Even in today’s digital age, producing accurate pricing is still a challenge for many organizations. Outdated quoting and ordering systems rely on manual entry, resulting in quoting and pricing inefficiencies and underwhelming customer experiences.
The solution? CPQ software. CPQ, or Configure, Price, Quote software, is a sales tool companies can use to provide accurate pricing with any given product configuration scenario. CPQ applications take into account optional features, customizations, quantities, and discounts, allowing sales reps to quote prices quickly and accurately.
While CPQ was originally used in industrial manufacturing to configure complex product sets, it's quickly catching on in industries like Telcom, Media, and High Tech. As organizations continue to move to the cloud and streamline operations and costs, CPQ is no longer cost prohibitive. A recent Gartner report estimates that the CPQ application market grew by 15.5% in 2019, to an estimated $1.42 billion.
Salesforce CPQ in particular is one of the most popular CPQ software tools available. Hosted within the Sales Cloud platform, Salesforce CPQ seamlessly integrates with the Salesforce CRM platform to help customers manage all of their customer data in one place.
But before you assume that implementing Salesforce CPQ will consist of just a few clicks and you’ll be good to go, you should consider a few things first. In this post, we’ll outline some common challenges with managing CPQ data, and how customers can use OwnBackup to streamline CPQ development changes.
Here are three challenges you’re likely to face when it comes to configuring your CPQ data
1. Maintaining data relationships
Unlike other Salesforce packages, the majority of CPQ configuration is stored as data, so migrating changes to CPQ between environments involves data and metadata. While metadata can be moved relatively easily between environments, the number of data relationships between CPQ objects makes it difficult and time-consuming to deploy changes between environments.
For example, a single price rule can be used on multiple products and can create multiple records that require you to maintain the relationships when seeding environments. And it’s not just pricing that can be a challenge to manage. Products themselves can become very complex when needing to make changes to bundles, nested configurations, product rules, attributes and much more.
2. Keeping data fresh
CPQ data changes all the time. Whether it’s Price Rules, Summary Variables, Product Rules, Quote Templates, or other configurations, Admins are constantly forced to keep up with changing requirements. Often, the development cycle outpaces the ability to refresh the sandbox to get the latest data that fits those new requirements.
For many Salesforce CPQ customers, integrating a billing solution like Salesforce Billing to their org is a next logical step in managing all selling and billing on one platform. An integration like this one will certainly require CPQ data to be reconfigured, so being able to quickly refresh your sandbox is key.
3. Keeping data confidential
Due to the complexity of CPQ data and all of the possible features available for a given product configuration, many organizations choose to use an outside partner to help them with the initial implementation. While this is typically recommended, it’s worth pointing out that by doing this, you’re giving more people outside of your organization access to your data.
Providing unauthorized access to confidential information can be a huge liability for a company, and can easily happen easily when testing with real data.
If you’re like most organizations deploying CPQ, you have an extremely complex configuration, involving lots of different criteria to take into consideration. Because of all of the complex relationships between the data, implementing new products or making changes using manual data load processes can be difficult and time-consuming.
With OwnBackup Enhanced Sandbox Seeding, you can streamline CPQ development cycles and save hours-if not days-populating sandboxes with ready to use CPQ data. Rather than having to start from scratch each time they want to seed, you are able to create reusable templates for specific use cases. This way , you can start with only the specific data they need and then add more data later, rather than beginning with all data and trimming down.
To learn more about OwnBackup’s sandbox seeding capabilities, schedule a custom demo below.