I thought it would be helpful to lay out some of the examples I have seen during my Salesforce career as to why I wanted to make the callout to ensure Salesforce and CPQ are evaluated as part of the due diligence process and not left to be something of an afterthought. To avoid using … Continue reading M&A Series: Examples of challenges

All right, so at this point in the process, you have come to understand the ins and outs of what systems, processes, and data you will be porting over. Now, there are two more things left to consider: Technical Debt in your own system and the impacts this will have on the migration Change Management … Continue reading M&A Series: Risk Assessment and Mitigation Strategies

This article will start to discuss topics that might arise during acquisition, but considering them beforehand can still give you a leg up. Let's start with overlapping functionalities between Salesforce systems. Things that would be important to look out for would be: Account hierarchy and structure - do the two systems manage accounts similarly? If … Continue reading M&A Series: Integration Challenges and Opportunities

This post will explore what to consider when evaluating Salesforce, generically and, more specifically, CPQ or Revenue Cloud. **A quick callout: I have not used many of Salesforce's clouds. My perspectives are primarily based on Sales Cloud, Service Cloud, and Revenue Cloud, with the occasional Experience Cloud and Marketing Cloud. First and foremost would be … Continue reading M&A Series: Pre-Acquisition Due Diligence on Salesforce and CPQ

This is going to be a series on M&A (Merge and Acquisitions) and the importance of evaluating the use of Salesforce and CPQ (or a related tool) as part of the tech stack during the due diligence process. Today, Salesforce is used by companies of all sizes, from small startups to large enterprises. As a … Continue reading M&A Series: The Strategic Importance of Salesforce and CPQ

This has been a topic I have wanted to cover for a while. Throughout my CPQ career, I have gone through many iterations of helping customers achieve Annual Recurring Revenue numbers (ARR). The challenge I have faced with this over the years has always been a mixture of two key issues: 1) The ability to … Continue reading Tracking ARR Metrics in Salesforce

Entitlements are essentially service agreements tied to Accounts in Salesforce. They remain active for the duration of a contract or subscription, making it easy to track and manage customer service commitments. When a product is purchased, Salesforce CPQ can automatically create Entitlement records. These records are linked to the Account and detail the level of … Continue reading What are entitlements, and how to load entitlements for CPQ

Handling amendments in Salesforce can be tricky, especially when Multi-Dimensional Quoting (MDQ) is in play. MDQ allows you to break down a single product into multiple segments, typically representing different time periods, for more granular pricing and quotes. But what happens when you need to amend these quotes? Let’s dive into three common scenarios: canceling … Continue reading How to Handle MDQ in Amendments

A recent-ish feature that Salesforce introduced for CPQ is the ability to split contracts by groups. In the past, without any additional logic, you only had the option to split contracts by the end date of subscriptions or keep it all in a single contract. Now we have a new option, and this article is … Continue reading How to Split Contracts by Quote Line Group