A basic prerequisite for eCommerce marketing automation is the integration of B2B Commerce Cloud Salesforce and CPQ. Of course, automation won’t generate desired results unless customer data flows uninterrupted between Salesforce B2B eCommerce and CPQ.
The CPQ B2B Commerce integration empowers Salesforce CPQ Billing customers and B2B Commerce customers to access pricing, products, quotes, and order history across both Salesforce clouds. And it’s one of the best ways to increase ecommerce conversion rates because both complement, inform, and accentuate each other.
Before we dig deeper into our topic, How Salesforce B2B Commerce and CPQ and Billing Go Hand in Hand, let’s try to answer a few common questions asked about CPQ.
1. What does CPQ mean in Salesforce?
The more technical introduction of Salesforce CPQ or Configure, Price, Quote, other than that it is a software developed by Salesforce, is that it is a sales tool for B2B organizations for accurate and personalized pricing and quote generation on any product configuration strategy.
2. What does CPQ mean and what does it do?
CPQ again is a business software application and stands for Configure, Price, Quote. Sales teams use it to produce accurate and error-free quotes and prices. It’s also used to configure, customize, and offer discounts.
3. Which is a salesforce CPQ pricing method for products?
The Salesforce CPQ and billing method include a) negotiated price on new quotes, b) renewal quotes, c) amendment quotes. The line in the quote that reads effective quantity stands for the actual quantity of products and Salesforce calculates prices based on this quoted line.
How to improve your ecommerce website using CPQ CRM Integration?
Do B2B owners often ask how to improve your ecommerce website? It’s safe enough to say that the answer lies in CPQ CRM integration. Here is why.
Consider an ecommerce website that’s nothing but a digital storefront. The shopping experience of customers in this store determines the eCommerce customer lifecycle. A store or ecommerce website can only improvise itself if it offers unified customer experience across channels.
If products are created using CPQ application, the data on the B2B Cloud application must update its information to include new entries. Such real-time and automated data syncing is possible only if B2B ecommerce Salesforce and Salesforce CPQ are used in close collaboration.
CPQ CRM Integration Imperative for Data Unification
The data unification, which is the bedrock of modern-day eCommerce, facilitates quote to cart journey of B2B buyers. The process goes as follows: a) Request for Quote, b) items are placed in carts, c) quantities are adjusted.
Such modifications no longer threaten businesses, as the Salesforce CPQ data model is such that even a minor change is automatically stored, updated, and implemented across databases. As a result, a new quote is generated instantly, and updated info is added to the user’s account.
In other words, changes taking place in B2B Commerce will feature in CPQ and vice versa. And you don’t have to manually put in every bit of information recorded in one Salesforce Cloud into another to ensure data consistency. That is reason enough why Salesforce B2B Commerce and CPQ going hand in hand is a standout feature among cutting-edge B2B eCommerce Solutions.
Integrating Salesforce B2B Commerce with CPQ or Billing
Like Salesforce Commerce Cloud Partners, our understanding is that CPQ and CRM are the basic B2B ecommerce requirements for any organization. The foundation of ecommerce acquisition rests on Salesforce CPQ migration.
With Steelbrick Salesforce CPQ bringing automation to the process of lead-to-cash, Salesforce CPQ Billing has become more than just a necessity. From configuring offerings to taking care of the needs of customers, it has made the quote creation and product configuration process more efficient, faster, accurate.
How to CPQ?
Configure, Price, Quote, or CPQ in short, is a cloud-based software responsible for automated, quick, and accurate quote generation. Leveraging it saves sales reps lots of trouble.
B2B Commerce – Commerce is also a cloud-based platform responsible for delivering personalized shopping experience to customers. As a built-in software, it keeps track of product catalogs, promotions, price books, and shopping carts on its own.
Integrating the two improves user experience, while at the same time increasing ROI for a business.
Related Post: Salesforce for CPG: Unlock Intelligent Experience
Benefits of CPQ CRM Integration
Cart To Quote Checkout
The efficiency and accuracy of quotes generated by CPQ depend on the effectiveness of user data since CRM is the storehouse of customer data. Scripting the entire lifecycle of a user from the first contact to final checkout, it feeds data and insights to CPQ.
Consequently, CPQ is able to offer personalized pricing to customers based on their history.
Here is how Salesforce B2B Commerce and CPQ go hand in hand to complete this process:
- Buyer adds products to the cart
- On clicking “Get Quote”, the cart status set to “Quote”
- Salesforce Commerce triggers a quote request in CPQ
- CPQ sends notifications to sales reps
- Sales reps review the request and quote is generated
- Commerce Cloud Salesforce reads the quote pricing and adjusts the cart accordingly
- Salesforce Commerce notifies the buyer that quote has been generated
- The buyer logs into CRM and reviews the quote
- On buyer acceptance, the quote gets converted into a cart.
- Final checkout takes place
Sales Rep Sourced CPQ to CRM Checkout
It’s understood that CPQ and CRM integration means that both clouds have access to the same product catalogs and customer information. As is also understood, sales can take place through a variety of channels in the B2B sales funnel.
Sometimes, sales reps while talking to a customer on a phone have to offer a quote outright. But the information needs to reach CPQ and CRM for the deal to close.
Here is how Salesforce B2B Commerce and CPQ go hand in hand to complete this process:
- Sales rep speaks with the buyer, also generates a quote in CPQ
- Sales rep sets the quote status as “Ready for CRM”
- CRM reads pricing of the quote and creates a cart for the buyer
- CRM notifies the buyer that the cart is ready
- Buyer clicks on the email link sent by CRM, logs into his CRM account, and is directed to the cart
- Buyers do the usual checkout
Customer Sourced CPQ to CRM Checkout
In addition to salesperson assisted quote generation, customers often do it on their own using the CPQ portal.
Here is how Salesforce B2B Commerce and CPQ go hand in hand to complete this process:
- Buyer goes to CPQ portal and configures products to be quoted
- Sales rep reviews the request and delivers a quote
- Status of the quote is set to “Ready for CRM”
- CRM creates a shopping cart out of the price in the quote
- CRM notifies the buyer that his/her quote is ready, and sends the cart details
- The buyer logs into reviewers the cart, its products and prices quoted
- Buyer follows usual checkout to close the deal
Conclusion
It’s evident that irrespective of the source of lead or quote, the CPQ CRM integration streamlines the entire process. Whichever route a buyer adopts to close a deal, free flow of data between Salesforce Commerce and CPQ renders the entire sales process hassle-free, fast and personalized.
Source: Salesforce B2B eCommerce and CPQ
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