CONTEXT

The flow follows John the Sales Rep on his journey of creating a select-for-sale order using Smart CPQ.

John works for a distribution company that sells food to restaurants and supermarkets. John wants to negotiate an order with the Food Company, a restaurant chain.

His quoting process is the following:

• Creating the new quote in Salesforce
• Selecting Products via the Catalog and the Quoting Grid
• Importing Products by uploading a Excel import
• Setting the right price and discounts for selected products
• Saving the quote in Salesforce
• Generating the quote document

CREATING THE NEW QUOTE IN SALESFORCE

To begin his journey in Salesforce, John creates a a quote for a deal on one of his Accounts: Food Company.

Now that the quote is created, John can start the quoting process in Smart CPQ. He can select any step defined in the Quote Model; Product Selection, Pricing and Terms & Conditions.

In this case, since it is a brand new quote, he will proceed to Product Selection.

SELECTING PRODUCTS VIA THE CATALOG AND THE QUOTING GRID

John is now in the Product Selection step of the Quoting process. John starts on the home page of the catalog.

He can access the Fruits collection either from the Collections Hierarchy in the header of the catalog, or by navigating through the collections tiles. Once in the right collection, John can add the apples to his quote. Instead of adding fresh food products one by one, John prefers to add a set of products in bulk through Excel import. This can be done in the next step of the Quoting Process: Pricing.

IMPORTING PRODUCTS BY UPLOADING AN EXCEL IMPORT

John is now in the Pricing step of the Quoting Process. The pricing step is intended for the sales rep to price the items selected in the catalog. It also provides capabilities to add more products to the quote. He is now going to add some more products via an Excel import to the grid, then set the prices for the quote items.

Once John has imported 2,000+ lines he can easily drag and drop the Apples he initially added to the right folder and set a correct quantity for this item.

John is now done with selecting the products for the Food Company order. He can start to price these items.

SETTING THE RIGHT PRICE AND DISCOUNTS FOR SELECTED PRODUCTS

Applying a pricing strategy on a folder

This Pricing step provides all the necessary information to correctly price items; a grid with the most important information for each item, totals for the quote, a pie chart showing the division of goods between Food and Consumables, and a left section where, if he needs to, John can view extra information for any product.

John can do this on the All page of the Pricing step, or he can focus on either Food products or Consumables products on the corresponding pages. Different Pricing Strategies are defined for each line: Customer List, Web Less, Cost Plus, Other. Selecting a different Pricing Strategy will change the Net Price and Freight value. It is also possible to change the Pricing Strategy of a folder. In that case, all sub-lines have the same Pricing Strategy applied to them. Thanks to formulas defined in the quote, the Gross Revenue and Margins are calculated automatically for all sub-lines, and then summed up at the folder level.

Mass Discounting

John can change the display of the grid to full screen to have more usable space and start working on line discounts. He will then filter the list of SKUs to only see the products and not the folders anymore.

John can then proceed with a mass update on the Discount column and set all discounts value to their target values.

John can then come back to the original display including folders by removing the filter on the grid.

Line Item Pricing Guidance

After quickly setting massively the discounts for items in his quote, John has the opportunity to set finer guidance at the item level. For example, because he knows her customer is very attentive to these items in particular, he wants the optimal discount for these. He can do this with the help of the Pricing Guidance Widget.

NEGOTIATING TERMS & CONDITIONS

The last step in his Quoting Process is to set Terms & Conditions for this order.

In this step, for each product, he can specify:

• The minimum quantity that should be purchased per order
• The committed revenue generated by item per year

Minimum Quantity per Order Negotiation

John wants to set conditions with his customer for some products that require a commitment on quantity purchased per month. He selects the products and performs a mass update to set all minimum quantity per order to 500 units. He manually add a 1,000 minimum quantity for the bananas as there is a packaging constraint: he only sells packages of 1,000 bananas.

To clearly visualize what he has set, John can sort the column by quantity and see which are the products he has been setting conditions for.

Committed Revenue per Year Negotiation

John now wants to set a minimum revenue per year condition for the Salt product.

SAVING & SYNCHRONIZING LINES BACK TO SALESFORCE

Now that John is done with selecting products, setting prices, and negotiating order conditions, he can close the quote. All the needed information will be synchronized back in the CRM quote object:

• The totals of the quote

• The lines of the quote

GENERATING THE QUOTE DOCUMENT

The last step of the selling process, John needs to provide the Food Company with a proposal document. To do so he just needs to generate the proposal, as soon as it is generated the document will be stored in the CRM files section. He can open the document and as it is a Word document he can edit it before sending it to his customer.

CONTEXT

The flow follows John the Sales Rep on his journey of configuring a complex offer by leveraging Smart CPQ with Performance Quoting

John works for a Hi-tech company that sells devices like computers, phones, tablets and accessories, as well as complex Cloud hosting offers.

Sally wants to negotiate an order for the Stone Valley Tech, a Hi-tech distributor. His quoting process is the following:

• Creating the new quote in Salesforce
• Selecting Products via the Catalog and the Quoting Grid
  • Configure a complex offer
  • Update and add an option in an already configured offer
• Importing Products by uploading an Excel import
• Setting the right price and discounts for selected products
• Saving the quote in Salesforce
• Generating the quote document

CREATING THE NEW QUOTE IN SALESFORCE

This step is identical to the Select for Sale Use Case.

SELECTING PRODUCTS VIA THE CATALOG AND THE QUOTING GRID

This step is identical to the Select for Sale Use Case.

John can select either some items off-the-shelf or start the configuration of a complex Cloud hosting offer:

CONFIGURE A COMPLEX OFFER

After his choice of a given offer corresponding to Sally's requirements, John can click on the "Configure" button and start the configuration process corresponding to this offer.

Once in the configuration interface, John can answer questions and customize the offer.

At the end of the process, John just has to add the outcome of the configuration to the Quote.

UPDATE AND ADD AN OPTION IN AN ALREADY CONFIGURED OFFER

While the configured offer has been added to the Quote, Sally suddenly realizes that she forgot to purchase an option.

John just re-opens the offer from the Quote spreadsheet by clicking on the icon on its root line.

The configuration process is re-opened in a dedicated panel on top of the Quote spreadsheet where John can add the option requested by Sally.

A simple click on Add To Quote updates the offer in the Quote.

IMPORTING PRODUCTS BY UPLOADING AN EXCEL IMPORT

This action is not supported yet in the case of Configurable Products.

SETTING THE RIGHT PRICE AND DISCOUNTS FOR SELECTED PRODUCTS

This step is identical to the Select for Sale Use Case.

NEGOTIATING TERMS & CONDITIONS

This step is identical to the Select for Sale Use Case.

SAVING & SYNCHRONIZING LINES BACK TO SALESFORCE

This step is identical to the Select for Sale Use Case.

GENERATING THE QUOTE DOCUMENT

This step is identical to the Select for Sale Use Case.