Student Guide CPQ Administration
Table of Contents Overview ................................................................................................ ............................ 3 Welcome to Acme! ................................................................................................ ............. 4 Acme Communication Services Division Division (CSD) Scenario ............. .................... .............. .............. .............. ............. ............. .............. ......... .. 4
CPQ Foundations .............................................................................................................. 5
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Exercise #1 Navigating to the CPQ Console ................................................................................... 5
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Exercise #2 Creating Standalone Products ..................................................................................... 5
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Exercise #3 Creating a Price List ..................................................................................................... 6
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Exercise #4 Creating a Price List Item ............................................................................................. 6
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Exercise #5 Creating the Product Catalog ....................................................................................... 7
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Exercise #6 Defining the Product Hierarchy .................................................................................... 7
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Exercise #7 Associating Standalone Products to Categories ............. .................... ............. ............. .............. .............. ............. ........... ..... 8
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Exercise #8 Adding the Catalog to the Price List ............................................................................. 8
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Exercise #9 Running Category Maintenance Update ...................................................................... 9
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Exercise #10 #1 0 Creating a Quote to Validate Standalone Products ........ ............... .............. ............. ............. .............. .............. ......... .. 9
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CPQ Configurable Products & Constraint Rules............................................................... 10
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Exercise #1 Creating Bundled Products ......................................................................................... 10
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Exercise #2 Associating Bundled Products to Categories ............................................................. 11
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Exercise #3 Running Category Maintenance Update .................................................................... 11
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Exercise #4 Creating Option Groups .............................................................................................. 12
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Exercise #5 Adding Options to the Option Group .......................................................................... 12
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Exercise #6 Applying the Option Group to the Bundled Product .............. .................... ............. .............. .............. ............. .......... .... 13
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Exercise #7 Creating Price List Items for Bundled Products ......................................................... 14
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Exercise #8 Validate Configuring a Quote/Proposal w/Bundled Products ............. .................... .............. .............. ......... ..15 15
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Exercise #9 Creating a Product Field Attribute .............................................................................. 15
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Exercise #10 Creating an Attribute Group...................................................................................... 16
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Exercise #11 #1 1 Associating an Attribute Group Grou p with a Product ............. .................... ............. ............. .............. .............. ............. ......... ... 16
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Exercise #12 Validate the Product w/Attributes ............................................................................. 16
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Exercise #13 Creating a Constraint Rule ....................................................................................... 17
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Exercise #14 Creating a Constraint Rule Condition ....................................................................... 17
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Exercise #15 Creating a Constraint Rule Action ............................................................................ 18
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Exercise #16 Validate the Constraint Rule ..................................................................................... 18
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CPQ Pricing Rules ................................................................................................ ........... 19
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Exercise #1 Creating a Price Dimension for Subscription Term ............. .................... .............. .............. .............. ............. ........... ..... 19
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Exercise #2 Creating a Price Matrix for Telephone Service .............. .................... ............. .............. .............. .............. ............. .......... .... 20
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Exercise #3 Validate the Price Matrix ............................................................................................. 21
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Exercise #4 Create a Price Dimension for Customer Rating ......................................................... 21
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Exercise #5 Creating a Price Ruleset ............................................................................................. 22
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Exercise #6 Creating a Price Rule Entry ........................................................................................ 23
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Exercise #7 Validate the Pricing Ruleset ....................................................................................... 23
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Appendix ................................................................................................ .......................... 24 Attributes & Advanced Pricing ........................................................................................................ 24
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Overview Introduction
Apttus provides powerful, flexible tools that you can use to streamline your quote generation process. This guide will help you learn the concepts and tasks necessary to setup and administer the Apttus Configure, Price & Quote application. Apttus CPQ Administrators are individuals who are responsible for maintaining and managing product catalogs and pricing. Configuration settings presented in this workbook provide a starting foundation for working with Apttus CPQ.
Prerequisite Knowledge
This course assumes that you have a basic understanding of the Salesforce environment and infrastructure as well as a Salesforce (SFDC) account with administrator privileges & Apttus CPQ licenses. Knowledge of relational database concepts can be helpful but is not required.
Objectives
After completing this course you will be able to: Articulate Basic Product and Pricing Concepts. Configure the Apttus CPQ engine with products, price lists, a category hierarchy and price list items. Configure bundled and standalone products as well as product attributes. Configure product selection behavior using constraint rules. Configure for complex pricing scenarios using price dimensions, price matrices and price rule sets.
Terms & Definitions
The following are terms that will be used frequently throughout this course:
Organization/Org: A deployment of Salesforce that has a defined set of licensed users. Your organization includes all of your data and applications, and is separate from all other organizations. Objects: A definition of a specific type of information you can store in Salesforce. Some objects are native to Salesforce (such as Contacts or Accounts) while others are specific to Apttus functionality (such as Proposals or Agreements). Records: A collection of fields that store information about a specific item of a specific type (represented by an object), such as a contact, an account, or an opportunity. Quote/Proposal: The Apttus custom object used to record information about a specific quote for a specific Opportunity and Account. The tab for the object is presented as “Proposals: and the record is stored as a Quote/Proposal. CPQ Console: The CPQ Console allows you to manage most product and pricing functions. Product Console: The product console helps administer product properties and associate products with other CPQ artifacts.
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Welcome to Acme! Acme Communication Services Division (CSD) Scenario Throughout these exercises you will play the role of a CPQ administrator for Acme's new Communication Services Division (CSD). Acme was previously a business-to-business company but is now also a provider of consumer telecommunications offerings such as television, internet, telephone and home security services. In setting up their consumer offerings and pricing, Acme has decided to utilize the Apttus CPQ engine to control the pricing and packaging of products in order to maximize revenue and help sales agents understand the best selections for their customers. Our scenario includes the following details:
Acme will bundle their products into a Double Play (any two products) as well as a Triple Play bundle (any three products included). Acme automatically includes an installation fee for any CSD product quoted. Acme has a tiered pricing model for their Telephone Service. The longer the subscription term on a quote, the lower the monthly rate will be. A discount is applied to all CSD products quoted based on the rating of the Customer Account. Acme's internet service is offered with various speeds and the price will automatically be adjusted.
As the scenario unfolds, Apttus CPQ will adapt to the specific use cases presented by Acme. We will start with basic configuration settings required to co nfigure a quote/proposal. Then move on to more “intermediate” concepts and configuration settings and, finally, more advanced CPQ configurations. There are four basic constructs within Apttus CPQ:
Products: A product or service that can be sold on its own as a standalone item, an option of other products, or as part of a bundled product. Apttus utilizes the standard Salesforce Products2 table to store product records and Apttus-specific fields on those records that manage the behavior of products. Price Lists : Containers of items that are grouped in a price list. A price list controls which products are visible to the end user. A price list contains several price list items; each linked to a product. A product can be set up with one or more price list items. Price List Items : Each price list item includes the list price for the product including details of cost such as per unit, flat price, one time, recurring, and more. Each price list item also represents the different ways that a customer is charge d for a product; for example: license fees, implementation fees, etc. Price list items are categorized into Pr ice Lists. Categories: Categories are high-level logical groupings of products. Their grouping affects the way the end user sees them for selection in a product catalog. A category is created for browsing products in the selection pages or they can be created for creating options groups for a bundled product. Products are associated to a category through a category hierarchy. Category hierarchies are maintained using the Hierarchy Manager. They are also used to total the product prices into logical groupings.
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CPQ Foundations Exercise #1 Navigating to the CPQ Console The CPQ Console allows you to manage most pricing and product functions for Apttus CPQ. The CPQ Console will be your starting point for most of the exercises performed in this course. Step 1 2
3 Result
Action Login to Salesforce.com with the credentials provided. From the Salesforce.com application menu in the upper right corner of the screen, select Apttus Product Setup. Click on the CPQ Console tab. The CPQ console screen is visible, including the Product Management, Price Management and Rule Management sections.
Exercise #2 Creating Standalone Products In this exercise you will create standalone products that represent the purchase of Acme Internet Service, Television Service, Telephone Service and Home Security Service (along with an installation fee, of course!) and can be included in a generated proposal. Step 1 2 3 4 5 6 7 8 9
Result
Action From the Product Management section of CPQ Console, click Add Products . In the Product Name field, enter Internet Service < y o u r i n i t i a ls >. Check the Active checkbox. In the Configuration Type field, retain the Standalone selection. In the Product Family field, retain the CSD Products selection. Click Save. From the Product detail page, select the Clone Button. Change the name to Telephone Service < y o u r i n i t i a l s > and click Save. Clone this product and create three more products called Cable TV Service < y o u r > and Installation Fee < y o u r i n i t i a l s >. i n i t i a l s >, Home Security < y o u r i n i t i a l s Five standalone product records with the Conf iguration Type of “Standalone” are created.
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Exercise #3 Creating a Price List In this exercise you will create a price list for the new Acme products that you created in the previous exercise. Step 1 2 3 4 Result
Action From the CPQ Console, click Add Price Lists from the Price Management section. In the Price List name field, enter CSD Price List < y o u r i n i t i al s >. Ensure the Active button is checked. Click Save. A CSD Price List is created.
Exercise #4 Creating a Price List Item In this exercise you will add the new Acme products to the price list by creating a price list record for each entry. Product pricing is as follows:
Internet Service - $19.99/month Telephone Service - $19.99/month Cable TV Service - $19.99/month Home Security Service - $19.99/month Installation Fee - $150/one-time fee
Step 1 2
3 4 5 6 7 8 9 10 11 12 13
Action From the CPQ Console, click Manage Products from the Product Management pane. Locate the Internet Service product that you created in the Recent Products pane and click its hyperlink to edit the record. Click the Product Console button. Click New Price List Item from the Prices section. In the Price List field, type CSD and click the lookup magnifying glass icon to search for the price list you created earlier. Select CSD Price List < y o u r i n i t i a l s > from the Lookup Search Results. The value populates the Price List field. Type 19.99 in the List Price field. Select Subscription Fee in the Charge Type dropdown menu. Select Recurring in the Price Type dropdown menu. Select Monthly in the Frequency field Select Per Unit in the Price Method dropdown menu. Make sure the Active checkbox is checked and click Save. Repeat this exercise for the Telephone Service , Cable TV Service , Home Security Service products and use the prices above for the List Price field for each respective product. For the Installation Fee product select: Installation Fee in the Charge Type field, One Time in the Price Type field, Flat Price in the Price Method Each from the Price Uom dropdown menu. The four Acme standalone products along with the installation fee are added to the price list. In the following exercise you will begin constructing a product catalog for these products.
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Exercise #5 Creating the Product Catalog Categories are used to create a product hierarchy which defines the structure of the prod uct catalog. In this exercise, you will create a basic catalog for Acme’s CSD products. In order to enable an end user to select products from the product catalog, you must a ssociate the products to a Category Hierarchy and a Price List.
Step
Action
1
From the CPQ Console, select Add Categories from the Product Management pane. Enter CSD Offerings < y o u r i n i t i a l s > in both the Category Name and Category Label fields. Ensure the Active box is checked. Retain the Offering selection from the Type dropdown menu. Click Save. A CSD Offerings catalog is created. In the next exercise you will continue defining your product catalog with the Category Detail page.
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Exercise #6 Defining the Product Hierarchy Now that the catalog is created, a hierarchy of available products is needed. In this exercise, we will create a simple hierarchy within the CSD Offerings catalog. The Hierarchy will look like this: CSD Services o Standalone Services o Bundled Services
Step
Action
1
From the CSD Offerings detail page (open from the previous exercise), click the Hierarchy Manager button. Click the Add Sub Category button. A New Category entry page appears. Type CSD Services in the Label field. The Name field will auto populate from the Tab key.. Check the Expanded by Default checkbox and retain the Include in Totals View checkbox. Click the Save button. When the page refreshes you are presented with the CSD Services edit page, and a hierarchy tree to the left of the editor. Repeat the exercise (steps 2-6) to create sibling branches under CSD Services called Standalone Services < y o u r i n i t i a l s > and Bundled Services >. < y o u r i n i t i a ls A product hierarchy for CSD Offerings with branches for Standalone and Bundled services is created.
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Exercise #7 Associating Standalone Products to Categories The new Acme products must be associated to categories in order for them to be displayed on the configuration page of any quote/proposal that Acme's sales staff wants to generate. In this exercise, we will add the CSD standalone products to the standalone branch of the CSD Offerings catalog.
Step
Action
1
From the expanded hierarchy tree on the left side of the page, click the Standalone Services hyperlink. Scroll down the page and use the search filters below the Add and Remove tabs to locate the new Acme CSD products. Click Advanced Options , select Product Name from the Field dropdown menu, contains from the Operator dropdown menu, and enter your initials in the Value field. Click the Search button. Check the boxes next to each of the four Acme CSD standalone products (leave Installation Fee off for now), then click the Associate button. Click the Remove tab to verify that the four CSD products are associated to the category. Your Standalone Services category contains the CSD products.
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Exercise #8 Adding the Catalog to the Price List A price list must be associated to a category for the products to be displayed in the category page. In this exercise you will associate your Acme CSD price list to the CSD Offerings catalog.
Step
Action
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From the CPQ Console, select Manage Price Lists. Click the CSD Price List < y o u r i n i t i a l s > hyperlink from the Recent Price Lists view. Hover your cursor over the Categories related list link and click the New Price List Category button. Type your initials (with an asterisk before the first initial) in the Hierarchy field and select the magnifying glass/look up field. Select CSD Offerings from the Search Results pane. Click Save. The CSD Offerings catalog is now associated to the CSD Pricelist.
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Exercise #9 Running Category Maintenance Update Before we can create an Opportunity and Proposal to test our products, we need to run a category update. Category Maintenance Updates will update any change made to select Categories.
Step 1 2 3 Result
Action From the Batch Updates Application, click the Category Maintenance tab. From the Hierarchy list, select CSD Offerings < y o u r i n i t i a ls > and click the Update View button. The Batch job will be listed under the Batch Jobs section towards the bottom of the page. Your update is finished once the Status is at Completed and 100%. Your category has been fully updated and any change made put into effect.
Exercise #10 Creating a Quote to Validate Standalone Products Before validating your standalone products, create an Opportunity record and a related Proposal record. You may use an existing Account record or an account that you create for these exercises.
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From the Salesforce.com application menu in the upper right corner of the screen, select Apttus Proposal Management. Click the Proposals tab. The tab for the object is presented as “Proposals” and the record is stored as a Quote/Proposal. Click the New button above the Recent Proposals pane. Enter ACME CSD Proposal < y o u r i n i t i al s > in the Proposal Name field. Click the magnifying glass icon next to the Account field and search for ABC. Select an account name of your choosing from the Lookup window. Click the magnifying glass icon next to the Opportunity field and search for ABC. Select an opportunity name of your choosing from the Lookup window. Type CSD in the Price List field and click the magnifying glass icon to search. Select the CSD Price List < y o u r i n i t i a l s > from the results in the Lookup window. Click Save. Click the Configure Products button in the Proposal Actions section. Click on the Standalone Services category and then click Add to Cart next to each product (Cable TV Service, Home Security, etc.). Click the Go to Pricing button. Review the items in the cart and click Save. The Standalone Products, catalog and pricing are configured and ready to be used on a proposal record.
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CPQ Configurable Products & Constraint Rules Bundled Products In Apttus CPQ, bundled products represent a combination of standalone products that offer added value to the customer while increasing overall sales. Apttus uses an option group to combine product options and then associate that group to a bundled product. The steps to create a bundled product are: 1. Create the Bundled Product record. 2. Add the Bundled Product to the Catalog. 3. Create or identify the products to be bundled (Option Products). 4. Create an Option Group Category. 5. Add Option Products to Option Group. 6. Associate the Option Group to Bundled Product. 7. Add all products to Price List.
Exercise #1 Creating Bundled Products In this exercise you will create the product entries for the Double Play and Triple Play bundled products that Acme now offers. Step 1
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Action Change to the Apttus Product Setup application. From the Product Management section of CPQ Console, click Add Products . In the Product Name field, enter Double Play < y o u r i n i t i a ls >. Check the Active checkbox. In the Configuration Type field, select Bundle. Check the Has Options and Must Configure checkboxes. Click Save. From the Product detail screen, click the Clone button to make a copy of this bundled product that will serve as the Triple Play product - enter this name along with your initials in the Product Name field. Click Save. Two bundled products are created; later in this course you will further define the combinations of standalone products that comprise these bundles.
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Exercise #2 Associating Bundled Products to Categories Just as in the previous exercise, the new Acme bundled products must be associated to categories in order for them to be displayed on the configuration page of any quotes/proposals. In this exercise, we will add the CSD bundled products to the bundled services branch of the CSD Offerings catalog.
Step
Action
1 2 3 4
Navigate to the CPQ Console tab Click the Manage Categories link and select your CSD Offerings category. Click the Hierarchy Manager button Select the Bundled Services category from the hierarchy tree that is to the left of the Edit Category CSD Offerings pane. Scroll down the page and use the search filters below the Add and Remove tabs to locate the new Acme CSD bundled products. Click Advanced Search , select Product Name from the Field dropdown menu, contains from the Operator dropdown menu, and enter your initials in the Value field. Click the Search button. Check the boxes next to each of the two Acme CSD bundled products, then click the Associate button. Click the Remove tab to verify that the two CSD bundled products are associated to the category. Your Bundled Services category now contains the CSD bundled products.
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Exercise #3 Running Category Maintenance Update Category Maintenance Updates will ensure these products are offered within the catalog. Step 1 2
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Action From the Batch Updates Application, click the Category Maintenance tab. From the Hierarchy list, select CSD Offerings < y o u r i n i t i a ls > and click the Update View button. The Batch job will be listed under the Batch Jobs section towards the bottom of the page. Your update is finished once the Status is at Completed and 100%. Your category has been fully updated and any change made put into effect.
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Exercise #4 Creating Option Groups Option Groups categorize and contain Options. Options are associated to Option Groups, and Option Groups are further associated to products, thus linking Options to a bundled product. Next, we’ll create a CSD Option Group that can be applied to the Double Play and the Triple
Bundles.
Step 1 2 3 4 Result
Action From the CPQ Console, select Add Categories Type CSD Option Group < y o u r i n i t i al s > in the Category Name and Label fields Select Option Group in the Type field Click Save. A CSD Option Group is created.
Exercise #5 Adding Options to the Option Group Next, we’ll select the products that should be part of the CSD Option Group. The options for this
group and bundle are the CSD products that we created in our previous exercise: Internet Service, Telephone Service, Cable TV Service and Home Security Service.
Step
Action
1 2
From the CSD Option Group detail page, click the Hierarchy Manager Button Scroll down the page and use the search filters below the Add and Remove tabs to locate the new Acme CSD bundled products. Click Advanced Search , select Product Name from the Field dropdown menu, contains from the Operator dropdown menu, and enter your initials in the Value field. Click the Search button. Check the boxes next to the CSD Option products (Cable TV, Home Security, Internet Service, Telephone Service), then click the Associate button. Click the Remove tab to verify that the four CSD services are associated to the category. Click Save The CSD service products are now added to the CSD Option Group.
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Exercise #6 Applying the Option Group to the Bundled Product Next, we’ll apply the Option Group to our Triple Play and Double Play products.
Without this association, the bundles will not have any options.
Step 1 2 3 4 5 6 7 8 9 10 11 Result
Action From the Products tab, navigate to the Triple Play product record. Click the Product Console button In the Catalog section of the page, click Manage Bundles/Options. Click Add/Remove Option Groups Select CSD Option Group < y o u r i n i t i a l s > by checking the box next to the group name. Click Associate Click the Update View button (underneath the option group association on the left panel) to run a bundle maintenance job. You will receive a message: “ Success: Fast Mode Completed Successfully!” Navigate to your Triple Play product record. Click the Product Console button. Click Manage Bundles/Options . Click on CSD Option Group < y o u r i n i t i a l s > on the top left. Type 3 in the Min Option and Max Options fields. Click Save. Repeat steps 1-10 for the Double Play product. Use 2 for the Min/Max Options The CSD Option Group for the Triple Play product requires 3 option selections, while the Double Play will require 2 option selections.
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Exercise #7 Creating Price List Items for Bundled Products In this exercise you will add the new Acme bundled products to the price list by creating a price list record for each entry. Product pricing is as follows:
Step 1 2
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Triple Play Bundle - $44.99/month (24 months) Double Play Bundle - $29.99/month (24 months) Action From the CPQ Console, click Manage Products from the Product Management pane. Locate the Triple Play product that you created in the Recent Products pane and click its hyperlink to edit the record. Click the Product Console button. Click New Price List Item from the Prices section. In the Price List field, type CSD and click the lookup magnifying glass icon to search for your CSD price list. Select CSD Price List < y o u r i n i t i a l s > from the Lookup Search Results. The value populates the Price List field. Type 44.99 in the List Price field. Select Subscription Fee in the Charge Type dropdown menu. Select Recurring in the Price Type dropdown menu. Select Per Unit in the Price Method dropdown menu. Select Monthly in the Frequency dropdown menu. Make sure the Active checkbox is checked and click Save. Click Edit to edit the new Price List item record. Select the Defaults tab, set Default Quantity to 1 and select the Is Quantity Read Only checkbox. Set the Default Selling Term to 24. Select the Options tab and check ‘Price Included in Bundle’ for each Option in the CSD option group. This setting allows the pricing for the Triple Play to be set at its List Price, 44.99 and not as a combination of the options. Click Save. Repeat this exercise for the Double Play product and assign a price of $29.99 The new Acme bundle products are now specified in the price list for Acme's CSD.
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Exercise #8 Validate Configuring a Quote/Proposal w/Bundled Products Use the same Proposal record that you used to test the Standalone Product for this exercise. Step 1 2
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Action Navigate to your ACME CSD Proposal record Click the Configure Products button in the Proposal Actions section. Click Add More Products if you land on the cart page to return to the catalog. Click the Bundled Services branch of the Catalog. Click the Configure button next to a bundled product to test the configuration. Select the Options for each in the Options Configuration page. The Options are displayed in the My Options pane on the right. Click the Go to Pricing button. Review the items in the cart and click Save. You have created line items in the cart for CSD Bundled products. Click the triangle next to the Bundle to expand and display the options selected.
Attributes Attributes are used to associate certain features to a product. Examples of common attributes are color, size, weight etc. Attributes are associated to a product either to drive pricing or simply stored for informational purposes against the line item. Attributes are associated to products through Attribute Groups. Attributes are added to products by creating a product attribute field, creating a product attribute group and then associating an attribute group to a product. Acme offers a choice of 10mbps, 25 mbps, and 50 mbps for the Internet Service product. In the following exercises, we’ll create an Attribute for the Internet Speed on the Internet Service product.
Exercise #9 Creating a Product Field Attribute We must create product attribute fields in the Product Attribute Value object to represent an attribute. These attribute fields are then associated to a product via attribute groups. In this exercise you will create a Product Attribute field for Internet Speed first. Step 1
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Action Navigate to Setup >> Create >> Objects . Click on the Product Attribute Value custom object. From the Custom Fields & Relationships related list, and click New. Use the field creation wizard to create a Picklist field called Internet Speed < y o u r initials >. Create values for 10mbps | 25 mbps | 50mbps . Check the Use first value as default value checkbox and click Next. Accept the defaults for field level security and page layout, click Next and ensure the checkbox under Add Field is checked. Click Save. A Product Attribute Value field is created.
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Exercise #10 Creating an Attribute Group Attributes are associated to products using Attribute Groups. We’ll create the Attribute Group for
Internet Speed next. Step 1
2 3 4 Result
Action From the Apttus Product Setup menu, select the Product Attribute Groups tab and click the New button in the Recent Items pane. Type InternetAttributes < y o u r i n i t i a ls > in the Group Name field. For Business Object, ensure Select Product Attribute Value is selected. Select Internet Speed < y o u r i n i t i a ls > in the field dropdown for Sequence 1.0 Click Save. An Internet Service Attribute Group is created with attribute fields associated to it.
Exercise #11 Associating an Attribute Group with a Product There are two final steps; associating the attribute group to product and enabling the product for attributes. We must associate the attribute group to our product for displaying the attributes (features) on the attributes page of the shopping cart. Any product record that uses attributes must have the “Has Attributes” checkbox selected as well. Step 1 2 3 4 5 6 7 Result
Action Navigate to your Internet Service product record from the Products tab. Click Edit. Check the Has Attributes checkbox, then Save. Select the Product Console button. Scroll down and select Attributes under Additional Data. Select the Manage Association button. Select the checkbox next to Internet Attributes – < y o u r i n i t i a l s > Click the Add button. The Internet Service product has a configurable attribute for Internet Speed.
Exercise #12 Validate the Product w/Attributes Add the Internet Service product to your test proposal and configure the Internet Speed for this proposal. Step 1 2 Result
Action Navigate to your test quote/proposal record and select Configure Products. Select Configure next to Internet Service < y o u r i n i t i a l s >. A Configure button is present on the selection and the Internet Speed is configurable for the product.
Attributes can be used in Price Dimensions and Price Rules to drive pricing adjustments based on the configuration on the proposal.
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Constraint Rules We can affect the product selection on a proposal by using Constraint Rules. Constraint Rules drive automatic inclusion, exclusion, recommendation or replacement of products selected on the catalog page. Constraint rules are defined by rule conditions and rule actions. A rule is considered to trigger, or be effective, when the rule conditions are met. Each Constraint Rule is composed of three parts; the Rule Detail, the Rule Condition and the Rule Actions. Validation type rule actions are applied only in attribute detail page and shopping cart page.
Exercise #13 Creating a Constraint Rule Acme requires that an installation fee is added when any CSD product is included on a proposal. We will create an Inclusion type Constraint Rule that automatically adds this Product to the shopping cart.
Step 1 2 3 4 5 Result
Action From the Apttus Product Setup Force.com menu, select the Constraint Rules tab. Click the New button in the Recent Constraint Rules pane. In the Constraint Rule Name field, type CSD Installation Fee < y o u r i n i t i a l s >. Ensure that the Active checkbox is checked. Click Save A Constraint Rule is created.
Exercise #14 Creating a Constraint Rule Condition The Product is the triggering condition for this rule. We’ll create the Condition entry for our rule
next.
Step
Action
1
From your Constraint Rule Detail page, select New Constraint Rule Condition from the related list. Click the New button in the Recent Constraint Rules pane. In the Constraint Rule Condition Name field, type CSD Installation Fee Condition . Type 1 in the Sequence field In the Product Scope field, select Product. In the Product field enter Triple* and click the lookup magnifying glass icon. Select Triple Play Bundle < y o u r i n i t i a l s > . Check the box Match in Primary Lines Click Save Click CSD Installation Fee to navigate back to your constraint rule. The triggering condition is that selection of Triple Play Bundle will trigger this Constraint Rule.
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Exercise #15 Creating a Constraint Rule Action The Action is to include the Implementation Fee product on the proposal. We’ll create the Inclusion
Action for this rule here.
Step 1 2 3 4 5 6 7 8 Result
Action From your Constraint Rule Detail page, select New Constraint Rule Action from the related list. In the Constraint Rule Action Name field, type Include CSD Installation Fee < y o u r >. initials In the Action Type field , ensure Inclusion is selected. In the Action Intent field , select Auto Include. In the Action Disposition Field, select Warning (required even for inclusion rules). In the Product Scope field, select Product In the Product field, type Installation, then click the lookup magnifying glass icon to search and select the Installation Fee < y o u r i n i t i a ls > product record. Check the box for Match in Primary Lines. Click save. A Constraint Rule Action record is created.
Run the Constraint Rule Maintenance Job
Constraint Rule Maintenance is a batch job that must be run whenever changes are made to pricing criteria fields or constraint criteria fields. We’ll run this batch job to ensure that the installation fee constraint will be used on our proposals. Step 1
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Action Select Apttus Batch Updates from the Force.com menu in the upper right of your Salesforce screen. Select the Constraint Rule Maintenance tab. Select Update All . The new constraint rule should be run when products are added to a proposal.
Exercise #16 Validate the Constraint Rule Add one or more CSD products to your test proposal to validate your Constraint Rule.
Step 1 2 Result
Action Navigate to your test quote/proposal record and select Configure Products. Select Triple Play Bundle and Configure. When you Go to Pricing , you should see Installation Fee added automatically. The Installation Fee record should also be automatically selected for this quote/proposal.
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CPQ Pricing Rules Apttus has a very powerful way of accommodating complex pricing scenarios without coding. In Apttus we create records that use settings, flags, drop downs, and dimensions in matrices to manage pricing. Automatic pricing adjustments can be m ade for a single product on a price list or for a group of products. Apttus uses Price Matrices and Price Rule Sets to adjust pricing for a variety of scenarios. In the following exercises, we will create instructions to enact tiered pricing discounts and discounts based on a customer rating for the Acme CSD products. Tiered Pricing: Acme CSD offers tiered pricing for Telephone Service based on the selling term quoted. The longer the term, or subscription period, entered on a quote for Telephone service, the lower the monthly price. We will create a Price Dimension and Price Matrix for this scenario.
Exercise #1 Creating a Price Dimension for Subscription Term In order to work with matrix based pricing, we must first create price d imensions which link any field within Salesforce into the pricing tables. The price dimension tells Apttus where to look for information that drives pricing adjustments. Any field that will determ ine a pricing adjustment such as Quantity or Term needs to have a dimension created for it.
Step 1 2 3 4 5 6 7 Result
Action Select Apttus Pricing Setup from the Force.com menu Select the Price Dimensions tab and click the New button. In the Dimension Name field, type SellingTerm Select Line Item in the Context Type dropdown menu. The Field dropdown appears. Select Selling Term from the dropdown. Type “Dimension added to allow for 1 year, 2 -year & 3-year discounts” in the Description field. Click Save. A Price Dimension record is created. This Price Dimension can be used in our Telephone Service Price Matrix and other pricing rules if needed.
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Exercise #2 Creating a Price Matrix for Telephone Service Now that we have a Price Dimension that reads the term in the shopping cart, we will create a Price Matrix to tell the system how to adjust the price based on the value entered into the dimension. A Price Matrix defines tiered pricing or complex pricing structure with multiple criteria. A Price Matrix can have up to six dimensions associated to it. A Price Matrix is created on the Price List Item record, and in this case adjusts the price only for the Telephone Service product on the CSD Price List.
Step
Action
1
Navigate to your Telephone Service price list item record and click the Product Console button. Select Edit next to the Price List Item. Scroll to the bottom of the page and select the Matrices tab. Select New. Select Dimension from the Matrix Type dropdown. Select SellingTerm < y o u r i n i t i a ls > from the Dimension 1 dropdown in the left column. Select Range in the Dimension 1 Value Type field in the right column. Select the Detail link Create Matrix Entries as outlined below. Select Adjustment Type from the drop down menu.
2 3 4 5 6 7 8
Sequence 1 2 3 4
SellingTerm 11 23 35 999999
Adjustment Amount 0 17.99 15.99 12.99
Adjustment Type None ListPriceOverride ListPriceOverride ListPriceOverride
The Values in the SellingTerm column are inclusive. The first sequence indicates that for a SellingTerm of 0 to 11 months, there is no discount. Sequence 2 indicated that for a SellingTerm of 12-23 months or 1 year, the monthly cost is $17.99. If two years are purchased, the monthly price is $15.99. For any term upwards of 35 months or 3 years, the monthly price is $12.99. 9 10 Result
Click the Close link in the Matrix Information section. Click Save. A Price Matrix adjustment is created for the Telephone Service product.
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Exercise #3 Validate the Price Matrix Navigate to your test Proposal and validate that a discount is applied to the Telephone Service product if the Selling Term is 12 or greater in the proposal. Step 1 2 3 4 Result
Action Navigate to your test quote/proposal record and select Configure Products Select the Telephone Service In the Shopping Cart page, update the Selling term to 12 . Click Reprice. The Extended Price will reflect the discount applied. Repeat for 24 & 36
Pricing Rulesets Price rules allow for pricing adjustments across a range of products. They manage special offers, promotions and enable discounting based on customer rating. A price rule set can contain one or more rule entries and they can be dimensional, which employs a similar concept as Price Matrices which relate fields for pricing adjustments. Acme CSD utilizes a Customer Loyalty program and offers a discount on CSD Products to customers based on their Rating. For example – if a customer has Gold Rating, then automatically discount all CSD items on a proposal by 30%. We’ll create a Price Rule and a Price Dimension to enforce this discount.
Exercise #4 Create a Price Dimension for Customer Rating To create this pricing adjustment, we will first create a Price Dimension for Customer Rating. The dimension will read the value of the Customer Rating field on the customer’s Account record. The Price Rule will use the Price Dimension to determine the correct discount amount.
Step 1 2 3 4 5 6 7 Result
Action Select Apttus Pricing Setup from the Force.com menu Select the Price Dimension tab and click the New button. In the Dimension Name field, type Customer Rating Select Line Item in the Context Type dropdown menu. The Field dropdown appears. Select Customer Rating from the dropdown. Leave “None” in the Relation Type field Click Save A Price Dimension record for Customer Rating is created and can be used in our Price Rule.
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Price Dimension Across Objects We have used the Line Items Context Type in our Price Dimension records for Acme’s price
adjustments. This instruction reads the values of fields on the Line Item object in the dimension. The Customer Rating dimension uses a value in a field on the Account object. In order to use that value in a Price Dimension, we must make it available on the Line Item object. To do that, we created a cross object formula field to bring the value from the Account object to the Line Item object for any given proposal. The syntax for our Customer Rating formula field looks like this: TEXT( Apttus_Config2__ConfigurationId__r.Apttus_Config2__AccountId__r.Customer_Rating__c )
This logic can also be created using an Apttus formula record, instead of a field. This can help avoid cross-object formula limitations, but is not discussed in this exerc ise guide. In order to create a Price Dimension that reads values across objects: 1. Navigate to the Line Item custom object. 2. Create a new field of type Formula with the Return Type value of Text. 3. Create a unique Field Label; Field Name will auto populate with the Tab key. 4. Use the Configuration object to look up from the Line Item object the object of your choice. 5. Select the field of your choice and apply the correct syntax to the formula. 6. This field is now available on the Line Item object and can be used in a Price Dimension record. The field name on the Account object may vary. It may be Customer Rating, Customer Priority, SLA or some other pick list field used to track the type of customer. A key capability of Apttus CPQ Pricing is that field values in many objects that are related to the Quote/Proposal may be used to make Price Adjustments.
Exercise #5 Creating a Price Ruleset Now we’ll create a Price Ruleset to apply a discount that is based on the Customer Rating. The
Price Ruleset acts as a rule header and ensures that this rule applies to products on the CSD Price list only. Price Rulesets can apply to Products that are specified on a: - Price List - Product Family - Category - Product Group
Step 1 2 3 4 5 6 7 8 Result
Action Select Apttus Pricing Setup from the Force.com menu Select the Price Rulesets tab and click the New button. Type Customer Rating Discount in the Ruleset Name field. Type 1 in the Sequence field Select CSD Pricelist in the Price List field. Select the Active checkbox Leave all other fields defaulted. Click Save. A Price Ruleset that applies to all products on the CSD Pricelist is created. 22
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Exercise #6 Creating a Price Rule Entry Next, we’ll create the Price Rule for Customer Rating discounts. The rule is essentially a Price
Matrix entry. The Rule reads the discrete value of the Customer Rating dimension to process the adjustment amount.
Step
Action
1
From the Customer Rating Discount record, select the New Rule button. Type Customer Rating Discount in the Rule Name field. Type 1 in the Sequence field. Retain the Dimension selection from the Type dropdown menu. Select Customer Rating from the Dimension 1 dropdown in the left column. Select Discrete in the Dimension 1 Value Type field in the right column. Select Base Extended Price in the Adjustment Applies to field Leave all other fields as default. Ensure that the Active box is checked. Click the Detail link in the upper left of the pane. Create Matrix Entries as outlined below. Select Adjustment Type from the drop down menu:
2 3 4 5 6 7 8 9
Sequence 1 2 3 10 Result
Customer Rating Gold Silver Bronze
Adjustment Amount 30 20 10
Adjustment Type % Discount % Discount % Discount
Select Save. A Price Rule is created. The Price Ruleset is now ready to be validated.
Exercise #7 Validate the Pricing Ruleset Navigate to your test proposal and validate that a discount is applied to all products if the Account has a customer rating of Gold, Bronze or Silver. Pre-Requisite: Ensure that the Account for your test proposal has a Customer Rating value. Step 1 2 3 Result
Action Navigate to your test quote/proposal record and select Configure Products. Select one or more CSD product records and Add to Cart. Select Go to Pricing. From the Shopping care page, validate that the Extended Price on the Line Items is discounted according to the Customer Rating.
Product Family vs. Product Groups Product Family and Products Groups are both ways of identify grouping of products in a Price Rule. Product Family is Salesforce standard field on the product record with configurable values. Product Group is an Apttus custom object that creates a logical grouping of one or more product
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records. Both constructs allow you to create combinations of p roducts with similar characteristics/qualities for use in a Price Rule.
Appendix Attributes & Advanced Pricing An incredibly powerful feature of attributes is the ability to define pricing calculations to the attribute selection. In this case, add the following price adjustment to the Internet Service product based o n the Internet Speed selected. 10 Mbps = $0 more per month (default) 25 Mbps = $8 more per month 50 Mbps = $10 more per month This is accomplished by creating another price dimen sion using the Product Attribute Value.
Add the price dimension to allow for additional pricing to be added to the Internet Service product. Step 1 2 3 4 5
6 7 8 9 Result
Action Select Apttus Pricing Setup from the Force.com menu Select the Price Dimension tab and click the New button. In the Dimension Name field, type Internet Speed Select Product Attribute in the Context Type dropdown menu. The Attribute lookup field appears. Select magnifying glass and select InternetAttributes Attribute Group. Select the Go button. Select the Attribute Id. This returns you to the Price Dimension page For Description, enter Internet speed pricing. Click Save A new price dimension is available.
Now we’ll create a Price Ruleset to apply a price adjustment markup that is based on the Attribute
selected. The Price Ruleset acts as a rule header and ensures that this rule applies to products on the CSD Price list only. Price Rulesets can apply to Products that are specified on a: - Price List - Product Family - Category - Product Group Step 1 2 3 4 5 6 7
Action Select the Price Rulesets tab and click the New button. Type MbpsMarkup in the Ruleset Name field. Type 1 in the Sequence field Select CSD Pricelist in the Price List field. Select the Active checkbox Leave all other fields defaulted. Click Save.
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Result
A Price Ruleset that applies to all products on the CSD Pricelist is created.
Next, we’ll create the Price Rule for Internet Speed. The rule is essentially a Price Matrix entry. The
Rule reads the discrete value of the Internet Speed dimension to process the adjustment amount.
Step 1 2 3 4 5 6 7 8 9 10
Action From the MbpsMarkup record, select the New Rule button. Type MbpsMarkup in the Rule Name field. Enter 1 in the Sequence field. Retaing the Dimension selection from the Type dropdown menu. Select Internet Speed from the Dimension 1 dropdown in the left column. Select Discrete in the Dimension 1 Value Type field in the right column. Select Base Extended Price in the Adjustment Applies to field Leave all other fields as default. Ensure that the Active box is checked. Click the Detail link in the upper left of the pane. Create Matrix Entries as outlined below. Select Adjustment Type from the drop down menu: Sequence 1 2 3
11 Result
Internet Speed 10 Mbps 25 Mbps 50 Mbps
Adjustment Amount 0 8 10
Adjustment Type Markup Amount Markup Amount Markup Amount
Select Save. Run the Pricing Fields update from the Criteria Maintenance tab before testing. A Price Rule is created. The Price Ruleset is now ready to be validated.
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Additional Product & Pricing Configurations Telephone Service – Add International calling: 300 minutes / 500 minutes / 1000 minutes The telephone service includes unlimited domestic calling. Ability to call a select list of international countries can be added. The number of minutes selected can be added for the additional fee. Attribute Fee None $0 300 minutes $5 per month 500 minutes $10 per month 1000 minutes $20 per month
Bundle within a Bundle Apttus allows you to create multi-layered products or “bundles within bundles”
Cable TV Service – Add Premium Channels Option Group
Option HBO Showtime Cinemax Starz TMC
Fee $10 per month $10 per month $10 per month $10 per month $10 per month
Attributes & Options A single product can have both attributes and options. Cable TV Service – Base channel package 50 /100/200 | add a DVR
Attribute 50 Channels 100 Channels 200 Channels DVR
Fee $0 per month $20 per month $40 per month $8 per month
Home Security Service – Add premium package Attribute Fee 5 Cameras $10 per month 5 Cameras + Sensors $20 per month
Constraint Rules If a user selects two or more standalone products, then recommend the Double or Triple Play Bundled products.
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This is a preliminary document and m ay be changed substantially prior to final commercial re lease of the software described herein. The material contained in this document represents the cu rrent view of Apttus on the topics discussed as of the date of publication. Changing market conditions may impact the positioning and challenges faced by the consumers of the material in this document; the content should not be interpreted to be a commitment on the part of Apttus, and Apttus cannot guarantee the accuracy of any information presented after the date of publication. This publication is for informational purposes only. APTTUS MAKES NO WARRANTIES, EXPRESS OR IMPLIED, AND EXPLICITLY DISCLAIMS ANY APPLICABLE STATUTORY WARRANTIES, AS TO THE INFORMATION IN THIS DOC UMENT. Complying with all applicable copyright laws is the responsibility of the user. Without limiting the rights under copyright, no pa rt of this document may be reproduced, stored in or introduced into a retrieval system, or transmitted in any form or by any means (electronic, mechanical, photocopying, recording, or otherwise), or for any purpose, without the express written permission of AP TTUS. APTTUS may have patents, patent applications, trademarks, copyrights, or other intellectual property rights cov ering subject matter in this document. Except as expressly provided in any written license agreement from APTTUS, the furnishing of this document does not give the reader or user a license to any such patents, trademarks, copyrights, or other Apttus intellectual property. © 20 15 Apttus Corporation. All rights reserved.
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