through the learning period with ease.
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