These are three documents that can help a revenue cloud consultant gain a better understanding of

the client’s business model, value proposition, pricing strategy, and approval process before

engaging in a scoping session.

A sample proposal the client provides to their customers: This document can help the consultant

understand how the client presents their products and services to their customers, what kind of

information they include, how they structure their pricing and discounts, and what terms and

conditions they apply. This can help the consultant design a solution that meets the client’s needs

and expectations, as well as aligns with their branding and messaging. 1

Brochures that provided detail to the products and services the client offers: This document can help

the consultant understand the features and benefits of the client’s products and services, how they

differentiate themselves from their competitors, and what kind of value they deliver to their

customers. This can help the consultant configure the product catalog, pricing rules, and quote

templates that reflect the client’s offerings and value proposition. 2

An approval matrix documentation that describe the approvals needed before a quote is sent to the

customer: This document can help the consultant understand the client’s internal governance and

compliance requirements, as well as the roles and responsibilities of the stakeholders involved in the

quote-to-cash process. This can help the consultant set up the approval workflows, notifications, and

permissions that ensure the accuracy and validity of the quotes and contracts. 3

Reference:

1: This article explains how to create a professional proposal for customers using Salesforce CPQ.

2: This article explains how to create and manage product catalogs and pricing in Salesforce Revenue

Cloud.

3: This article explains how to create and manage approval processes in Salesforce Revenue Cloud.