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Salesforce Summer 20 Features – CPQ

Summer 20
1. Salesforce Summer 20 Features – Lightning Sales Cloud, Einstein Sales Cloud and Force
2. Salesforce Summer 20 Features – Service Cloud, Einstein for Service, Einstein Bots and Field Service Lightning
3. Salesforce Summer 20 Features – Communities, myTrailhead & Quip
4. Salesforce Summer 20 Features – CPQ
5. Salesforce Summer 20 Features – Pardot
Salesforce Summer 20

Although CPQ’s Summer ’20 release was delayed due to COVID-19, it’s well worth the wait. In part 1 we covered the more general Sales Cloud features and in this post we’re going to deep dive into the CPQ features. This is a big release for CPQ – more flexibility around the processing of rules in the product configurator is something we have been voting up on Ideas for a long time. There is also a critical change that needs your review – the transition from managed package licensing to permission set-based licensing. More info on those along with the other release highlights are below.

Improved Rule Processing in the Configurator! There are two big enhancements around the processing of rules within the Configure Products screen.

  1. Price Rules are now able to evaluate conditions against inputs from configuration attributes to trigger actions – previously users had to Save and proceed to the Quote Line Editor to see pricing changes based on updated attributes. This enhancement allows changes to trigger immediately within the configurator. This should be a huge time saver
  2. “Apply Rules” button from the Configure Products screen. We realize we’re dorks but this one is really exciting. Similar to Calculate or Quick Save in the Quote Line Editor, users will now have the ability to run all rules within the configurator with the click of a button. This allows for an alternative to “Apply Immediately” which runs rules one at a time and can cause user annoyance.

Both enhancements will improve user experience for all quotes, but specifically quotes leveraging large configurations. In large configurations where you regularly change or validate many price rules, these will help speed up quoting by firing all these rules within the product configuration screen.

Automatically Expand/Collapse Product Bundles
This is another improvement for users, but this update is in the Quote Line Editor screen. Previously this option could only be enabled by Salesforce Customer Support, now Admins will be able to configure Product Bundles to automatically be expanded or collapsed by default in the QLE. For large quotes, nested items can take up a lot of screen real estate, appear cluttered, and make for some intense scrolling. Now, Admins can customize their Salesforce org’s view, enhancing user experience within the quote line editor.

A collapsed bundle
An expanded bundle
Changes for Organizations Offering Usage-Based Pricing Salesforce CPQ is continuing to expand their ability to handle multiple pricing models.

  1. Consumption Rates and Evergreen products – If you’re an org that uses Consumption Rates for usage-based products, they can now be used with evergreen subscriptions. This is a great enhancement that will streamline renewals and billing of evergreen products. Take for example a monthly evergreen subscription – previously users would have to renew at the parent subscription every month to tie out to a consistent billing process. Products can be ordered, CPQ will automatically create usage summary records associated to the order product consumption schedule, and now users can manually add these records for as long as the product is active. This should make for less work and an easier input to your billing system
  2. Enable Manual Edits for Quote Line Consumption Rates – users can now make manual edits to existing quote line consumption rates for usage-based products. Previously, changes required a quote calculator plugin. Now, the upper bound, lower bound, and price can all be edited in the quote line editor to easily customize each deal.

Salesforce Admins – Take Note!
There are a few changes you need to be aware of when maintaining CPQ.

  • Permission sets and License changes – CPQ will now transition from managed package licensing to permission set licensing. You actually won’t be able to upgrade to this current release until you review your org to ensure it’s ready. To help, CPQ added a tool in your org to help you prep for the change – your org is only ready for the new package upgrade when your Managed Package License configuration is correct and every CPQ user has an assigned Salesforce CPQ License.
  • This also covers adding new object permissions for quote documents. To use the quote’s Preview Document button, users now require Create and Edit permissions on the quote document object.
  • CPQ also added a new restriction that prevents users from creating a new amendment with a start date prior to an existing amendment’s start date. Creating backdated amendments this way can cause incorrect quote line totals. Now you can also add a new field to the quote line editor field set to display the earliest valid start date.

Don’t let the length of this post deceive you; there are some meaty updates here! A big shoutout to Louis Tedesco on our CPQ team for helping to pull together this post. As always, if you want to ask some questions or look into how to roll-out any of this functionality, please reach out and we’ll have an Architect get right back to you. Next up will be some big updates coming to Pardot!

Jacob is the Director of Quote-to-Cash practice at Gears, dedicated to delivering best-in-class solutions to his clients. When he’s not saving the world with technology, Jacob loves singing, playing the violin, and writing music.

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