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What is Salesforce CPQ?

CPQ stands for Configure, Price, Quote, and it refers to a software solution designed to help businesses streamline their sales quoting and proposal processes. Salesforce CPQ is a cloud-based solution provided by Salesforce which enables companies to automate the configuration, pricing, and quoting of their products and services. As a result, Salesforce CPQ helps businesses to reduce errors, increase efficiency, and improve the accuracy of their quotes, proposals, and orders.

What is the use of CPQ in Salesforce?

With Salesforce CPQ, sales teams can quickly configure products, prices, and discounts based on customer needs and requirements. The software also allows sales teams to create professional-looking proposals and quotes that can be customized with the company’s branding and messaging.

Salesforce CPQ is integrated with Salesforce CRM, enabling sales teams to transition seamlessly from the quoting process to the sales process. The software also provides analytics and reporting tools that allow businesses to gain insights into their sales processes, track performance, and identify areas for improvement.

What is the difference between CRM and CPQ?

CRM and CPQ are two different types of software solutions that serve other purposes in the sales process.

CRM stands for Customer Relationship Management, and it refers to a software solution that helps businesses manage their interactions with customers and prospects. CRM solutions are designed to centralize customer data, automate sales and marketing processes, and improve customer relationships. CRM software can help businesses manage leads, track customer interactions, and provide insights into customer behavior and preferences.

On the other hand, CPQ stands for Configure, Price, Quote, and it refers to a software solution that helps businesses automate their sales quoting and proposal processes. CPQ solutions enable sales teams to configure products and services based on customer needs, automate pricing and discounting, and generate accurate quotes and proposals. CPQ software can help businesses reduce errors, improve efficiency, and speed up sales.

In summary, while CRM and CPQ solutions can work together to improve the overall sales process, they serve different purposes. CRM software manages customer relationships, while CPQ software automates the sales quoting and proposal process.

Do you need Salesforce CPQ?

Whether a business needs Salesforce CPQ depends on its sales processes and requirements. Here are some factors to consider when evaluating whether Salesforce CPQ is necessary for a business:

  • Complex Products and Pricing: If a business offers complex products and services with multiple configurations, pricing options, and discounting rules, then Salesforce CPQ can help automate generating accurate quotes and proposals.
  • Large Sales Teams: If a business has a large sales team and generates a high volume of quotes and proposals, then Salesforce CPQ can help reduce errors, increase efficiency, and improve the accuracy of their sales process.
  • Time-Consuming Manual Processes: If a business’s sales team spends a significant amount of time manually configuring products, pricing, and generating proposals, then Salesforce CPQ can help streamline these processes and free up time for other sales-related activities.
  • Integration with Salesforce: If a business already uses Salesforce CRM, then Salesforce CPQ can seamlessly integrate with the CRM to provide a unified sales process.

Salesforce CPQ can benefit businesses that offer complex products and services, have large sales teams, or have time-consuming manual processes. However, each business’s needs are unique, and it’s essential to evaluate whether Salesforce CPQ is a good fit for their specific sales requirements.

How can CPQ increase revenue?

Salesforce CPQ can increase revenue for businesses in several ways:

  1. Accurate Quotes and Proposals: Salesforce CPQ helps businesses generate accurate quotes and proposals by automating the configuration, pricing, and discounting of their products and services. This can help sales teams close deals faster and reduce the risk of errors that can result in lost revenue.
  2. Upselling and Cross-Selling: Salesforce CPQ can help businesses identify upselling and cross-selling opportunities by suggesting related products or services during the configuration process. This can increase revenue by encouraging customers to purchase additional products or services that meet their needs.
  3. Improved Sales Efficiency: Salesforce CPQ can help sales teams work more efficiently by automating manual processes and reducing the time it takes to generate quotes and proposals. This can help sales teams focus on closing deals and generating revenue rather than spending time on administrative tasks.
  4. Data Insights: Salesforce CPQ provides analytics and reporting tools that enable businesses to gain insights into their sales process, track performance, and identify areas for improvement. This can help businesses optimize their sales process to increase revenue and improve customer satisfaction.

Overall, Salesforce CPQ can increase business revenue by providing accurate quotes and proposals, identifying upselling and cross-selling opportunities, improving sales efficiency, and providing data insights to optimize sales.

How do you implement CPQ in Salesforce?

Implementing Salesforce CPQ involves planning, configuring the system, integrating it with other systems, providing user training, testing, deploying the system, and providing ongoing support and maintenance. Therefore, a clear plan and involving stakeholders are essential to ensure a successful implementation.

Implementing Salesforce CPQ involves several steps, including:

  1. Planning: Identify the business requirements, stakeholders, and project scope. Create a project plan that outlines the timeline, milestones, and deliverables.
  2. Configuration: Configure Salesforce CPQ to meet the business requirements. This includes creating product catalogs, pricing rules, discount schedules, and quote templates.
  3. Integration: Integrate Salesforce CPQ with Salesforce CRM or other systems as needed. This includes mapping fields and data between systems, setting up workflows, and testing integrations.
  4. User Training: Provide user training to the sales team and other stakeholders on how to use Salesforce CPQ. This includes training on product configurations, pricing, and generating quotes and proposals.
  5. Testing: Test the Salesforce CPQ implementation to ensure it meets the business requirements and works as expected.
  6. Deployment: Deploy the Salesforce CPQ implementation to the production environment. This includes performing user acceptance testing, data migration, and ensuring that integrations work correctly.
  7. Post-Implementation Support: Provide ongoing support and maintenance for the Salesforce CPQ implementation. This includes monitoring system performance, troubleshooting issues, and updating as needed.

Is Salesforce CPQ hard to learn?

Salesforce CPQ can be challenging, especially for users unfamiliar with Salesforce CRM or complex pricing structures. However, Salesforce CPQ is designed to be user-friendly and intuitive, with a visual interface that makes it easy to configure products and generate quotes.

The difficulty level of learning Salesforce CPQ depends on several factors, including the complexity of the business requirements, the size of the product catalog, and the pricing rules and discount schedules.

Salesforce provides extensive documentation, training resources, and a user community to help users learn how to use Salesforce CPQ. In addition, many third-party training providers offer courses and certifications in Salesforce CPQ.

To learn Salesforce CPQ, it’s crucial to have a solid understanding of Salesforce CRM and its data model, as well as the business’s pricing and product catalog requirements. It’s also helpful to have experience with other pricing and quoting systems and understand pricing strategies and methodologies.

Salesforce CPQ can be challenging to learn, but many resources are available to help users get up to speed, including documentation, training resources, and a user community. A solid understanding of Salesforce CRM, pricing strategies, and business requirements can help users learn Salesforce CPQ more efficiently.


Salesforce CPQ can help you streamline your sales process and improve customer relations. With Salesforce, you can go beyond standard configured price quote solutions. Automate quotes, collect payments, manage subscriptions, view and adjust terms and generate reports from a single tool. Additionally, Salesforce CPQ is completely cloud-based and 100% mobile compatible. All you need is a connected device, and you’re on your way to optimizing your sales process, closing deals faster, and maximizing your sales.

If you’d like to learn more about how Salesforce CPQ can help your sales process and accelerate your deals, we invite you to look at eClouds product pages and contact our team with any questions or concerns. The best part is that it’s free to try for 30 days if you’re still figuring out what you want!

In fact, eClouds was rated 4.9 out of 5 in customer satisfaction based on reviews by Salesforce Community members and feedback gathered in project satisfaction surveys.

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