I hope everyone had a great weekend. Summer 21 actually went live in the second…
1. Salesforce Spring 22 Features – Lightning Sales Cloud, Einstein Sales Cloud, and General Enhancements
6. Salesforce Spring 22 Features – Manufacturing Cloud & Rebates Management
Spring 22 rolled out to everyone last weekend, but we’re still working on the last of the write-ups for the release. The Spring releases are always tough to be ahead of with the release notes coming out during the holidays and then things like Super Bowl weekend, etc. take away valuable writing time. At least I’m not writing this one during a blizzard like a few of the Spring ones already (although it is really really cold – just finished walking the pooch and I was definitely rooting for her to find that special spot to pee).
In our previous posts, we covered all of the core clouds and dove into Flow as well as Field Service. For this post, we’re diving into one of the Industry Clouds, Manufacturing Cloud, and one of its add-ons Rebate Management. Manufacturing Cloud has come a long since it came out over two years ago. For our Summer 21 Manufacturing Cloud write-up, we went very heavily into what Manufacturing Cloud does for manufacturers so we won’t repeat it here, but it’s definitely worth a read if you’re a manufacturer and wondering why you’d look at this.
Let’s get into what Spring 22 brings. I’ve broken the post out between Manufacturing Cloud and Rebates Management, otherwise, the order is based on what I think is the most interesting. Alt-J rolled out a new album two weeks ago so I have that blasting while I write. It’s a super-chill album with some great songs. Might be their second-best album, but need to digest a bit more to make that call. Alright, here we go.
- Manufacturing Cloud for Service – This was announced in Winter 22, but it was really launched as part of Spring 22. Salesforce did a launch release for this right before Spring 22 went live (which we were a part of!) that actually covers what’s included in more detail than the release notes do. With this, the biggest new capability is the ability to track the revenue coming from the service side of the manufacturing house. Not all manufacturers have this – like you don’t typically provide service for ball bearings for example – but a lot of manufacturers drive a significant portion of their revenue from the service side. This could be service contracts, ad hoc repair work, or even servicing parts. All of these revenue streams can now be reported on within Manufacturing Cloud. With this, manufacturers can now see a complete picture of their revenue streams and track expected revenue vs. actuals. For the Sales side of Manufacturing Cloud, one of the key features is the ability view run rate business over time and be able to immediately take action if you see a customer slowing or even increasing their order volume. The service side of the business isn’t immune to these same issues – and in a lot of cases you might be even more blind to what happens there. Just because you have a customer that orders what you manufacture, it doesn’t mean they are buying the repair parts or the service contracts from you. They might be going to a 3rd party who is cheaper. Typically this is a high-margin business you want to protect so with Manufacturing Cloud, you can now see if customers that were purchasing your parts or using you for maintenance repairs suddenly start dropping off. Mostly like this isn’t because they don’t need the parts – it’s probably because they just found an alternative. This will let your service sales team jump onto these and try to save them before it’s been too long. Love that service is finally included here and looking forward to seeing this expand over the next releases.
- Measure Groups – I like this new feature a lot. If you’re really starting to use Manufacturing Cloud, you’ve probably started to build out a bunch of different measurements to track and your forecast grids are getting a little unwieldy. Measure Groups solves this problem by giving you a way to create your own groups to bucket your measurements in. Within your grid you now have a Measure Group filter that you can use to select a measurement group and only those metrics within that group will be visible. It looks like a measurement can be in multiple groups which really lets you break these up as you’d like. Great way to simplify your view – and this coupled with the next one makes the forecast grids even more powerful…
- More Granular Forecasts – Your forecasts can now be even more granular as we now have the ability to generate weekly forecasts. Previously you could only do monthly, quarterly and annual forecasts. With weekly forecasting, you can really drill down into deeper forecasting to detect trends. This is probably only useful for those manufacturers with a high volume of orders where a weekly swing will make a big difference – but for those manufacturers, this is critical. One thing to note – in order to use this you will need to enable custom fiscal years.
- Include more in Your Sales Agreements – This is a big new feature, especially for manufacturers that have a lot of SKUs. Now you can up to 1,500 different products or product categories within a single Sales agreement – up from 200. In addition you can now have up to 72 different schedules. Previously you could only have 18 schedules. This is a huge bump up – and we already had customers that were getting creative to get around these limits. Love seeing the expansion here.
- Update Forecasts from Experience Cloud – The Manufacturing Experience Cloud template gets expanded with Spring 22 as well. Now you can give partners access to Forecasting functionality via an Advanced Forecasting tab. Partners can now provide Forecasts that will flow directly into Manufacturing Cloud forecasting. Especially if you rely heavily on a distribution network to drive your sales, this gives you the ability to get much more real-time and detailed forecasts.
- More Flexible Forecast Calculations – If you’re using a custom advanced account forecast object to drive your forecasts, your work just got a bit easier. Previously you needed to leverage the CalculateAdvancedForecasts invocable action within Flow to drive your forecast calculations, but with Spring 22 you can now create triggers with your data processing engine instead. This definitely simplifies the process of calculating these and gives you a lot more flexibility in how to build your forecasts.
As a reminder, we did a webinar digging into Rebates Management when it first came out back in early 2021. New features have obviously been added since, but the webinar still gives you a great overview of what Rebates Management can do for you. Basically, if you have a rebates program and you’re still managing it via a spreadsheet, you should take a look. Save yourself a ton of time and pain automating the process. Spring 22 has a few new features as well making it even easier.
- Visualize your Rebates Progress – With Spring 22, Rebates Management gets a nice component that visually can show your sales reps, rebates management team, partners, or even customers where they are at in their rebates progress. The component will visually show the current progress against a rebate type, the amount they need to add to get to the next tier (if applicable), and the total projected rebated amount for the current year. This component can be added to any eligible object that is driving the rebate calculations like orders, opportunities, account, or even a sales agreement.
- New Rebates Orchestration Flow – The Rebate Orchestration Flow has been improved with Spring 22 and now includes a new flow called Rebate Orchestration Flow 2 (The sequel? The revenge?). This orchestration leverages some new batch jobs that will calculate the rebates much quicker than the first one. It’s basically a simpler and easier-to-use process. If you’re already a rebates customer, we recommend taking a look at this and switching over once you’re tested it out.
- View Detailed Information About Aggregate Rebate Transactions – This feature is pretty in the weeds, but it’s a key new enhancement for rebates management. We now get an Aggregate by Member with Aggregate Item Details (that’s a mouthful – if we ever needed an acronym, it’s now – AMAID) data processing engine that will allow you to get to the exact transactions list that made up the rebate or payout. Previously, you could see the calculated values, but you couldn’t get to the underlying details of what got you there. This is critical for when someone is questioning your calculation and you need to provide the details to them, or if you’re trying to do your own audits of the calculations. You’d launch this from a flow you can create and run as needed.
Alright, that’s a wrap for Manufacturing Cloud and Rebates Management. It’s very nearly a wrap for our Spring 22 write-ups as well. We have one more to go that we are working on to dive into Workforce Engagement. Instead of doing just a blog post though, we’re looking at building out a webinar as well, so this one might be a bit out. As always, if you are interested in learning more about any of the above, or want some help with some of these new features, reach out to us and one of our Solution Architects will get right back to you. Thanks for reading!