How to Successfully Implement Revenue Cloud & What CPQ Certification May Not Teach You, Michaela Tomaskova

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Salesforce’s Revenue Cloud platform is crucial for businesses seeking revenue growth and sales process efficiency. While CPQ certification provides technical preparation for this platform, it is not enough to guarantee a successful implementation. This presentation will discuss key components for implementing Revenue Cloud, including defining a sustainable product catalogue, mapping the sales process, customising the CPQ Data Model, and considering recurring revenue options. Attendees will gain valuable insights and tips (beyond the technical know-how) for implementing Revenue Cloud successfully and effectively.

Technology

How to Successfully Implement Revenue Cloud
& What CPQ Certification May Not Teach You

#CD2023 @CzechDreami
n
Sales & Revenue Cloud Practice Lead at bluez.io
Michaela Tomášková
Let's get
in touch

Quote Product-to-Cash on a Single Platform
Select &
Configure
Price &
Quote
Propose &
Contract
Order &
Renew
Bill &
Collect
Analyze &
Forecast
Opportunity
Sales Cloud
Revenue
Cloud
CPQ
Billing
Challenge
Implement Revenue Cloud in a “clean” way
with an option to scale the solution in the future

0Understanding the
Data Model
Key
Forecasting

1 Understanding the
Sales Process
Mapping As-Is
Sales Process
Translation to
CPQ Data Model
Revenue Cloud
Endless options
Single Source of Truth &
Defined Process Steps

2 Product Catalogue
Model
Raw Data
Price Books
Recurring & Non-recurring Products
a) Renewals/Evergreen Subscriptions
Leading Products
Bundles
Bundle Logic

Product Logic
600 Products of
4 product lines organised in 22
bundles
Product Rules:
a) Validation rules
b) Selection rules
c) Filter rules
d) Alert rules
Price Rules

3 Objects & Features
a.k.a do we need them all?
Order
Object?
Advanced
Approvals?
Contract
Amendments?
Opportunity
Potential sale
Quote
Product &
price details
Order
Promise to deliver
Order Activation
Kick off process
Fulfilment process?

3 Objects & Features
a.k.a do we need them all?
Order
Object?
Advanced
Approvals?
Contract
Amendments?
Key Features of Advanced Approvals
a) Smart Approvals
[skipping tier once approved]
b) Requiring Approvals
[reps visibility]
c) Delegated Approvers
[OOO]
d) Replacing Approvers
[replaced with one click]

3 Objects & Features
a.k.a do we need them all?
Order
Object?
Advanced
Approvals?
Contract
Amendments?

4 Licensing
CPQ CPQ+
Product Bundles & Configurator ✅ ✅
Product & Pricing Rules ✅ ✅
Guided Selling ✅ ✅
Usage Pricing & Quoting ❌ ✅
Order Management ✅ ✅
Contract Amendments ✅ ✅
Advanced Order Management ❌ ✅
Advanced Approvals ❌ ✅
CPQ vs
CPQ+
CPQ for
Community
Subscription
Management

Q&A
Key Takeaways
Understand
how your
client sells
Allocate enough
time with the right
audience to model
Product Catalogue
Align with
licenses
Successful
Implementation!
Don't use all CPQ
features if you don't
have to

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How to Successfully Implement Revenue Cloud & What CPQ Certification May Not Teach You, Michaela Tomaskova

1. How to Successfully Implement Revenue Cloud & What CPQ Certification May Not Teach You

2. #CD2023 @CzechDreami n Sales & Revenue Cloud Practice Lead at bluez.io Michaela Tomášková Let's get in touch

3. Quote Product-to-Cash on a Single Platform Select & Configure Price & Quote Propose & Contract Order & Renew Bill & Collect Analyze & Forecast Opportunity Sales Cloud Revenue Cloud CPQ Billing Challenge Implement Revenue Cloud in a “clean” way with an option to scale the solution in the future

4. 0Understanding the Data Model Key

5. 0Understanding the Data Model Key

6. 0Understanding the Data Model Key

7. 0Understanding the Data Model Key Forecasting

8. 0Understanding the Data Model Key

9. 0Understanding the Data Model Key

10. Understanding the Data Model Key 0

11. 1 Understanding the Sales Process Mapping As-Is Sales Process Translation to CPQ Data Model Revenue Cloud Endless options Single Source of Truth & Defined Process Steps

12. 2 Product Catalogue Model Raw Data Price Books Recurring & Non-recurring Products a) Renewals/Evergreen Subscriptions Leading Products Bundles Bundle Logic

13. Product Logic 600 Products of 4 product lines organised in 22 bundles Product Rules: a) Validation rules b) Selection rules c) Filter rules d) Alert rules Price Rules

14. 3 Objects & Features a.k.a do we need them all? Order Object? Advanced Approvals? Contract Amendments? Opportunity Potential sale Quote Product & price details Order Promise to deliver Order Activation Kick off process Fulfilment process?

15. 3 Objects & Features a.k.a do we need them all? Order Object? Advanced Approvals? Contract Amendments? Key Features of Advanced Approvals a) Smart Approvals [skipping tier once approved] b) Requiring Approvals [reps visibility] c) Delegated Approvers [OOO] d) Replacing Approvers [replaced with one click]

16. 3 Objects & Features a.k.a do we need them all? Order Object? Advanced Approvals? Contract Amendments?

17. 4 Licensing CPQ CPQ+ Product Bundles & Configurator ✅ ✅ Product & Pricing Rules ✅ ✅ Guided Selling ✅ ✅ Usage Pricing & Quoting ❌ ✅ Order Management ✅ ✅ Contract Amendments ✅ ✅ Advanced Order Management ❌ ✅ Advanced Approvals ❌ ✅ CPQ vs CPQ+ CPQ for Community Subscription Management

18. Q&A Key Takeaways Understand how your client sells Allocate enough time with the right audience to model Product Catalogue Align with licenses Successful Implementation! Don't use all CPQ features if you don't have to

19. Thank you

How to Successfully Implement Revenue Cloud & What CPQ Certification May Not Teach You, Michaela Tomaskova

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