Transcript for:
Overview of Revenue Life Cycle Management

hello everyone welcome to Apex hours today we will be going through an introduction to revenue life cycle management or rlm we'll do an introduction go through the product catalog and pricing so my name is Gori SV I'm the founder and a certified technical architect or CTA at Stratus Carta I've been in the Salesforce ecosystem for 10 years including six years in Salesforce industry is formerly known as velocity I used to be part of the velocity and Salesforce Industries Professional Services team working as a program AR across emia and APAC I have 41 certifications including two accredited professional credentials as well I'm a Salesforce certified technical architect or CTA and I was on the team that built and maintained the communications Cloud accredited professional credential I've been involved in over 20 Salesforce Industries implementation focusing on Communications Cloud I'm based in Dubai in the UAE and I am a co-leader of the Dubai architect group also i' like to introduce my colleague who will be presenting with me an thanks Yori hello everyone thanks for joining uh this epic hour session my name is Anu vayan uh I am a principal technical architect at stratas kataa uh I have around 15 years of telecommunication experience I've been working in Salesforce ecosystem now more than 5 years uh specifically in Salesforce Industries I am part of uh x velocity and I'm I I also worked with Salesforce around 5 years uh I have around 14 Salesforce certification including two uh AP certifications as well I am also part of comms Cloud AP exam who actually build these exams and maintain as well I have implemented around 15 plus Salesforce Industries implementation across the globe and I am based in Dubai UAE thank you very much thanks all right and a little bit about us um we're from Stratus Carta and we'd like to thank and the Apex hours team we're really happy to be here and talk to you a little bit about um rlm Revenue life cycle management and to share this content with you a couple words about us at Stratus CA before we get started so we are Salesforce industry's expert Services we're primarily former velocity expert Services also inspired by the C seble expert Services team as well and we focus on solving the hardest problems in the Salesforce Industries and revenue life cycle management ecosystem things that cause projects to fail to be delayed or even cancelled these are things like devops design reviews proof of concepts for new functionalities performance and scale testing data migration Green Field and brown field assessments and more if you'd like to learn a bit more about us check out our website connect with us on LinkedIn send me a message on LinkedIn we're happy to share a bit more about what we do and how we can help you um we included a few pictures here so at the top left is me and my friend Tuan we got the opportunity to present at dream Forest last year about data modeling on the top right we have a John the signage at Salesforce World Tour I thought that was super cool and then at TDX this year we got the opportunity to meet up with David schmeer the former CEO of velocity and now Chief product officer at Salesforce and we also got to meet up with a on the bottom right um who is the SB of Revenue cloud and responsible for all the great things that we'll be talking about today all right so let's jump into the content in this series we be going through Revenue life cycle management or rlm um we broke it down into three sessions this session will be on an introduction product catalog and Salesforce pricing the next session will be about the product configurator which is the cpq about dynamic revenu orchestration or Dr and we'll do an endtoend end user demo and then finally the last session will be on Salesforce contracts and document generation so the agenda of this session is we'll do an introduction to rlm talk about a bit of the history and how we got to rlm what was what it was inspired by we'll go through the product catalog management module or PCM in see a demo go through Salesforce pricing in see a demo and finally wrap up with some resources on how you can get hands on and how you can get enabled so let's go through the introduction so um Revenue life cycle management was is a cpq tool and it was inspired by some of the previous CP products that Salesforce has available and has acquired in the past so there were two companies there was velocity and steel brick velocity was a um company that was founded in 2014 by David schmeer who um was the former CEO of velocity and is now the chief product officer of Salesforce the focus of velocity was really industry specific CRM solutions kind of similar to the CRM uh industry verticals within seil and uh velocity was more than just a cpq it covered a lot of other areas so the functional modules include the product catalog and cpq macds for doing modifications on things that you've purchased assets and services that you've purchased in the past there was an order management module contract life cycle management document generation it had a a featur rich set of apis there is Omni Studio an automation tool and Industry specific data models so velocity was a cpq product but it was also a lot more data model automation Suite order management um more than just a cpq now velocity was acquired by Salesforce in 2020 um and then a lot of what was formerly known as velocity has been merged into what is now known as Salesforce Industries so for example Communications Cloud that is basically what was formally the velocity Communications vertical and then uh this includes data model Omni Studio cpq order management now on the steel brick side steel brick was founded in 2009 um this is a primarily cpq tool it also includes functionality around contract amendments kind of the equivalent of macd um document generation and there is a basic set of apis now Salesforce can integrate uh Salesforce EQ can integrate with a few other products as well um so it can integrate with uh Salesforce order management and other things but really the core of sales for cpq which was formerly steel brick um was the cpq product so kind of than velocity velocity really covered multiple areas whereas cpq is really focused on the cpq piece uh steel brick was acquired by Salesforce in 2015 2016 and it was rebranded from steel brick to Salesforce cbq and this is an add-on that sits on top of salescloud and it provides cpq capabilities to enhance the sales process and can integrate with a few other products Salesforce billing order management um a few other things so there's something called uh in in the software um SAS industry there's something called the Gartner magic quadrant this is a way to evaluate different vendors and different products in terms of their ability to execute and completeness of vision basically if you're evaluating different platforms this is a good first place to start to see kind of what are all the key players and how do they compare against each other so if we look at what was formerly velocity which is now Salesforce industry is cpq we can see that um it's here on on the right hand side where as we go to the right the um these tools or vendors have better completeness of vision as we go up um they have a better ability to execute so velocity has um velocity um which is now a Salesforce industry cbq has a better completeness of vision but it could improve a little bit on the ability to execute whereas if we look at steel brick or um Salesforce cbq here it's kind of flipped it has a good ability to execute but it could improve a bit on the completeness of vision now rlm is new product um it is not on the magic quadrant yet um maybe it will be there in the 2024 magic quadrant maybe 2025 and kind of the hope and expectation in the ecosystem is it will bring the Best of Both Worlds and get us closer to the top rightand Corner let's see what the future brings us um in terms of that so now that brings us to revenue life cycle management or rlm so rlm was officially generally available or GA as of the 13th of February of 2024 and then there was a press release on the 17th of June 2024 that mentioned that there are some customers in the Professional Services and software Industries if we look at the right hand side we have some screenshots from the publicly available marketing material and you can see that um the the way that this product is licensed is it's a bundle that includes all of the things that we're going to be talking about in the series so the product catalog the pricing the configurator contract the business rules engine Etc um this isn't just a cbq tool But it includes kind of all of the things that are around the whole cbq or Revenue um journey and it includes Omni Studio as well so the key takeaway here is this isn't just a a standalone piece that you purchase you kind of buy this whole Suite of products that is tightly integrated and works together and uh this is how it's sold as of uh today August 2024 please do talk to your Salesforce account team to get the latest prices and um latest packaging that another point of confusion is there's something called Revenue lifecycle management and you may have heard of something called Revenue Cloud what is the difference between them so Revenue cloud is the suite of products offered by Salesforce and then Revenue life cycle management is a product within that Suite specifically that does cpq and Order management which integrates with a few other products such as Salesforce contracts and maybe some other products in the future potentially we could see an integration with Salesforce billing or some other products as well um just to avoid confusion around the naming and branding we'll kind of refer to all of this stuff as rlm to keep it simple but just remember that rlm specifically is focused on kind of the cpq and Order management piece it integrates with Salesforce contracts then may have Integrations with some other stuff in the future now let's see what are the different modules or functionalities that make up rlm so the foundation of rlm is a Salesforce platform this is what we know and love with the you know standard objects the ability to create custom objects custom Fields all of the great automation tools like flow Apex triggers lwcs Etc that's the part and core and Foundation of what we um what rlm is built on top of the next layer is Omni studio so Omni Studio was formerly part of velocity and has been migrated into core in terms of both the data model and business l this is a richer Suite of automation tools that bring you more power than what you get with uh screen flows and record triggered flows then we have sales and service Cloud um rlm kind of sits on top of especially sales Cloud so sales Cloud brings us um great things in the sales space like opportunities opportunity forecasting all of that stuff that gives you power to drive your sales process service cloud is the equivalent on the service side so this gives you the ability to manage support cases work orders service appointments all of that great stuff rlm primarily sits in the sales space because it is really tightly integrated with your quoting and ordering process which is more on the sales Cloud side but it can also be involved with the service Cloud side of things where the end result of an order in rlm will be some assets customers could raise a support case against an order asking hey why is my order delayed or what's the status or they could raise a support case against an asset because it's not working that sort of thing so rlm can play in both spaces but it's more more on the sales side than on the service side then we have we we get to the real parts of RM itself so we start with a product catalog this is where you define the products the prices everything that will be used at runtime by the sales rep when they're actually doing the whole quoting and ordering process so the product catalog is broken into a few subm modules there's product catalog management or PCM um which is responsible for the products their attributes their structure we have sales SCE pricing which is responsible for the pricing of all the stuff in PCM and then we have business rules engine or BR which is actually used in the other two pieces but it can also be used as a kind of Standalone module as well so all of these things kind of play together to build up your commercial products what are we selling to the customer for what prices you know what what can they configure about those products Etc that is all defined in the product catalog then we get to the runtime side of things what are actual like sales um and Service agents are working with so we start with the cpq or configure price quote that then has a few subm modules there's the product configurator this is the UI that you use to configure a quote or an order and then we have quote and Order capture this is kind of the endtoend process of configuring your quote and Order which would um involve the product configurator and other things as well then we have uh Salesforce contracts which includes contract life cycle management and document generation technically this is kind of its own Standalone module that is at the same level as um rlm itself but typically this would be used in a implementation where you configure a quote or an order then you use um Salesforce contracts to generate a document based on that quote and Order and you convert the quote and its line items or order in its line items over to a contract with line items as well so effectively it's kind of a subm module of um cbq then on the order management side of things the output of cpq is a quote or an order that order is then submitted to order management which is called Dynamic revenue orchestrator or Dr and then that has two um subm modules there's decomposition to break it into smaller parts that will be fulfilled um independently and then there's orchestration that will figure out what we need to do in each system to actually fulfill that order um then in the product catalog for Dr there is the design time side of Dr so this is how a uh product fulfillment manager product manager would Define what are all the steps involved in fulfilling uh commercial product so that's a extension of the product catalog so basically the product catalog is where your um product managers and fulfillment managers are defining your products how they're sold how they're fulfilled the cpq and drro is the actual runtime logic of your sales and service reps creating configuring quotes and getting them fulfilled so let's look at how all of these pieces fit together in the in in a typical Journey so in the product catalog we have um the product catalog management PCM Salesforce pricing business rule engine and the dro design time so this is where again the product managers and fulfillment managers would Define your products how they're commercially sold and how they're fulfilled that then feeds the cpq the cpq involves the product configurator quote and Order cap and again Salesforce contracts technically this is kind of a separate module but typically it will be part of your cbq process the cbq is where your sales reps will generate a quote which will become an order and then that order is submitted to Dr AKA order management so Dynamic Revenue orchestrator that will take your commercial order break it down into smaller technical orders via decomposition and then orchestrate all of the steps that are involved in fulfilling that order Dro will ultimately generate assets and then those assets can be changed by something that's called amend renew cancel or Arc that will then take our the end result of Dr which is a set of assets and converted over to a quent order in cpq and then this cycle can continue as you do modifications to your assets so that's kind of how all of these different modules play um together and in in this section we will be talking primarily about the product catlog um specifically all the things except for the design time piece of Dr and the next um sessions will cover cpq and Dr and contracts as well Okay so we've discussed a few different cpq tools there's industry cpq formally velocity Salesforce cpq formally steel brick and now rlm how do all of these things fit together how do you select between them so as of August 2024 the core question you need to ask yourself is which industry are you as a customer working in um and then ultimately it doesn't really matter the key thing you should do is talk to your Salesforce account team they are the best ones to help you to help guide you on which of these products you should use now uh Revenue life cycle management rlm is quite a new product it just came out in February of this year we assume that this is kind of dynamic and may change in the future kind of what we've seen historically prior to rlm coming out was that the selection process was like this you ask yourself which industry you're in if you're in the communications Media or energy space then you would go with industry Cloud so Communications Media or energy and utilities cloud and then those clouds have industry cpq as a component of it but again you can't buy industry cpq Standalone it would be part of the industry cloud and then again historically if you were in a different industry then you would typically go for Salesforce cpq uh but again if you are a new customer or if you're an existing customer and you want to understand how rlm fits into this whole equation please talk to your Salesforce account team they're the best ones to help guide you through this decision and then um in general we see a lot of similarity and inspiration um in rlm based on what was available in industri cpq so we did kind of a dictionary of the mapping of the features or functionalities that we see in rlm to the kind of equivalent feature functionality that we see in industry cpq or velocity so if we start from the top the product catalog management or PCM module this is equivalent to the Enterprise product catalog um EPC specifically where we can Define products attributes the product structure cardinalities Etc then we have Salesforce pricing this is basically the pricing piece of EPC where we can Define um Price Books and all the pricing related stuff then we have the design time part of Dynamic revenue orchestration or Dr that's equivalent to the design time part of om which would sit in the EPC on the cpq side cpq is cpq in both the UI is called the product configurator within rlm which is equivalent to the lwc cart esm cart angularjs cart in Industry cpq so this kind of the UI layer business rules engine in rlm is equivalent to Omni Studio specifically calculation procedures and calculation matrixes and then in Industry cpq you can actually leverage br br nowadays as well so um in Industry cpq you could leverage the decision matrixes and um uh procedures that are available in bre then Salesforce contracts is equivalent to the velocity CLM or contract life cycle management Dr or dynamic revenue orchestration is um order management or om and then macd move ad change disconnect from Industries cpq is now known as amend renew cancel or Arc in arlm so that was it for the intro hopefully that gives you a bit of context and background on what is rlm what are the other cpq tools kind of how did we get to the situation of RM and what what builds up rlm um so that was the introduction and the next section here Anu will take you through product catalog management thanks Yori for the insightful session intro on the rlm uh now we will talk about the product catalog management uh PCM uh so this is basically a central piece or Central uh centralized uh data for any cpq implementation where you where the product managers technical managers you know configure uh products manage products manage product life cycle configure the design time information inside the product catalog management so today we will go through the entities key features under the product catalog management for rlm and we will at the end we will see the demo as well so let's start with the key features of product catalog management so it has uh cataloges Dynamic attributes product classification products qualification tools we will go through each one of them uh in following slides and you know we'll go through the functionality of each and in detail and then we'll look them into the demo in more real time how each key features be how it what are their functionalities so let's uh move to the next slide cataloges so cataloges basically used to organize your product into uh into a groups where you know which provides a usefulness for your customers to select product when you know or agents when they are browsing through the product so basically uh you can have an example of there could be you know multiple versions of multiple models of laptops desktop accessories at a computer store and you know you basically when you want to sell these products you want to categorize them into laptops desktop and accessories so cataloges gives you the capability so you can create and group them under each uh separate catalog and name them as uh you know you want to show them on the cpq screen for example here here you can see on the screen that you know this C uh catalog name is Hardware catalog and under the catalog you have the capability to basically create categories uh these categories can be of you know laptops desktop accessories or any products which you are selling uh currently under your store or on your website uh this also gives you the capability you know you can create the hierarchy of categories under you know uh each category so basically you can create a hierarchical structure so here under the accessory you can see there is a subcategory as well for the MP printer so this exact this exact hierarchy basically will be shown on your product configurator when you are you know browsing through your products and you can select these uh products under the each category so that's all on the catalog and categories uh let's move to the next feature which is attributes and Cate atories so attributes basically are the characteristic of any products where you know which where you want uh your customer or your agent to when they are configuring this product they can select this characteristics and these characteristic basically uh determines how the products will be configured what features it will have uh you know for an example uh if we take an uh example of an iPhone uh it has characteristics like colors model uh it's stor storage uh and Etc and for any laptop you can have you know display screen RAM storage and these are will be basically the attributes for for under the for any product and these attributes are configured inside the uh product catalog management and also when you have you know these attributes defined you can also categorize them under multiple categories so for example you know there are uh properties for an internet or properties for a hardware or properties for any any laptop so you can uh create attribute category for example um there you know colors so under the colors you have the attributes definition like what colors you have you you can Define the pck list value and you can attach that pck list value to to an attribute to basically uh provide uh your customer the chance to select these value based on your attributes and these attributes can be a different data types it can be pick list currency checkbox date time so you and text and number so basically uh this gives you the full capability of defining attributes and attributes category uh under the product catalog hope that's clear moving on to next product classification product classification is basically a template uh you know which Pro provides you the capability to you know group attributes under a template or group products under a template so you you know uh you don't have to configure these attributes for each of the product you have inside your catalog or each um uh of uh you know the structure of bundle structure or product structure you are going to sell uh to customer we can understand it uh by an example of you know assume you are uh again taking an example of a Tex store where you know there are models of laptop tablets and you know each laptops and you know tablets have same common attributes kind of processor R RAM and storage and screen size right so you don't want to create these attributes for each tablet and each laptop model what you want to do is you know you create these common attributes assign them to some attribute categories and then assign these attributes to a product classification so what product classification will does it will basically work on the concept of inheritance so when you create a product you can assign this product classification to a product which will basically inherit all of the attributes configured under the classification uh for this example if you look into this here there is a classification of computer and under this class product classification we have multiple attributes like memory batteries assigned to this product classification and when any when this product classification is assigned to any of the product uh assuming laptop desktop all these attributes under this product classification will be inherited to that product similarly also product classifications give you the capability to you know create a common structure of a bundle or product which you can sell uh across you know different offering or different product offering um for example you know there uh if I give you an example of a Telo there are different offers on bundles you know different internet speed uh internet you know fiber internet offer so but underneath you there are some common products like U you know addons uh internet uh licenses of ms365 so what you can do basically you can group group these products under the product classification and you can assign this product classification to different product offering or different product bundle so what it gives you you know what advantage it gives you that you don't have to configure these product or attributes again and again and under you know each different product or bundles uh it saves you time and effort by reusing those products structure and attributes under the classification um and you know gives you the capability to maintain your product catalog efficiently uh that's all about product classification let's move to products so under uh PCM basically you have uh products two type of products uh basically simple products and bundle products these are the entities which are sellable could be sellable or non-sellable service to the customer sellable where you know is are the commercial product which can be sold and you know sold by any agent and view by customer non-sellable products depends on you know um kind of a technical product where uh which are used for your fulfillment process okay uh so under product C catalog management uh it gives you the capability to Define two type of products which are simple products and which are the simple products are basically there is no hierarchy Associated to this products bundle products are the one where you can you know group uh multiple products under a single parent and basically forms a parent child relationship uh again under these simple and bundle product you can further categorize them into static and configurable product so static means uh where you know you are not allowed to make any changes under this Pro uh this product configurable would be where you know you are allowed to make changes such as you know make any attribute changes is uh to the product under a bundle when if it is a configurable bundle you are allowed to remove a product uh Delete uh that product configure attribute change attribute values right so under the simple and bundle you can further classify this product into static and configurable right so uh here an example you can see the bundle looks like this uh in in product LW so for for example of a simple product you can say that you know HLN flavored instant coffee this is a static product you cannot make change into it you you can you have to order it as it is because this is how it is defined inside the catalog right uh whereas you know configurable simple product would be French roast coffee grounds you know whether medium or dark so you have the choice here to select whether you know you want medium or dark roast right so that's what makes it configurable similarly for uh you know uh bundle it goes uh on on the example if you see here it's a 5G mobile plan where you can uh you know Sim uh you have options to select uh the products under it then there is an add-on there is a longdistance group so you have this is basically a configurable bundle because it is giving you choice to configure that product or bundle inside uh the product inside the configurator right so uh how you can Define in the catalog that is you know here there is a field called Product type you can mark it as if it is none that it will assume that it is a simple product if it is a bundle then it will be you know you can s set it to bundle and then there is another field uh which is you know whether it is configurable or not configurable you can also Define this in the catalog okay moving on to the next uh feature which is called Product selling model uh product selling model uh if you have come across U um or if you are working in you know Salesforce industry domain uh you could related to basically a which is called similar uh which is called pricing frequency in uh Salesforce industry where you can you know Define how your products are build or charged to the customer so that's what product selling model is in product catalog management where you give you you define basically when you configure the product you define the selling model for them so this selling model basically tells that your product whether it is um you know how it will be built to the customer so these uh product selling models are different different type of product models product selling models we have inside product catalog management which are one time uh something you know where you want to charge for that product only one time uh when it is added to the added to the card um then uh you have term defined so term defined is basically for an example you are buying a phone with 12 months or 24 months contract so that cost of uh that product will be divided into the months uh you are signing the contract for so for assum assuming you are signing for 12 months contract so the cost for that product will be divided into 12 months uh charge which will be like monthly charge around for 12 months so you will be build build each month um uh an MRC for that phone then third option is Evergreen so Evergreen uh is something you know it's a kind of a subscription which you know recurs until you cancel uh for that product so you know for an example there could be a Netflix subscription right so you are paying for this product for you know every month until you know you one day decide that you know I don't want this subscription I can cancel so until you manually call or you manually cancel this subscription it will always build throughout uh this life cycle of the product so that's all about uh the product selling model coming to qualification rules so qualification rules are basically you know it defines uh you know whether customer are eligible or that product is uh available based on some condition uh you know there could be different criteria for these conditions but it basically decide whether it the qualification rules based on the condition will allow you to select uh the product on uh the product configur configurator so there are there could be two types of qualification rules uh one is you know simple qualification rule another is disqualification rules so qualification rules basically tells you that you know if you are uh satisfying XYZ conditions you are allowed to select product or categories um uh for that u under that U um you know um under under that catalog or if that you know if there is a condition which you know disqualify that product or category that means you are not allowed to select them on the configuration screen right uh default beh behavior for them is you know your all the products and categories are by default qualified but until you define some certain condition or qualification rules to you know qualify or disqualify them okay uh what are what are the building blocks of these qualification rules so basically you know uh there is a structure um for defining this qualification rules uh to Define this qualification rule you basically have to use either predefined uh product catalog management objects which comes you with rlm or you can create your custom objects and use them as well in your qualification rules uh second is decision table so decision table are basically you know stores uh your input and output so input are the one will be the data which you know you want uh your qualification rules to use that that as to evaluate that rule and based on the that evaluation output will be generated whether which will tell whether the product is qualified or disqualified right uh so that's how the decision tables comes and uh takes part in you know qualification rules then uh joining both of them object and decision tables you have to define the qualification rulle procedures so basically what it does it's combine your you know it it uh on the right side if you can look into this this is kind of a qualification procedure which is using input parameters for these that decision table where you can see here lookup table MP product classification so this is a table which is using input parameters and giving using this input parameters it is generating an output to decide whether this uh product or category is qualified or not so uh product catalog uh management gives you this capability to Define this qualification rules and Rule procedures to basically qualify uh or disqualify products or entire category as well okay moving on to next slide so what are these product catalog management objects which is used inside you know when you define the qualification rule so these are the predefined object uh product qualification uh which the name says it all that you know it is basically defined for you know to decide whether the product is eligible for you know customer to choose that product product disqualification is the uh opposite of it whether you know it prevents customer to you know viewing of or purchasing of the specific products then product category qualification is when you you know want to qualify the entire product category based on some conditions uh so you can use this object the next is uh product category disqualification so disqualification is uh basically you know you want to disqualify the entire category uh you can use this object uh during while configuring your qualification rle uh also you have to you know uh take care of uh or or you have to be careful around you know how you uh sequence your qualification rules right so these you have to manually manage this sequence because uh based on the sequence you have defined these product qualification will be executed and will qualify or disqualify your product or categories uh uh during your run time okay so that's all on the qualification rules moving on to the next slide here U you know uh under the product catalog uh management most of the entities you know you would see that are similar or uh names are similar to you know what we Ed to have in Salesforce industry but there are few differences uh in these entities and that's uh what the differences we are highlighting through this slide is you know when you look into the category in Industry cpq those were all child cataloges so in in rlm or product catalog management it uh the name is changed uh but the functionality is still same it's category uh product selling models uh uh in Industry cpq it was pricing frequency velocity object object types or product specification has now uh you know new name in rlm is product classification virtual product is product component group and context rules becomes qualification rules right so this uh slide will give you you know you can relate uh some of the components name from industry cpq if you have worked on industry cpq Salesforce industry you would be able to relate these names with the new names of or the functionality or of you know product catalog management features okay okay so that's all on uh the slides now you know it's time for reelection so we can jump on the product catalog management demo okay so we saw uh all the components and uh key features uh through the deck now let's it's it's time to see it in real time so let's jump into it so this is uh uh rlm or uh and here uh you can under the launcher you can search for product catalog management which will take you to the app and here you can go into the homepage where you can see all the entities uh which is under the product catalog management to configure so there are like catalog products product classification product selling model configuration flows attributes attribute categories pick list rules right so we will start with the cataloges uh and see how they are configured what are the details under it so let's look into one of the catalog here so it provides you the normal details uh the code who created the catalog and what type of catalog it is and effective start and end it uh basically how long this catalog will be valid right so under this catalog you can create categories as I explained earlier here right so under these categories you can find U you know different type of groupings or different type of categories you want to create and under this um category you also have the capability to create the subcategories like under accessories uh I have the category of printers as well right and from here you can have you know create new categories and Define the child categories as well so let's open one of the category and here similarly like catalog it also have you know details U Tab and you can fill out code um what type of category it is and then if you go into the related you will see that what are the products configured under this category right so this is a hardware catalog and you can see there is laptop laptop provend laptop and all all other other products also under this category you have the capability to create the child categories from here and then assign the products for those categories as well right yeah so that's all on the catalog and catalog categories let's move to attributes and attribute categories so uh from here I mean you have both the options you can go uh you can come to these pages from the product catalog homepage or when you are under this app you can open this drop down and you know select the entities you want to configure so let's look into the attribute definitions first okay so here are uh some example of attributes um and let's try to look for look into one of them so this is the storage uh attribute here you can see the data type uh is pick list it's active the information about this uh attribute what type of attribute it is then you know uh what pck list it is using so under pck list you can configure uh the values of that pck list and then that will be used during the conf uh runtime configuration of that product so these attributes would be categorized or grouped under a category which will be visible again on the product configurator and under that category you can see the attributes configured for that so for this storage uh cloud storage attribute there is a category called storage and under that these attribute is assigned right so here you can see uh the attribute definition for that this attribute category and uh and there could be other um type of attribute as well right now it's only storage and there could be if there is something uh you know laptop storage or there could be uh any other kind of storage type it can be configured under uh the same attribute category and it can be grouped here right so these are the button to basically assign the attribute or unassign uh the attribute under a category okay so hope that's clear about uh the attributes and attribute definitions let's move to product classifications okay um let's look into one of them computer here normal details as uh as expected uh let's see the attributes so as I explained in my explanation on product classifications that you know here it work as a template to you know assign the attributes or common attributes of a product under this classification and then you assign this classification to the product which will inherit these attributes right so here are uh the attributes same way like you can assign here assign or unassign an attribute under a classification and then you can see in the related T when you are creating a product you will basically ask to select a product classification so when you select the product classification or uh during the product configuration or you can assign uh the product coming to here and then assign the product or add the product here so the these are the product under the computer classification so all of these products basically will inherit all the attributes configured under this classification right so computer uh we looked into the computer classification these are the attributes and all these attribute these products will be having all these attributes assigned to them when this product classification is assigned to that product right okay moving on to the next okay so let's look into the products let's open one of them so uh this is uh there are there kind of there could be two kind of products as I explained one could be simple and bundle we are looking in an example of a bundle here right now uh where you can have you know details description of that product and product code what type of uh product typee it is uh whether it is you know bundle or simple you have the capability to Define it here uh it's commercial Technical and whether this bundle is allowed to configure or it's a static bundle here this is the parameter where you can Define that uh a product family just to categorize it categorize the product and then uh if you want to display any picture on on the configuration screen you can basically provide the URL of that picture here so that it it appears on the product configuration is screen during the run time uh you have also the capability to define the text policy Al text policy basically there could be scenarios to you know uh Define Tex as different provid different kind of text calculations so you can create text policies also and you know Define those text policies under the catalog then coming to the structure here you can uh under the structure structure tab uh basically you can see how this product you can your product is configured or you have the capability when you click on this plus icon it will ask you to add component through this you can add uh the component and under the component products via the same plus button uh so product component group are basically you know as explained it it works as a virtual uh product uh in Salesforce industry it is called virtual product but here it is called component product product component Group which is basically acting as a container for all the products underneath this bundle uh in product catalog management for rlm it is mandatory to when you are configuring the bundle it is mandatory to basically create this product component group and then only you can assign the child product for that bundle right so um with plus signs you can add the product component group or product under a component group and then the lines the solid lines represent basically uh hard relationship or mandatory relationship between these uh component and a product bundle and the dotted line basically represent the optional relationship uh where you can basically say that you know the mouse printer bundle and warranty is optional under this bundle right and if I click on one of this product here uh you will see the interface to you know configure that relationship of the product where you can you know uh Define the attributes uh or override the attributes for this product you have uh basically you can Define bundle based adjustment as well uh for this product then you have cardinality uh which basically deals in uh you know how many number of products or how many instances of that product you want to provide under that bundle you can create uh this card or handle this cardinality under the this relationship product relationship screen right uh you can also see the attributes here because this is the uh parent offer there are no attributes on it but if you look into the child components of it any one of it we will be able to see see the attributes inherited uh for the that product and the overridden attribute for it so you have under product you have inherited attributes and then overwritten inherited attributes for it so these again basically uh these attributes as I explained was coming again coming from the product classification assigned to this product and another thing you have is you know in product cataloges give you the capability to Define these attribute whether it is price impacting or not so if any of the products you want to select you can select and then you know assign it as a set price impacting which will mean that this attribute will go into the pricing calculation and the price will be based on this attribute right so that's how you can Define price set the price impacting attribute under the product as well uh coming back to the bundle there is uh another uh tab which is called price pricing discount calendar which I explained that here you know it's very useful for the product managers to you know view what kind of discounts you have what uh type of discounts you have and how long it is valid for right so in August month if I you can have you have the capability to you know view uh this in terms of you know or group this view in terms of days months quarter half year or yearly so I'm going to select month so here um you can see that August month there is no discount but there is a standard bundle based discount which is starting from uh the September month right and it is here if you click on this uh link you can you know go uh this bundle based adjustment and you can view this record or you can you know see what type of adjustment it is given here and if you want to view the this record detail you can go and view this record as well right so that's all about the product here now moving on to the next product selling model so let me open it from here product selling models okay so here you can see that as I explained previously that there are uh three typee of product selling model one is onetime term based and Evergreen right so let's uh look into each of them and how they are configured so starting with one time here uh you can see that you know uh this one time pricing time unit is not there because it is a one time uh a one time price and here in the related you can basically also have the capability to define the uh customer region metrics which is basically kind of a table uh you know for if you have you know specific prices or specific you know selling prices for in terms of region or any other criteria you can Define that as well for under the product selling model okay going to the term based monthly here you can see the pricing term is unit is months and then the pricing term is one month so basically whenever you sign this product selling model to any product it would be basically priced for you know only one one month it will be priced so you have the capability like I was giving example of you know if there is uh you know example of when you're buying a phone on contract 12 month or 21 months so you can Define this pricing term or you can edit this pricing term here so I think it's right now it's not allowing uh me to do it uh because it's I have to it's active I have to make it draft then I can allow it then I'm allowed to make any changes because this entity is active I cannot so but uh the point is I mean here you can go and Define or edit your pricing term for that product selling model similarly it is uh you know um Evergreen monthly you would be see like you know pring the month here you can Define the longer duration for this Evergreen it will work you know as long as the product is active you can Define based on that similarly yearly you know and you know quarterly so it depends on what are your use cases what business cases you are dealing with you can create those or how you want to build your customers you can create uh those selling model based on uh that criteria okay moving to the next uh a is qualification [Music] rules here so let's open one of them okay so qualification rules as I explained like it's it's uh you know two parts basically it will not work only when you define the qualification rules you also have to create qualification procedure to use that rule right so in this qualification uh rule record what it does is that you know what input data it is taking it so you have product ID uh parent product ID root product ID uh product ID it's if you know it's kind of a bundle or simple depends on you know how you want to enter this if it is a bundle then you have to Define these all of them it is simple you can just provide a product ID then the actual criteria so for this rule uh this decision table the column is you know max number of employees or minimum number of employees it could be also you know any other criteria kind of you know upper bound or lower bound column where you know it will check the condition whether you know that value falls under these range and then if it false then is qualified returned as a true right so this table will be used due under the qualification procedure so let's look into the qualification proc procedure as well okay so this is the qualification procedure uh one important thing to note here is that the context definition what context definition it is using um so when you are configuring this configuration procedure it is very important to se it is mandatory to select the context definition and on what basis you will select the context def definition depends on your business case like right how what data you want to use for that product qualification uh you know what kind of source data you want to bring in to evaluate that this Ru right so based on that you have to select the context definition so let's look into this so folks who have worked on V or know about V they would be aware of expression sets uh this is something similar uh here uh you know this this is an expression set and you can configure uh like I told that I have defined uh the uh the qualification rules with the decision table and uh the context definition so how it you will know that what context definition it is taking in here uh when you uh load open the resources you would be able to Able able to see that what data it is bringing in so you can see from the account ID contact ID number of employees it is bringing in catalog ID and basically this data is being used inside this qualification procedure uh it will uh you know take the product ID then it will look into this uh input table it will bring the number of employees minimum and maximum and basically evaluate this uh run this procedure during the run time and evaluate uh the input data coming in and make a decision whether uh you know it's the product is qualified or not so that's how the qualification procedure Works bring back to the screen again so hope that's uh you know the thing is clear on qualification rules and qualification procedure which uh bring me to the conclusion of uh the product catalog management okay so now now we are moving on to the next uh module which is Salesforce pricing um so let's talk about what is Salesforce pricing so Salesforce pricing is basically gives you the capability uh to you know streamline or optimize your pricing strategy it also gives you you know abil ability to customize your price your adjustment and you know create your custom formulas to reach on to your you know final net price of that product it basically uses you know different pricing calculations different pricing elements uh context mapping uh for as an input and you know all using all of them it basically ensures that you know your pro prices are um you defined properly in the system then it during runtime it also ensures that your products are priced correctly uh there are are different kind of rules under this sales prising which you know can be supported here uh for you know different kind of categories for uh for example you know price management involves price admins designer analyst uh demand managers price optimization uh uh is done by demand managers you know pricing analyst and price monitoring normally is done by the executives like you know account uh managers or CFOs and then price execution is the one where you know you your sales straps or you know buyers are involved in buying the product and then that's where your price uh execution happens uh it uh on the on my right side is basically uh you know is the design time uh homepage application page where you know you have uh all the entities uh where you can configure them we will look them uh you know in detail when we are doing the demo for it okay so let's move on to the next slide U this slides basically explain the key features of Salesforce pricing uh those are basically Contex Service pricing procedure rule pricing rules adjustment schedules discount calendar pricing recipe Omni chel pricing flow flows to invoke that pricing third party integration and cost book and price book so this all features you know uh makes what Salesforce pricing it is what it is and we will go through each one of them in the following slides starting with the context service so context Service uh let's let's understand it by an example that you know each business application uh during uh you know runtime execution needs some kind of input data to work uh on right so similarly that context service provides that input data to pricing to work on uh the execution and price that product correctly there are uh you know there are few entities under Contex service where you have to Define uh which makes it as a Contex Service uh and pricing basically your pricing procedures use this contact service to price uh that product correctly so it's it's kind of you know act as a layer in between your you know which is used during your design time and execution as well which gives you basically your input to you input to pricing uh procedure to you know work on the data which is used to price your products okay so that's that's the context service so let's let's uh let's dig it uh into you know into more uh detail for this context service what it is consist of how you can Define the context service okay so let's start with context definition uh context definition is basically you know it provides you common hierarchical or canonical layer to you know connect various pricing element or data sources which is you know supplied inside your pricing procedures so here on my right side you can see that's you know that's kind of a hierarchical or canonical structure which is telling you know which is basically adding the noes you are creating um creating the nodes under you know how you want your data to flow under each node right and then then this nodes will be used for as an input for the pricing right and then U after defining your context definition and noes you have to define context mapping so under those notes uh basically you also have to define the attributes uh for basically you know there could be um you know number of fields or number of inputs you want to use for your uh um to supply to your pricing to work you know to work on the pricing right so for that you have to tell the context definition where to fet the data from so that's where the context mapping comes into the picture what it gives you uh that the ability to map your notes and attribute to actual Salesforce object standard object or fields or custom object or custom fields right so here on the left side you can see are the noes and attributes defined under the card context definition and on the right side are the actual objects and Fields uh we want to get the data from so these uh connections shows that you know the card um node is connected to the code object and under the car node the attribute card price book is mapped to the price book two ID which is you know getting the data directly from the code object right so that's how you create your canonical structure and then you create a map to get the data mapped to those note from you know your standard or uh your custom objects all right so hope this context mapping is is clear uh because when we look into the demo we will look into in more details and I will show you how that is mapped and how this looks like uh I hope that would make it more clear okay uh so after defining your context service your context definition context mapping you have to define the decision tables so uh decision tables are basically uh you know used for your business rules your pricing rules your discounting rules so you have to basically Define you know what kind of input data you are going to store in the decision table so you have to basically you know map those field names uh whether it is input type what kind of uh data type these fields have and uh the conditions for this and finally once you map your you know all colums uh data types input and then you decide what output you would need from that decision table right and then this decision table will be used during you know your your design time when you are defining the rules and uh and also in the execution when you are you know when when pricing is executing and evaluating these conditions to basically get the final price of the product for an example uh you can uh think of you know volume discount table whether you know you you define uh The Columns you know uh and the rules under it so you for example uh a laptop or a product is purchased the quantity of that product you want uh you know uh to have it between 10 or 100 units and then you provide the discount based on this uh units purchase uh it could be 10% discount or X x% discount so basically this data is stored inside the decision table to you know work on uh the runtime and then provide an output or final uh discount type or final price from the decision table so um for FKS who are who have worked on Salesforce industry can relate uh these decision tables to you know our pricing metrics which you know which are used for attribute based pricing um and also you can relate uh it has some kind of similar functionality but it is in decision tables are kind of more had broad uh coverage uh you know in in rlm it also deals with your you know configuration rules qualification rules and pricing so it it has it is broader scope in under rlm okay so moving on to the next uh feature which is pricing recipe so pricing recipe basically you know uh enable users to create and manage uh detailed pricing strategies uh these recipes basically you know um what it does it basically tie up your objects and you know your lookup tables so it it uh it tells you know what kind of lookup tables are will be used during this pricing uh execution so you can you know hear an example is you know all uh under this uh default recipe NGP default recipe uh we have price book entries volume tier uh and other decision tables which will be used during the pricing uh calculation of a product right so U there are some predefined um prizing recipes available with the rlm or if you you know spin up your with partner benefit there are some predefined but you also have the capability to create your custom prizing recipe and you know your custom assign uh your custom decision tables under the pricing recipes and use that for your pricing so it's it's you can use it in both ways standard way and also if you want to customize you you can customize your for as per your solution okay moving to the next pring procedure so pricing procedure uh is basically a customized or ordered stack of pricing elements used to calculate the final price of the product so on if you see on my deck that these elements which I'm highlighting are the called pricing elements and under each pricing El ment you can Define you know what kind of input parameters are coming in what conditions you want to execute under each element and what would be the output of that uh element so these uh elements you can you know order doesn't matter it basically uh you know you depends on your use case or you know solution how you want to price that product and based on that you have the full capability to customize uh this pricing procedure according to use case and when the execution or during the run time it will basically go through each step of this procedure to finalize a price of that product it depends it could be you know four step five step or could be a long uh step complex structure of this procedure depends on your use case but this pricing procedures give you the capability to work on you know your standard object you can totally customize it you can use Uh custom objects to you know run your pricing through uh so it's it's uh quite quite was and quite you know robust solution to you know execute your pricing um again I just want to you know do a small comparison between you know how it relates to uh Salesforce industry so folks who have worked on Salesforce industry you can relate to you know uh when you configure pricing you have your pricing plan right under pricing plan you can create different pricing step you know you have your some standard pricing plan step and then you can customize add some custom pricing plan step also similarly uh in in rlm Broad catalog management you can you can use these elements and order them or customize their order and during the execution each element will be executed according to its condition and we will result into the final price okay hope that's clear on on the pricing procedure how it's behave what are the elements it use okay moving on to the next are price book and cost book so price book I think it's it's quite uh you know folks working on uh you know Salesforce they should know like what are Price Books uh you know it's basically standard uh uh you know price book which helps you to Define your selling price of the product so you can create a a different kind of price book under each price book you can you know create an entry for that product and Define its selling price for the product right so basically when uh your products are added to uh the cpq card it will take uh based on your pricing procedure it will uh take the list price from here and if there is some custom price then it will take the custom price from any other object so but but price book and and price book entries basically hold your uh predefined or selling price in in in the system on the other end cost books are uh basically you know it tracks your expense Associated while you know for creating that product or that fulfilling or Serv that service so uh product managers or account managers basically you know they have two types of uh prices defined in the system one is cost what is the cost the for that product when they are you know purchasing for any third party vendor or something someone else and when then Define it and then on top of that they add their margin and make a price which is called selling price which you will find under the uh uh price price book or uh price book entries right so that's how uh to uh you can Define price book and cost book as well and there could be two uh prices one is could be a cost and one is selling price and there could be a margin between both of them which can also be calculated uh in the pricing right so hope uh this concept is also clear to you moving on to the next slide uh pricing adjustment schedules so these uh pricing adjustment schedules are uh nothing but kind of you know the adjustments you provide to the customer or promotions and discounts you provide to the customer uh um during during the calculation of the price these pricing adjustments which are defined in your catalog will be used to calculate what kind of discount or adjustment you are giving for that product uh and and helps you to you know uh during the execution of price to determine the final price of that product so you can Define three types of adjustment um under product catalog management one is attribute based adjustment volume based ad adjustment and third is bundle based adjustment we will go to you know in each one of them in detail in the following slides let's move on so first uh let's discuss what is bundle based adjustment so um bundle based adjustment basically helps uh your customers uh you know buy or sell product as you know as a set or as a group um an example example could be you know a laptop uh Pro bundle in this uh screen so where you know you are you have the laptop Pro you want customer to buy a laptop Pro bundle but you also want to give a discount when customers buy printer bundle under which is a child of laptop Pro bundle so you want to reduce the price of printer bundle uh to probably x amount or uh X percentage or override it price completely depends on uh how you want to do it but the condition should be that this printer printer bundle should be purchased under the laptop Pro bundle so that is that's how um you you know you uh that's how the bundle adjustment Works bundle based adjustment work so you can relate this U to you know promotions in Salesforce industry so you know you you had the capability to define a promotion and then under bundle you can you know select what gets discount so similar way in bundle based adjust adjustment also gives you the capability to have a precondition of that bundle and then Define a a discount on any child of that b okay moving on to the next attribute based adjustment um so attribute based adjustment as the name suggests that you know it these are the adjustments all discounts provided based on the you know value of an attribute you select during uh your you know product configuration time so for an example you know if customer is buying uh a monitor with a specific display resolution such as you know one is one80 p uh the price will be overridden to $199 yeah so how it is defined in the system is basically you can see here on on the screenshot where you know it says that product would be the monitor then there is a rule for that attribute and under that rule you define you know that if the the monitor display type is X then override the price to this adjustment value right uh this is you know it's pretty cool feature I I liked it very much because uh you know uh I mostly I have worked on Salesforce Industries and uh there were so many use cases coming up where uh clients wanted to uh do attribute adjustment but we had to go to the custom way because of uh it it's not supported but now coming to the rlm uh it gives you the capability to even Define uh you know go uh at the attribute level to Define your discounts and you know override or you know provide provide the discount promotion uh to the customer based on that based on the attribute value of a product pretty cool right okay moving on to uh next next volume based adjustment so volume based adjustments are basically you know when you are encouraging customer to purchase uh bulk quantity um on from your store or from your website uh you are encouraging them to you know when you're are selecting bu quantity you will get some kind of discount so to give that kind of discount you have to Define volume based adjustment inside uh the product catalog how it works basically you define a decision table you have to select you know the criteria of that volume base whether it could be and you know the lower bound and upper bound basically uh you know relates to your quantity you are purchasing so in this example it is telling that if you if you are buying a product between the quantity 10 and 100 you will get 15% discount on the total amounts so for an example you know a customer is buy 50 laptops uh probably it's cost around you know $1,000 each each uh which makes it $50,000 but since the quantity you know is purchased between 10 and 100 units it's he is going to get 15% discount and you know when you apply the 15% discount the total cost becomes $42,500 right so that's how the volume based discount Works moving on to the next discount calendar another cool feature um of product catalog management here it you know gives you the capability to have or or a 360° view of a product of it its prices and the discounts it has so basically under product you can have you know multiple type of adjustments like I explained earlier volume based attribute based adjustment or bundle B based adjustment right so discount calendar basically shows you uh how these discounts or adjustment would be applied on the product and what what dates and how long it will uh run so in this example you can see you know this is a bundle based adjustment and it shows that of you know on September 1st 2024 this discount will start and it will go for uh the whole month and similarly it will also you know um you have the capability to Define other volume based and bundle based also so how it will show it will have basically a different uh bar horizontal bar which you have different color so you know Green will indicate it is volume based discount red will indicate it is attribute based discount and a blue bar will indicates as it is showing in this example bundle based discount right so this this also you know gives you a holistic view when you are if you are a product manager and you want to you know see how this product will behave when you you're launching a campaign or promotion you want to see how uh this discount will be applied how long it will be applied and how what kind of discounts it is it will give right so that's that's all about discount [Music] calendar okay so pricing rules are basically uh you know when you are um designing your pricing solution you have you know now different kind of capabilities defining the decision tables defining the discounts how uh this uh decision tables will work uh to you know on conditions what kind of input it needs and what kind of uh output it needs so all these um you know decision tables your adjustment rules discount rules are considered as pricing rules so you can achieve having all these rules you can basically achieve uh complex pricing uh simple pricing with or totally customized pricing right it depends on the business case you are doing it it pricing rules give you the capability to achieve uh the Target price you want for that product okay uh third party integration so we have uh under uh rlm we have different kind of apis for each component but uh we will today will focus on the pricing so pricing also has you know its own API is um defined and different kind of to you know um to execute different kind of functionality for you know executing the pricing defining the context uh you know checking out the pricing recipe you have different kind of um pricing apis uh listed here and pricing apis give you the capability to you know connect uh these apis to any um third party system where you can you know invoke these apis and you know use this price pricing API as a external pricing API and price that product on on your you know sales service portal or any other you know interface you have so Salesforce pricing gives you this capability as well to you know make it fully customizable and also you can uh you know execute this API call this API via Apex as well you know and I have just you know pasted a screenshot of U calling this ex um apis from a postman how you you know what kind of uh input body what kind of you know API it is so you can have this post configure this API as a postman collection and you can execute and test this API calling it from the postman right so it it it's make this pricing solution you know quite quite robust and you know uh quite configurable quite adaptable scalable where you know you have different kind of capabilities you know executing the pricing on platform and off plat platform as well moving on to the next Salesforce pricing and FL so uh you can also invoke uh this pricing procedure PR a flow so imagine a scenario you know you are on you you want to have you know you want to price a custom object and you have you know kind of a button custom button on that object you want to invoke the flow from there you can basically you know invoke it a configure a flow you have a predefined pricing action which is called sales pricing which requires you know a context ID and a pricing procedure name as an input uh which basically use uh will use your you know whatever input you have defined as your context definition to priz that custom object and provide you the final uh pricing for that product or that object right so you have the also capability you know of you know there are like two type of apis rest and you know headless so you you can basically Supply the context in the API or you can you know invoke it as a headless as well so it's give you both kind of capability okay coming to Omni channel pricing so Salesforce pricings basically give you the capability to price anything so name it you you have your standard object you have your custom object um you want to use different parameters based on your custom object custom fields or standard Fields you have the capability to you know extend some existing uh solution or design your own complete pricing customized pricing solution based on standard objects like codes order opportunities or any other custom objects and good thing is that you know it's not too difficult to do it because it doesn't require to code you you can you know use easy setup configurable setup to do it and basically uh you know uh you are ready with your solution just by you know configuring uh using configuration layouts and configuration uh methods and it it will basically your solution will be ready so you don't have to be train developer you don't have to know epex completely you can you know just work with the configuration right right that's that's really nice okay coming to the flow pricing end to end flow so how we have talked about all the features and entities uh it's going to uh your pricing solution going to use but how the flow Works how these flow you know entities comes into picture and you know how it is executed so uh here you can um see that you know on on the left block there are like data which is design time data which is used and consumed by the layer consum uh consuming layer which is you know it can be used by EPC cpq om CLM or any other app uh you want to use it can patch the data from for design time data from from the catalog then uh you have your you know um pricing tables promotions discount list price configured your pricings configured uh and then you have your pricing procedure which consist of you know different pricing ele elements and the order it execute and and the rules is execut and basically gives you the final price so how the flow will work you know you in on the platform you execute you create your code or order and you add the product into the card so once you add that product into the card or you configure that product with the attributes it basically going to invoke the pricing procedure which will flow through the defined pricing elements or ordered pricing element in the pricing procedure and execute that uh you know uh defined formulas defined calculation uh formulas what you have inside your pricing uh procedure uh go through each step and gives you the final price with you know it will utilize uh the data it will fetch the data from context definition it will fetch the data from you know the decision tables and executing uh and evaluating everything and executing each step and finally giving you the result it could be a list price contract price it could be a discounted price or attribute based price or volume discount right so that's how uh the flow works for pricing end to end okay so similarly with uh you know I as I explained in product catalog we also had you know similar entities which are where the names are similar mostly the names are similar uh but there are few entities which are different name uh or have different name in rlm but functionality functionality is similar to Industry cpq entities so uh like for example product selling model uh are you know pricing frequencies uh where you know it tells your product how it is built uh monthly quarterly or yearly then you have pricing adjustment schedules where you know in Industry cices promotion discount then attribute based adjustments are attribute based promotion bundle based adjustment are basically your promotions discount based on the bundle uh you have price adjustment tier which is which are basically volume based discount or promotion and finally the pricing procedure are similar to uh pricing plan in Industry cpq right okay so that's conclude our uh pres presentation and uh then now we will move on to the pricing demo and we'll see some action uh during the demo and realtime entities so let's move to the demo okay so we have gone through all the slides and you know details on the sales host pricing so let's look into the real time how this uh you know everything is configured or how it looks like into uh the system okay so uh in this a you can come into again app launcher and search for the price management app which will basically bring you to this page uh homepage here which you know list the entities you can configure under the price management Price Book pricing procedure pricing adjustment schedules product and then you have also have the guided setup so which is uh you know please note that it is very important before you go into configuring these elements you have to set up your pricing uh complete your pricing admin setup okay uh so for now I mean even before configuring these entities or these elements for pricing what we have to do is to you know complete the prerequisite or prepare the uh you know context or input data where these um these these entities will use okay so let's go and look into uh this so you have to go into the setup and uh basically type context so here you can see the context Service as I explained this is the building block or uh the foundation of your pricing service if it is not defined your pricing will fail it will not run so the prerequisite is to Define your pricing Define your context service for your pric ing first and then Define your all other elements for uh the pricing so let's uh before into going into the context service you have to come to context service setting uh you have to enable it uh to use uh the context definition once you enable this you can go into context definition and here you will basically it it will come with some preloaded uh context definition uh for just an example you cannot use this as uh you're you know during the run time it is just an example for uh you to refer so what you can do you have the option to you know basically go and clone or extend this context definition and then basically modify them right so as I explained the context Ser context definitions are basically used to build how your input data will flow to the pricing procedure right so we will look into one of the example here which is Salesforce transaction context extend uh normal details here name U effective date active important uh thing to notice here time to live so time to live basically Works something you know the concept of of caching right so it will it it is telling that this context will be available for available or it will be live in the system for the 10 minutes and then it get it will get refreshed so basically when you running your pricing or you are executing your pricing this context definition will be there in the memory for 10 minutes and then it will be refreshed again okay uh going to the structure so here you have the capability to define the canonical structure I was talking about uh previously you these are basically the nodes you want to you know flow in the data into right so under this each uh node you have the capability to basically Define these attributes so let me go and click edit so it will bring you in the normal configuration screen and here this screen will basically allow you to add this or create this canonical structure and the node name so here you're telling that I'm working in a sales transaction so your sales transaction could be uh either could be order or it could be a code depends on your you know business case so you you can create it's a different name for it as well so it doesn't matter but the thing is how you map it which objects you want to bring in that will matter okay so you can create um these uh canonical structure and under each canonical structure you have the capability to basically add the child underneath or add a sibling node beside it and that's how it will look like right and then when you configure doing uh uh you when you configure these nodes and complete configuration of this node you what you can do you can go to next and then you have the capability to define the attributes under each node so if I go into you know Salesforce transaction inherited you can see all these attributes are under this node and you know for example price adjustment status quote contract list price shipping City so all this information I want to bring in to my pricing procedure to basically price the product right it could be uh these many number of fields if you're pric if you want to have you know simple pricing depends on what input data you want to bring in uh you can uh configure the attribute accordingly right and then you have to Define what type of attribute it is uh how you know whether it will be used in input or output or it will be used in both input and output then what data type it has and any reference object right so here from here you uh have the capability to add this attribute going to the next so when you move to the ne uh next here you will Define the tags basically for each your node or your attribute uh name right so sales transaction is your node which you created during defining your context definition and this is the tag name basically it's right now it's same but you have the capability to you know re rename or change the name but important to note that that this tags will be used in your pricing procedure when you are you know configuring or developing your pricing procedure these tags will be used there so please uh you know configure uh accordingly uh so you know that you know what Texs are uh related to what and you can always come back and check and how what what text and what notes are related to each other right so the uh if I look into the let's in line item thing item details so you can see under item you have item details text related details line number quantity unit net price and related text for that node or attribute right so after uh doing all this configuration uh you will press save and this is how it will look like after the configuration right so this is only the half part uh you have created your uh context service you have created your canonical structure for that context definition then you have created nodes and attribute but how data will come to this nodes and attribute for that you have to define the mapping right context mapping so let's take an example of uh uh mapping here uh quotes entity okay let me open it so when you uh click map it basically will enter into this screen which is you know give which gives you the capability to basically map each node to the corresponding Source object here right if I H or any of the uh relationship you can see that What entity it is related to and if I go uh into account here so you you can see uh account is related to the node first node is you know this node is Source no Source node is sales transaction and Source object for that uh node is code so under C under this sales transaction node you have different attributes right under different attributes and you have the capability to map each attribute to its relevant Source field so for example uh for account it is uh it is mapped to the account ID under the code and then there are different other fields like status billing State and those are all mapped to its relevant Source field so that's how you basically Define the mapping to bring your data from uh the system or Source object or standard object or it could be a custom object right here you have the plus sign to basically add any uh field or any object under it and then basically map to your attributes and nodes and that's how during the runtime it will know or it will fetch the data from its source entities and evaluate it will be evaluated during your pricing calculation okay so yeah that's about all about the context mapping and then this interface is is really cool I mean earlier probably you have to Define um you don't have to you you don't have that kind of capability or visual uh view of this mapping you have to go and you know each entity and then map but this gives you in a very clear picture and and and uh capability to map uh uh this very easily all entities very easily right okay so that's all on uh the context mapping let's move to the next entity for decision labels okay so here uh basically uh again some of the decision tables will be coming as U you know pre-configured then uh you have capability to you know add your create your own custom decision table uh what you have to do basically uh let's look into the product qualification here you can Define the column names and um the fields it going to use for you know to data to bring in whether it is required optional uh it's lookup and The Operators and basically the output field so these decision table here you can def find the structure of the these decision tables and what type of decision tables you want to create you have you can create it here and then you are basically uh populating this decision table data during your configuration of uh either it could be your qualification rule or it could be your pricing rule it could be your adjustment uh bundle based adjustment attribute adjustments all all or any other entities right so that's how you have to define the decision tables moving on to the next entity let's go to the prising setup okay so for under sales for pricing setup you will find uh The Entity called pricing recipe right uh here you have the capability to Define this pricing recipe and you pricing procedure so this is uh basically this setup tells you that when the pricing is executed which pricing recipe is going to be used and what pricing re uh pricing procedure is going to use right um another important uh thing to note here is this job syn pricing data so what it does basically whenever you make any changes into the system uh into the design time for the any pricing Rel change you have to run this job to have uh to synchronize that data into the system and then only your pricing will work efficiently or accurately otherwise if there is some um uh mismatch in the data you it will result into error or your pricing will not work during the s sales process or quotation process then couple of uh items here uh pricing waterfall basically tells you uh when you look into into the code quotation screen it basically tells you how your price is calculated what are the entities involved in in into it so you can enable uh or disable both of them if uh you depends on how how your requirements are okay so so these are all the prerequisite you have to do before you jump into you know configuring uh the entities for or you know to define the prices so come here complete this setup and then basically move to your application called price management right so now here um you have the capability to Now define the pricing procedure so let's let me go into the pricing procedure so you have completed your context service context mapping context definitions you have completed your decision uh tables now it's time to define the pricing procedure so let's look uh into one of uh the pricing procedure let's open this again so this also uh the p uh the pricing procedure also needs context definition like I explained earlier we have to Define this U as a prerequisite and then you can select whatever context definition you have defined for your pricing you can select it here and and then you have the capability to create the pricing procedure here so it is right now for me it's created so I will open and uh we will go through how uh the this pricing procedure looks like into the system okay now now as explained that you know this this pricing procedure is consist of all the pricing elements uh ordered or stacked together in a sequential manner to go go through you know each step to you know fulfill the net unit price or uh the final price for any product right uh on the left side on this panel uh again this is a expression Set uh on the left side you can see the resources uh what it brings in so since we have selected the sales transaction context uh definition here you can see that it will bring all the sales I mean all the data or tags we have created under that that context definition and you can see all these tags here which will be used basically under uh you know in your input variable output variable here you can see this is a tag for output variable if there are any additional variable it will be used for let's say price book entries here you can see that these are the tags which are being used used for these pricing procedures okay uh coming back to the elements here so these are the predefined elements uh coming uh to you know um to work on your pricing or to add uh to your pricing procedure so these involves aggregate price assignments attribute based price bundle based price so these are like predefined structure or predefined element what input is going to use and what output it will bring in so you can uh basically you don't have to you know configure uh by your own or you you have to create your own you can basically use this predefined attribute if any of the criteria of your pricing satisfies this uh you know business case or these elements you can use these predefined elements to configure that pricing inside your pricing procedure right so this is this is how it looks like so uh this is the whole pricing procedure for you know I I would say it uh comes into the complex pricing structure but that could be uh also a simple pricing procedure you just want to you know price uh based on couple of uh fields or couple of attributes only use couple of objects you can you know simplify this pricing procedure into uh based on your criteria and you can invoke that pricing procedure from um from an API from the flow or from from you know uh directly from the platform or or Apex okay so hope uh this give you better picture on the pricing procedure and its elements and how you can use them going back to the homepage of price management and the next element is price book so I mean I think uh folks most of the folks would be aware of this U element price book it's basically you know helps you to Define uh the price the selling price so and this is how it looks like you can add or you can create new price list entry and you can add uh the products and Define the price for that then you can similarly you have the capability to Define your cost book which is basically as I explained it basically uh the cost is basically you know what products are you know or the products for the product manager how much this product cost and on top of that they can add some margin and sell their price and that selling price is configured inside the price book so you have the capability to Define both uh standard price book cost uh Price Books and cost books and then for and then respectively price book entries and uh cbook entries okay moving on to price adjustment schedules very important and very useful here so as I explained uh there are like three types of uh price adjustment schedules volume based bundle and attribute so let's look into each of them starting with volume based adjustment normal details here again you know destion effective date and all and what price book it is using then if you go into pricing adjustment tiers you will see uh entri or you have the capability to create a new uh pricing adjustment tier from here and basically fill out the details based on the conditions you are so let's look into uh one of the pricing adjustment here so this uh adjustment volume based adjustment basically is is telling that you know when you have your lower bound five and upper bound five which is basically nothing but quantity uh if the quantity range Falls in between five and 10 you will going to get the 10% discount for that product which is Monitor and the product selling model is one time so that's how you can configure the volume based discount here then going to the bundle based let's look same details and uh same interface here as well and uh basically the fields but configuration Fields would be different here so here you can uh you have the you know fields to configure what bundle it is what would be the parent product and what would be the actual product to give the discount on right so here this example it is basically saying that you should be a your product should be your your bundle should be laptop basic bundle and then the actual product which is getting discount is antivirus right and what type of selling model it is onetime selling model what type of adjustment it is uh amount absolute amount and then adjustment would be 49 so whatever the price um antivirus product has it will be uh it will be provided the adjustment value with ad adjustment with absolute amount of $49.99 or any other currency okay going to the attribute base adjustment uh same details here as well but the rules obviously the rules criteria would be different here uh so let's go into one of them again uh here you can see uh that you know you have uh the product where on which you want to uh give the discount and uh the rule here the important thing to notice it you have to attach the rule here uh to basically tell the condition what attribute uh and value it is using uh we will look into the this in a minute so coming coming here on additional details what type of adjustment type effective date and the adjustment value here right so these These are the details telling you that how long this adjustment will be available the type of adjustment and the value of the adjustment now let's look into the rule so let's look into this condition here so what this condition is selling is that on product when my product laptop is in the card and when I'm selecting the attribute battery and the value is this this uh string value when this condition matches then I'm going to get the discount right another example could be of you know customer wants to run a promotion for a specific iPhone model or iPhone uh storage type so it could be iPhone with uh you know storage type 512 gig we'll get the discount of X percentage or x amount right same condition you can Define it here for this kind of scenario right yeah so that's that's all on the uh price pricing adjustment schedules okay uh the next I want to highlight uh it to you that you know you also have the capability to uh invoke the pricing from the flow and let's look into one of the flow example here you can go into the flow flows here under the setup and then uh I have I have created a flow for this uh demo but you can you know create your own flow you can Define your own uh you know criterias or conditions Define the flow for this uh U flow so what it is using is basically a predefined uh predefined action which is which comes uh with the Salesforce pricing here you can see this is the predefined action here Salesforce pricing I'm using and what input it is using is the context ID so this is the context ID I'm am going to use and the pricing procedure name uh so I can invoke the flow uh from anywhere uh on from any object and basically I will provide the context to that that flow and the this pricing procedure will be used for this flow to price that product so this is how you can also you know configure flows to invoke the pricing uh invoke the pricing from the flow okay okay so let's Okay uh so next thing I want to explain you about third party Integrations how you can in integrate or invoke the apis uh using any kind of integration whether it is you know from uh Salesforce on platform you want to invoke this API from off platform so sales pricing gives you the capability of you know provides you the apis to uh invoke it from uh either third party system or from internally using Apex or integration procedures or any other means you know for where you can invoke these API so uh it has uh you can configure the you know if you want to test the API you can configure this Postman collection uh there are different type of apis for each entities but today we are as we are focusing on the pricing so here are the example of uh the core pricing you have you know you can get the details for uh price waterfall if you want to run the pricing you can invoke the post call uh with with uh supplying the information like you know context definition mapping ID and other details uh which is as as you know expect as a parameter so basically uh these you can execute you can you know call these apis outside and you know execute your pricing accordingly okay so this uh brings me to the conclusion of the Salesforce pricing as well so hope you guys have enjoyed uh watching this video and you know got some uh info on product catalog management and Salesforce pricing thanks for watching this over to you Gori all right thank you anuch for taking us through the product catalog management and Salesforce pricing and the demos hopefully that clears up all the functionality that's available there and now we will do a wrapup so if you're looking to get handson with Revenue life cycle management if you are a Salesforce partner or employee you can go to partner learning Camp from the partner Community go to the demo org tab at the top and choose um the demo or type of sdo or a simple demo org this will have um Revenue life cycle management enabled but mostly not configured so you'll have to set up some products their structure attributes Etc enable and configure Salesforce pricing Etc so if you want to kind of start from scratch with rlm do all the configuration and play around with it this would be the best option these ORS last for one year and you can raise a partner support case to extend them for um sh me do that again up all right thank you ano for walking us through um product catalog management or PCM and Salesforce pricing hopefully that clears up all of the functionality do it [Music] again all right thank you an for taking us through product catalog management and Salesforce pricing that really summarizes the functionalities that are available and we got a chance to see them in action so now I'll take us through a quick wrap up if you're looking at getting handson with Revenue life cycle management if you are a Salesforce partner or employee you can go to partner learning Camp from um the partner community on Partner learning Camp go to the demo org Tab and choose sdo as the demo org type sdo is simple demo org this has Revenue life cycle management enabled but it's mostly not configured so you'll have to set up products attributes rules pricing Etc um but this would be the best way to kind of start from scratch and go through the whole setup and configuration process um these orgs are available for one month and you can extend them for up to one year by um raising a partner support case the other option is that you can use the trial Force ID to spin up an or that has a lot of the setup already completed so some products some pricing Etc but you'll have to complete the rest of the um setup steps so this would be the best option if you want to get started as quickly as possible and start um tweaking and playing around with your use cases um you can go to the partner Community for Revenue cloud and look at the rlm partner pocket guide with details on that and the trial Forest ID as of filming this video in August uh 2024 we're not available we're not aware of options for um customers or others in the ecosystem to get hands on with rlm but knowing sales for course uh the enablement is a key part so we're sure it's on the way then in terms of the enablement resources um for rlm the best place to start is the Salesforce health documentation it's quite thorough and covers all of the modules that we covered today and that we'll cover in this whole series on trail head there is a module available for um Revenue life cycle management foundations and interestingly enough we can see some of the um Industries listed here you know maybe this is a sneak peek at what industry is RL will be addressing going forward um so far there are not other trail head modules but again we're sure they are on the way in the future if you're a partner or employee again check out the um partner pocket guide on the partner Community there's a getting Hands-On section with um links to a lot of great materials there and that's it for now um please do follow Apex hours follow me qori follow Anuj follow Stratus Carta for for more rlm um enablement content we would love to produce additional content for you guys if you have any ideas of something specific you would like us to cover please comment on this video comment on this post uh reach out to us directly we would be happy to record some more content just let us know what you would like to see um in terms of enablement resources for Omni Studio Omni Studio has been around for a while and luckily there's quite a lot available there is a great series on apex hours um for Omni studio with about 11 modules or so that goes through kind of an introduction goes through each of the different modules available in both a basic and advanced uh format um it covers the deployment piece on the out in best practices so this is kind of a a good quick start course for everything on the studio there's some great uh Salesforce help documentation there as well and a bunch of materials on trail head so if you're looking for Omni Studio specifically quite a lot available now and what's next so um in this session we covered the introduction product catalog and Salesforce pricing in the next session we will cover the product configurator or cpq dynamic revenue orchestration or drro and um an endtoend end user demo as well in the last session we will cover Salesforce contracts and document generation so stay tuned for both of those and finally please follow us on apex hours um on Twitter or X follow the account Apex hours use the hashtag Salesforce Apex hours check out the website Apex hours.com follow us on LinkedIn search for Apex hours and check out the YouTube channel where all of the materials are available so that's it for this session see you on the next rlm session thanks everyone and have a good day