10 Differences between Sales Cloud and CPQ, Blanka Doktorová

How to differentiate Sales Cloud and CPQ on first glance might be tricky if you do not know where to look and what to look at. You will know :-)

Managing the sales process within Salesforce is a common use case that can be managed with standart Sales Cloud. If you want to do entire quoting process you will find out Salesforce CPQ solution exists. What is then the difference if both can handle selling products?

You will see comparison of 10 different features, which Sales Cloud and Salesforce CPQ handle differently.

Simple question you will always remember if you should consider using Salesforce CPQ will be a cherry on top.

1. Blanka Doktorová 10 Differences between Sales Cloud and CPQ

2. 1. What is CPQ and how to differentiate at the first glance? 2. Differences Comparison 3. When to use CPQ and Revenue Cloud? 4. Questions Print Screens from Everybody’s Demo Org (EDO) https://www.salesforce.com/form/signup/freetrial-sales-and-service-cloud/ Presentation agenda

3. Salesforce industry since 2018 Consultant Webinars, Demos and Presales CPQ oriented for 5 years 8x certified Personal I love music and dancing Mother of 3, living in Brno, Czech Republic About me

4. Part of Quote-to-Cash Process Opportunity Quote Order Invoice Payment Revenue Salesforce CPQ Contract Salesforce Billing Pipeline

5. C onfigure P rice Q uote CPQ is a Managed Package with additional Licences Steelbrick Quote Quickly (Salesforce acquisition in 2015) CPQ or CPQ + (Advanced Approvals, Conga for CPQ, Docusign) The l ook and feel of the system is different CPQ utilizes Help texts and Descriptions Custom package screens What is CPQ in Salesforce

6. CPQ is an extension of Sales Cloud First glance differences Quote Icon SBQQ prefix on all Objects and Fields URL link of the records/objects Know the Difference

7. Comparison We are comparing “apples and pears”. And we know it . However, let’s dive in anyway! The i mage is a courtesy of Pauline Goense

8. 1 : Place for Sales Rep to work in

9. 2 : Product Guidance

10. 3 : Product Selection

11. 4 : Product Configuration

12. 5 : Generating Default Price

13. 6 : Discounting CPQ - Pricing Waterfall (four discount levels)

14. 7 : Price and Products summary

15. 8 : Document Generation

16. 9 : Product setup options

17. Licences Sales Cloud - mandatory for CPQ CPQ License / CPQ + License Billing Communities 10: Licenses and Access Rights Setup Permission Set Licenses Permission Sets License-Based Permission Sets

18. 11: Bonus: Approvals (CPQ+)

19. Difference Sales Cloud CPQ Place for the Sales Rep to work in Opportunity Quote Document Generation Drag and Drop HTML based Licenses and Access Rights included Licence and Permission Set Bonus: Approvals (Licence AA) One Chain Several Chains Differences - Admin

20. Difference Sales Cloud CPQ Product Guidance N/A Questions Product Selection List Hierarchy Product Configuration N/A configurable Product setup options only active enriched Differences - Products

21. Difference Sales Cloud CPQ Generating Default Price List Price only Default Pricing Discounting One Level Price Waterfall (4 disc lvl) Price and Products summary Opp. Roll Ups Deal Desk (Roll Ups, form.) Differences - Prices

22. Do I need CPQ? Compare the Costs and Benefits

23. Can you handle the Products combination Logic manually? Is there a Products matrix? Does the Client have a spreadsheet with Pricing calculations? Is the standardised output document branded? Evaluate the need

24. If a client needs to cover more than one mentioned area , it seems like a good fit for CPQ . C onfigure - Complex and dependent Product Catalogue P rice - Pricing logic/matrix Q uote - Standardized PDF is wanted When to use CPQ

25. Salesforce Revenue Cloud Salesforce Billing Salesforce CPQ Revenue Lifecycle Management Subscription Management REVENUE CLOUD Managed Package Salesforce Core

26. Questions?