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.

SKU rationalization is a process that involves reviewing and trimming down the product variety to

focus on the most profitable SKUs1. This process is crucial in managing SKU proliferation, which

refers to the creation of multiple product records for various product combinations offered, even

though they are the same product, merely sold under different scenarios2.

In the context of Salesforce Revenue Cloud, SKU rationalization can be achieved through the

consolidation of products in the following areas:

B . Same product names with different attribute values: Products that are essentially the same but

have different attribute values can be consolidated. This reduces the complexity of the product

catalog and makes it easier to manage2.

D . Same product names commonly found in the same bundle: Products that are often sold together

in the same bundle can be consolidated. This not only simplifies the product catalog but also makes it

easier for customers to make purchases2.

E . Same product names with different Term length: Products that are the same but have different

term lengths can be consolidated. This can simplify the product catalog and make it easier for

customers to understand the products they are purchasing2.

Reference: 2

https://www.simplus.com/sku-rationalization-strategy/

To migrate legacy install base into Salesforce CPQ along with the contract, the Revenue Cloud

Consultant needs to populate the Assets and Subscriptions objects. These objects store the

information about the products and services that the customer has purchased and are associated

with the contract. The Assets object tracks the physical products, such as hardware and software

licenses, that have been delivered or activated for the customer. The Subscriptions object tracks the

recurring products, such as software subscriptions or maintenance plans, that have a defined billing

frequency and term. By populating these objects, the Revenue Cloud Consultant can preserve the

history of the customer’s purchases and enable the features of Salesforce CPQ, such as renewals,

amendments, and co-termination. Reference:

Migrate Legacy Data to Salesforce CPQ

[Assets]

[Subscriptions]

When encountering a Salesforce Sales Cloud implementation with multiple triggers, workflow, and

flow processes applied to the Opportunity object, it is advisable to recommend consolidating these

automations into a single type. This approach is recommended to optimize performance and

maintainability, reducing complexity and potential conflicts between different automation types.

Consolidating automations into one trigger, process builder, or flow ensures a more streamlined and

efficient execution of business logic, contributing to better system performance and easier

troubleshooting and maintenance  .

In Salesforce Revenue Cloud, the “Billing Day of Month” field can affect whether an invoice line is

generated for an order product1. The system evaluates several fields to calculate an order product’s

next billing date1. If the order product is billed in advance, Salesforce evaluates the order’s billing

day of month to choose the nearest date on or before the order product’s start date1. If the order

product is billed in arrears, Salesforce evaluates the order’s billing day of month to choose the

nearest date after the order product’s start date1. Therefore, if the “Billing Day of Month” does not

match with the next billing date of the order product, it might prevent the generation of an invoice

line1. Reference

Understanding Next Billing Date - Salesforce