Salesforce CPQ vs. Salesforce Industries CPQ

Salesforce CPQ vs. Salesforce Industries CPQ

You probably already knew that CPQ stands for Configure, Price, Quote. CPQ is software that standardizes and automates the process for creating complex quotes. In this article, we explain everything about Salesforce Industries CPQ. After reading this article, you will know the most important functions and you will know in which areas the solution stands out from the rest. Do you want to learn more about the CPQ Process? Read our blog: ‘What is CPQ Software’ for more information.

The basics

CRM and CPQ are closely related. With Salesforce CRM (the Sales and Marketing Cloud), your Sales and Marketing teams can generate more and more leads. Salesforce CPQ enables you to manage products and simplify the quotation process. It provides a solution for product management, product pricing, price lists, quotes, documentation, and many other things you do while offering products and services. CPQ basically starts where CRM ends.

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Image: Salesforce Industries vs. Salesforce CPQ

The ins and outs of Salesforce Industries CPQ

Now that the basics are in place, it’s time to take it a step further. Salesforce provides two variants of CPQ. First of all, there is Salesforce CPQ. This is the acquired Quote to Cash SteelBrick package. In addition, there is Salesforce Industries CPQ. This is the former Vlocity. Salesforce CPQ is more of a horizontal solution. This means the solution is sector or industry independent. Salesforce Industries CPQ – as the name suggests – focuses on specific industries. Telecom and Energy are good examples of this.

What functionalities to expect?

Salesforce Industries CPQ offers numerous functionalities. We have put together a top five for your convenience. Of course, there are more functions. Curious about the full story? Please contact us.

#1 Order capture

The order-capture capabilities in Industries CPQ enable you to address business challenges by managing the sales process using the Cart and an asset-based ordering system. Customer service representatives and sales teams can perform business tasks through guided selling to capture the perfect order. 

With Industries CPQ, you can extend Salesforce’s native and out-of-the-box features, to create a complete order capture process and manage it easily. Opportunities, Quotes and Orders are standard Salesforce objects, but Industries CPQ adds to their functionality.

#2 Enterprise Product Catalog (EPC)

Salesforce cpq

The Enterprise Product Catalog is an Industry Cloud module which offers a user experience to manage and model product data in one interface. Products can be designed by modelling their attributes, forming bundles, creating picklists and object types and specifying product rules. In the EPC, you can find the Product and Pricing Designer, you can manage things like Product versioning and enable Multi-language support for your Product Catalog.

This all basically means that the Enterprise Product Catalog functions as the input for Industries CPQ and your Order Management.

The EPC is also Industry Standards Compliant, which means you can model your products following industry standards. For example, working in the Telecommunications industry, products are modelled using different layers, based on TMForum standards (SID-based models).

Struggling with pricing challenges?

In Salesforce Industries CPQ, there are a lot of ways to tackle these challenges. You can create promotions for a limited time, or create a bundle of products.

#3 Pricing and promotions

Your company may be facing different pricing challenges when it comes to promotions and applying discounts. In Industries CPQ, there are a lot of ways to tackle these challenges. You can create promotions for a limited time, or create a bundle of products that are eligible for a discount, when these products are purchased in that assortment. You can even create rules to check what type of account we’re dealing with, is it a normal customer or a customer with a special SLA?

With Industries CPQ, you get a component-based system with reusable components. With promotions, this means that they exist independently from the actual products in the catalog. The products will retain their data, and only when the promotion exists and applies, will the price of the product change, this is all calculated on the fly.

You can also configure different pricing types to offer exactly what your company needs, some products may include a one-time-charge, a pricing penalty, or maybe an alteration to an existing pricing charge. Maybe the frequency of the charge changes, as you charge monthly or yearly for your products.

The Promotions module is purchased separately, and gives you a lot of flexibility and enables automated functionality for designing and publishing promotions and discounts within your Industries CPQ implementation.

#4 Product Rules and interfaces

When going through the Order Capture process, it’s essential that you have rules in place for your products to ensure they are offered at the right prices. Industries CPQ gives you control of all the details of your product, to make sure the perfect order can be created. Rules can also be used to determine penalties for cancellation or product changes. One example of these rules is the Qualification Rule.

This rule checks if a customer is eligible to buy a product, or if the customer can get a promotion for that product. This is all checked before the product is added to the Cart. By setting these rules, Industries CPQ filters all your products and promotions in the Cart, so that only the eligible products will appear for the customer or the sales representative that is configuring the Order. 

Diving a bit deeper, you can also use the Qualification Rules to check which price list entries should be shown in the Cart. The price list may change based on the location of the customer. 

#5 Guided selling

Guided selling offers multiple steps to guide a user through the process of ordering products. These steps provide a better customer experience. Omniscripts can be created and configured to create these interfaces and their series of steps. When using the Cart-based guided selling experience, the user will navigate through a visually persistent interface to go through the order process. The Cart offers the ability to select and configure the products from your catalog (all Rules and Promotions we mentioned earlier will be applied here as well!). 

Developers and admins can create their own steps using the Cart API hooks and using Omniscripts, offering an easy way to re-use and build upon existing components and out-of-the-box functionalities.

Want to know more about the benefits of a CPQ solution in practice? Read more background information here or contact us directly for a consultation.

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Colin Hamer
Author // Colin Hamer

Colin Hamer is Software Engineer at CaseNine. He is responsible for various CPQ implementations at customers.

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