Salesforce Introduces Lightning Order Management to Commerce Cloud

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2021 Docmation
Leverage Customer- Specific Pricing In
Salesforce B2B Commerce CPQ and Billing
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Overview
The CPQ sales market will only continue to grow
throughout 2020, at a CAGR of the compound
annual growth rate of about 20, according to
the Market Guide for Configure, Price and Quote
Application Suites by Gartner.
The customizability of pricing and quoting of
products for specific customers is one of the
most valued B2B ecommerce features
today. However, very few B2B CRM and ecommerce
platforms provide this feature internally.
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Salesforce CPQ Features for Customer-Specific
Pricing and Services
Salesforce CPQ solutions have already taken
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the B2B market by storm. In terms of CRM
and B2B commerce, Salesforce has already
established itself as a market leader.
The Salesforce.com or SFDC billing and
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CPQ solution is based on the Steelbrick
billing and Q2C software.
Given below are the different ways you can
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use Configure Price Quote Salesforce
software to empower your sales team in
providing customized options to your clients.
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Product Catalogue Optimization
One of the most useful features you get is the
Salesforce CPQ configuration of products and
product catalogues. Salesforce CPQ allows sales
reps to handle complex product catalogues to put
together the most set up for the client. Creating
customized offerings is often a headache for the
sales team because it requires them to navigate
complicated pricing charts and rules. It can lead
to discrepancies in the final invoice or
inconsistent quotes. If your clients find out
that you do not have command over your product
details, they will never have the confidence to
buy from you. The CPQ billing Salesforce software
takes this possibility out of the equation to
allow you to market and suggest custom solutions
with conviction.
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Pre-Configured Bundles
One of the pros of CPQ Salesforce is that it
allows sales representatives to create and
configure product bundles beforehand for their
customers. Based on your knowledge about a
customer or the latest market trends, you can
have customized or even static bundles
pre-configured and ready to present to a
suitable opportunity with the Salesforce billing
integration. It has several advantages. Firstly,
you save a lot of time when dealing with a
customer, thus streamlining the customer journey
management. You also get the opportunity to
upsell and cross-sell intelligently based on
analytics instead of intuition only. Moreover,
you might be reusing a bundle for several use
cases, thus reducing the wastage of resources
and time on the same process every time.
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Product Rule Compliance
The client will refuse to pay more even after
knowing the truth, as they forged the deal based
on the initial proposal and are not responsible
for the employees mistakes. The Salesforce
billing platform eliminates this risk by
ensuring that at each step of the sales process,
from product configuration to price description
to quoting to invoicing, every applicable rule
is complied with.
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Usage-Based Discounts and Offers
It is quite common for B2B companies to
offer usage-based offers and discounts to
their customers, usually to the loyal and
major ones. Questions like, how much value
will be provided and what additional product

• can be supplied as an incentive, or
• What kind of deal for future transactions would
  be most lucrative to a customer, must be decided
  based on several factors like buying history,
  market trends, the clients business outlook,
  etc.
• The Salesforce billing software incorporates all
  relevant elements to help sales representatives
  make discount offer decisions better and in a
  more intelligent manner.

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Subscription Transactions
Contract Amendments
Invoice Configurations
The Salesforce subscription billing feature
provides powerful capabilities to enable CPQ
for B2B subscriptions.
When a client requests amendments in their
contract, it indicates that the current terms
and conditions are no longer suiting them.
The Salesforce billing module allows your sales
team to create custom invoices according to the
demands of the client.
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Salesforce CPQ Integration
Not every company will be able to have a smooth
ride that integrates the Salesforce CPQ and
Billing software into their system, especially
the smaller ones. If the Salesforce CPQ
implementation guide is not doing it for you, it
is wiser to consult a Salesforce CPQ specialist
to get the job done. Docmation is the premier
Salesforce CRM, Commerce Cloud, and CPQ expert
to help you set up your Salesforce CPQ system.
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