When considering a CPQ (Configure, Price, Quote) solution for your organization, the features provided can make or break a decision. Among the many features available with Salesforce CPQ, Product and Price Rules offer many benefits for quoting complex products. These rules help ensure quotes are created the first time accurately, with the correct product features and prices.
When using CPQ, the first thing to do is to create product “bundles,” defining all the possible features available for a given product configuration. Product and Price Rules then help sales reps configure quotes for specific client requirements, only allowing valid feature selection, in several ways.
Product Rules
Product Rules define what features can and cannot be selected for CPQ products. They can even select features for reps. Product rules can be applied in four ways.
Product Selection Rules
Selection Rules intelligently select, deselect, show, and hide options based on a number of parameters. This can greatly simplify configuring CPQ complex products. They can be driven by prior selections within a bundle, for example, if option A is selected, and option B is no longer valid, a rule can deselect and/or hide the option from the rep. Or if option B is required, the rule can select and/or show an unselected or hidden option.
Product Validation Rules
Validation Rules work like standard Salesforce validation rules, and they prevent the rep from saving a record under a specific condition. They are similar to selection rules, but offer an error message to the rep, and can provide guidance on how to continue.
Product Alert Rules
Alert Rules are similar to validation rules, except the rep can continue without making changes. Typical use is to alert the rep when they have crossed a certain threshold that quote approval will be required.
Product Filter Rules
Filter Rules can dynamically filter available options in a given scenario, ensuring the correct options are available for selection.
Price Rules
Price Rules are more powerful than the name implies. Price rules can dynamically update product prices when the defined criteria are met. Price rules can be used to apply time-based promotional pricing on specific products.
They can also update any field on the quote line or the quote itself. They can dynamically apply a quote or quote line discount for a specific scenario. They can set a checkbox on the quote when a quote line discount exceeds a certain limit, requiring quote approval.
The above are only general descriptions and examples of how product and price rules can be applied when using Salesforce CPQ. StarrData has helped many clients configure CPQ and CPQ products, and has seen some creative ways of using rules to meet client requirements. Contact StarrData to find out how CPQ and its many features can provide value to your business.