Garvens Consulting

Trust the beard.

John Garvens

Salesforce Revenue Cloud: Initial Impressions

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Contents

  • 00:00 Introduction
  • 01:21 Building a Salesforce Revenue Cloud Proof of Concept
  • 07:15 Salesforce’s golden opportunity to rethink Revenue Cloud
  • 10:40 The volatility of the CPQ market
  • 14:59 Solving the Revenue Cloud training gap
  • 17:11 Moving slower and breaking less things in tech
  • 18:40 Is the new Revenue Cloud product easier to administer than Salesforce CPQ?
  • 32:33 What are the career and business prospects for Revenue Cloud going forward?

Calculate and Display Current, Potential, and Total Customer Value in Salesforce

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Contents

  • 00:00 Comparing current, potential, and total customer value
  • 02:30 Create a source report for opportunities, grouped by account
  • 07:32 Add a donut chart to the source report
  • 09:52 Add the donut chart to the account record page
  • 13:40 Adjusting the source report to improve data visualization
  • 26:14 Create Current Customer Value, Potential Customer Value, and Total Customer Value roll-up summary fields on accounts
  • 32:08 Create a section on the account page layout to display customer value

Passing ARR / ACV and MRR / MCV to Opportunities with Salesforce CPQ Twin Fields

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Contents

  • 00:00 Introduction
  • 06:02 Dissecting quote lines to see ARR / ACV and MRR / MCV
  • 08:36 Creating rollup summary fields for ARR / ACV and MRR / MCV on quotes
  • 12:13 Creating twin fields to map quote line data to opportunity products and opportunities
  • 21:31 Creating a recurring revenue and non-recurring revenue section on opportunities
  • 22:44 Testing twin field mapping of ARR / ACV and MRR / MCV
  • 24:05 Updating page layouts to improve user interface and user experience
  • 25:39 Using twin fields on other Salesforce CPQ objects

Calculate ARR / ACV and MRR / MCV in Salesforce CPQ

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Contents

  • 00:00 Introduction
  • 09:54 Creating a Quote and Setting Up Fields
  • 10:15 Understanding Recurring and Non-Recurring Revenue
  • 13:29 Quote Data Model and Calculation Sequence
  • 18:56 Setting Up Price Rules for ARR / ACV / MRR / MCV Calculation
  • 50:44 Testing and Validating ARR / ACV / MRR / MCV Calculations

Definitions

MRR = Monthly Recurring Revenue

MCV = Monthly Contract Value

ARR = Annual Recurring Revenue

ACV = Annual Contract Value

NRR = Non-Recurring Revenue

Monthly Recurring Revenue (MRR) / Monthly Contract Value (MCV) Formula

IF( TEXT( SBQQ__SubscriptionPricing__c ) = "" ,
0 ,
IF( SBQQ__ProrateMultiplier__c <> 0 ,
SBQQ__NetTotal__c / ( SBQQ__ProrateMultiplier__c * SBQQ__DefaultSubscriptionTerm__c ) ,
SBQQ__NetTotal__c
)
)

Annual Recurring Revenue (ARR) / Annual Contract Value (ACV) Formula

IF( TEXT( SBQQ__SubscriptionPricing__c ) = "" ,
0 ,
IF( SBQQ__ProrateMultiplier__c <> 0 ,
12 * SBQQ__NetTotal__c / ( SBQQ__ProrateMultiplier__c * SBQQ__DefaultSubscriptionTerm__c ) ,
SBQQ__NetTotal__c
)
)

Non-Recurring Revenue Formula

IF( ISPICKVAL( SBQQ__SubscriptionPricing__c , '' ), SBQQ__NetTotal__c , 0 )