Salesforce CPQ

Module 1: Introduction to Salesforce CPQ

• What is CPQ and why it transforms the quote-to-cash process
• Salesforce CPQ vs Revenue Cloud: product positioning
• CPQ data model: products, price rules, quote line items
• CPQ installation and initial configuration in a Salesforce org
• CPQ user interfaces: quote line editor and guided selling
• CPQ licensing and Salesforce Billing overview

Module 2: Product Catalogue & Bundles

• Product setup: product families and product feature categories
• Product options: required, optional, and selected-by-default
• Bundle configuration: product bundles and nested bundles
• Configuration attributes: feature options and option constraints
• Product rules: validation, selection, alert, and filter rules
• Dynamic bundles and product configurator design

Module 3: Pricing Architecture

• Price books integration with CPQ
• Pricing methods: list price, cost plus, percent of total
• Discount schedules: volume-based and subscription-based discounts
• Price rules: calculated fields and pricing adjustments
• Block pricing and tiered pricing structures
• Price waterfall: understanding how CPQ calculates net price

Module 4: Quote Configuration & Templates

• Quote object: CPQ quote fields and field mapping
• Quote line editor: configuration interface customisation
• Quote templates: branded PDF generation using CPQ templates
• Template sections: product line items, terms, and custom content
• Dynamic content: conditional sections based on quote data
• Digital signatures integration with CPQ quotes

Module 5: Approval Processes & Workflows

• CPQ approval rules: discount threshold approvals
• Approval chains: sequential and parallel approval routing
• Advanced approvals package vs native Salesforce approvals
• Quote status workflow: draft, in review, approved, and presented
• Email notifications and approval reminders
• Approval analytics and bottleneck identification

Module 6: Subscription & Renewal Management

• Subscription products: subscription terms and pricing
• MDQ (Multi-Dimensional Quoting) for subscription pricing
• Contract creation from CPQ quotes
• Renewal quoting: automated renewal opportunity creation
• Amendments: adding, removing, and changing subscription lines
• Co-termination: aligning subscription end dates

Module 7: Salesforce Billing Fundamentals

• CPQ to Billing: the quote-to-cash workflow
• Order generation from CPQ contracts
• Invoice scheduling and automated invoice generation
• Payment terms and payment processing integration
• Revenue recognition rules in Salesforce Billing
• Billing analytics and revenue reporting

Module 8: CPQ Administration & Certification

• CPQ administration: package settings and calculation modes
• CPQ performance optimisation: calculation limits and caching
• CPQ testing: unit tests for price rules and product rules
• Data migration for CPQ implementations
• Salesforce CPQ Specialist certification preparation
• CPQ implementation case study: end-to-end quote-to-cash scenario

Salesforce CPQ Specialist Certified Consultants Our Salesforce CPQ instructors hold the Salesforce CPQ Specialist certification and have implemented CPQ for technology companies, manufacturing firms, and subscription businesses with complex product catalogues, multi-tiered pricing, and global discount approval requirements.

Revenue Operations & Quote-to-Cash Expertise Trainers understand the complete revenue operations lifecycle — from sales process design through CPQ configuration to billing and revenue recognition. This end-to-end perspective is critical for CPQ implementations that genuinely transform sales efficiency.

Complex Pricing Architecture Specialists CPQ's pricing engine is powerful but complex. Our instructors have designed pricing architectures for organisations with hundreds of products, sophisticated volume discounting, and multi-currency global pricing requirements.

Subscription Business Model Knowledge Many CPQ implementations serve subscription and SaaS businesses. Our trainers have deep experience with subscription terms, amendment workflows, co-termination, and renewal automation — the CPQ features that matter most for recurring revenue businesses.

Cross-Functional Implementation Leadership CPQ implementations require alignment between sales, finance, legal, and IT. Our instructors have led cross-functional CPQ projects, giving learners insight into the stakeholder management and change management challenges that make or break CPQ rollouts.