Introduction to Revenue Life Cycle Management (RLM)

Presenters

• Gori SV

  • Founder and Certified Technical Architect at Stratus Carta
  • 10 years in Salesforce ecosystem
  • 41 certifications including Salesforce Certified Technical Architect
  • Based in Dubai, co-leader of the Dubai architect group

• Anu Vayan

  • Principal Technical Architect at Stratus Carta
  • 15 years in telecommunications
  • 14 Salesforce certifications
  • Based in Dubai

Stratus Carta

• Former Velocity and Siebel expert services
• Focus on Salesforce Industries and RLM challenges

Revenue Life Cycle Management (RLM)

• RLM is a CPQ tool inspired by Velocity and SteelBrick

• Velocity

  • Founded by David Schmeer
  • Industry-specific CRM solutions
  • Modules included product catalog, CPQ, order management, contract lifecycle management, etc.
  • Acquired by Salesforce, integrated into Salesforce Industries

• SteelBrick

  • Founded in 2009, focused on CPQ
  • Acquired by Salesforce and rebranded as Salesforce CPQ

• Gartner Magic Quadrant

  • Evaluates vendors on completeness of vision and ability to execute
  • RLM aims to combine strengths of Velocity and SteelBrick

• Officially released in February 2024

RLM Components

• Built on Salesforce platform

• Omni Studio: Automation tools from Velocity

• Sales and Service Cloud: Integrated with RLM for sales and service processes

• Product Catalog: Defines products and pricing

  • Product Catalog Management (PCM)
  • Salesforce Pricing
  • Business Rules Engine (BRE)

• CPQ and Order Management

  • CPQ: Configure Price Quote with product configurator
  • Dynamic Revenue Orchestration (DRO): Order fulfillment process

Key Modules in RLM

• Product Catalog Management

  • Catalogs
  • Dynamic Attributes
  • Product Classification
  • Product Selling Models
  • Qualification Rules

• Salesforce Pricing

  • Context Service
  • Pricing Procedures
  • Pricing Rules
  • Adjustments
  • Discount Calendar

Product Catalog Management

• Catalogs and Categories: Organize products into hierarchical structures
• Attributes and Categories: Define product characteristics
• Product Classification: Templates for product attributes and structure
• Product Types: Simple, bundle, static, configurable
• Product Selling Models: Define billing methods like one-time, term-based, evergreen
• Qualification Rules: Determine product availability based on conditions

Salesforce Pricing

• Context Service: Provides input data for pricing procedures
• Pricing Procedures: Ordered stack of steps to calculate final price
• Pricing Adjustments: Discounts based on attributes, volume, bundles
• Omni Channel Pricing: Pricing extended to various Salesforce applications

Demo and Configuration Highlights

• Setting up Context Service: Define mapping between nodes and source data
• Configuring Pricing Procedures: Use pricing elements for calculation
• Price Books and Cost Books: Define selling and cost prices for products
• Adjustment Schedules: Define volume, attribute, and bundle-based discounts

Getting Hands-On with RLM

• Available through Salesforce Partner Learning Camp or trial orgs

Enablement Resources

• Salesforce help documentation
• Trailhead modules on RLM foundations
• Partner Community materials

What's Next

• Upcoming sessions on Product Configurator, DRO, and Salesforce Contracts and Document Generation

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These notes capture an overview of Revenue Life Cycle Management, its key components, and functionalities as discussed in the session. They also include setup highlights and available learning resources.