Lecture Notes: CPQ and Revenue Lifecycle Management on Salesforce

Introduction

• Topic: Exploring the future of CPQ (Configure, Price, Quote) on the Salesforce platform through revenue lifecycle management.
• Key Focus:
  • Definition of revenue lifecycle management.
  • Examination of its pillars.
  • Demonstrations of each pillar.

Revenue Lifecycle Management

• Definition: A composable revenue management platform for unified product-to-cash, enabling omni-channel buying and selling.
  • Platform Features: Leveraging Salesforce's automation and AI capabilities.
  • API First: Facilitates easier automation and integration with existing solutions and e-commerce apps.
  • Unified Tool: Provides a unified tool for product-to-cash operations.

Pillars of Revenue Lifecycle Management

1. Composable Product Catalog and Pricing

   • Centralized model for products and pricing.
   • APIs facilitate use across platforms.

2. Transaction Management in CPQ

   • Features a new transaction line editor for quote and order creation.
   • Leads to asset creation.

3. Contract Lifecycle Management

   • New tool included with revenue lifecycle management.
   • Enables on-platform sales CLM.

4. Asset and Subscription Management

   • Manage quote and order creation and track lifecycles.
   • API access allows off-platform operations.

Future Developments

• Dynamic revenue orchestration (anticipated Summer 2024).
• New billing solution for invoicing (date TBD).

Key Features Examined

Product Catalog Management

• Organize and manage products via catalogs and categories.
• Create product attributes and classifications for streamlined product management.
• Showcase of Salesforce interface and what product catalogs look like.

Salesforce Pricing

• Customizable pricing procedures (price waterfall).
• Offers customizable price adjustments (volume, attribute, bundle, contract pricing).
• Demonstration of Salesforce pricing interface.

Product Configurator

• Customizable screen flow for product configuration.
• Allows for the creation of configuration rules and customized user experiences.
• Example of Salesforce product configuration flow.

Quote and Order Capture

• New transaction line editor for modifying and editing quotes and orders.
• Accessible via APIs for external system integration.
• Overview of Salesforce capture screen functionalities.

Asset Lifecycle Management

• Screen to manage, amend, cancel, and renew assets.
• Provides details on current and historical MRR.
• Automated creation through built-in flow.
• API access for customer control over assets.
• Demonstration of asset lifecycle in Salesforce.

Conclusion

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