Introduction
In the realm of Configure Price Quote (CPQ) software, Salesforce holds a notable 11% market share. Over 3000 companies globally rely on Salesforce CPQ, while an equivalent number leverage Salesforce’s standard quoting functionality. This article aims to dissect the distinctions between Salesforce CPQ and standard quotes, exploring their benefits, functionalities, and pricing structures to assist in choosing the right tool for efficient quote management automation.
Salesforce CPQ vs Standard Quotes: A Comparative Study
Salesforce presents two main solutions: the basic Salesforce Standard Quoting and the more advanced Salesforce CPQ (Configure, Price, Quote). The latter, designed by Steelbrick, was acquired by Salesforce in 2015 and integrated with Sales Cloud, Service Cloud, and Einstein AI. Salesforce Standard Quoting, an inherent billing module, is available for specific editions, while CPQ caters to businesses with sophisticated quoting needs.
Features Comparison
Common Features:
Standard product and pricebook objects
Standard contract and asset objects
Multi-currency compatibility
Integration with e-signature tools
Standard approval process
Distinguishing Features:
Salesforce CPQ:
Robust subscription product capabilities
Dynamic quote document generation
Multi-record product validation
Automated contracts and quote renewals
Advanced discounting options (volume, multi-tiered, automatic, partner/distributor)
Subscription pricing
Renewal Quotes with Subscription Products
Layers for Discounting, Partners, Reps, Multi Products
Custom product bundling
Salesforce Standard Quoting:
Introductory list pricing, discounting, and bundling features
Basic quote document generation
Standard product validation
A drag-and-drop quote template editor
Very basic discounting
Discounts do not calculate before saving the record
In-Depth Features Comparison
Quote Line Editor:
Salesforce CPQ:
Robust subscription product capabilities
Dynamic quote document generation
Multi-record product validation
Automated contracts and quote renewals
Advanced discounting options (volume, multi-tiered, automatic, partner/distributor)
Subscription pricing
Renewal Quotes with Subscription Products
Layers for Discounting, Partners, Reps, Multi Products
Custom product bundling
Salesforce Standard Quoting:
Introductory list pricing, discounting, and bundling features
Basic quote document generation
Standard product validation
A drag-and-drop quote template editor
Very basic discounting
Discounts do not calculate before saving the record
Product Bundling:
Salesforce CPQ:
Allows building customized product bundles
Dynamic bundling of optional features or components
Salesforce Standard Quoting:
Doesn’t offer product bundling as an out-of-the-box functionality
Users manually select options from the entire product list
Discounting:
Salesforce CPQ:
Multi-tiered discount schedules
Automatic discounts based on volume
Different types of discounts (partner, distributor)
Salesforce Standard Quoting:
Percentage discount per product
Manual flow setup for basic discounting conditions
Product Validation:
Salesforce CPQ:
Multiple product validation rules (Alert, Validation, Selection, Filter)
Evaluate product options, quotes, or quote lines against user-made conditions
Salesforce Standard Quoting:
Standard validation rules
Limited flexibility in comparing tables, related records, etc.
Generated Quote Documents:
Salesforce CPQ:
More powerful document generation
Dynamic templates with customizable sections
Content filters for customer-specific documents
Translation, Microsoft Word .doc output, and automated generation
Salesforce Standard Quoting:
PDF generation from Salesforce with customizable templates
Basic quote templates with images, rich text, and related fields
Subscriptions:
Salesforce CPQ:
Simplifies subscription sales
Automates pricing, prorating, and co-terminating subscriptions
Facilitates easy amendments to subscription contracts
Salesforce Standard Quoting:
Lacks native support for subscription sales
Contract and Orders:
Salesforce CPQ:
Automatic contract creation with closed/won opportunities
Separate orders for different product families
Streamlined renewal contract generation and amendments
Salesforce Standard Quoting:
Similar functionality but with less flexibility in line grouping
Requires more effort for customization compared to CPQ
Salesforce CPQ:
More robust and extended line editor
Configurable quote process for “Guided Selling”
Dynamic and customizable “Guided Selling” templates
Salesforce Standard Quoting:
Sync quotes with opportunities
Multiple sections in one opportunity
Manual addition of products, quantity, and discounts
Considerations for Migration
Move to Advanced CPQ When:
Engaged in significant eCommerce operations (B2B and B2C)
Demand for quick quote processing due to high daily volume
Large product catalog with interdependencies
Variable pricing based on quantity ranges
Complex discounting structures for partners, premium customers, etc.
Seeking scalability and advanced quoting capabilities
Stick with Standard Quoting When:
Low volume of daily quotes
Limited product selection
Budget constraints
Functional sales process aligns with standard quoting capabilities
Conclusion
Understanding the nuances between Salesforce CPQ and Standard Quotes is essential for businesses seeking optimal quote management automation. While Salesforce Standard Quoting suffices for simpler needs, Salesforce CPQ emerges as the go-to solution for enterprises with intricate quoting requirements. The decision to migrate depends on factors like volume, product complexity, and discounting structures. By carefully evaluating these considerations, businesses can make an informed choice that aligns with their unique needs and growth aspirations. Contact us today for more details.
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