John Garvens

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 )

Panelists

John Garvens Owner & Principal Architect Garvens Consulting Garvens Consulting on YouTube

Content

• 00:00 Introduction
• 03:48 Quote Subscription Term vs. Quote End Date
• 10:44 Using Subscription Term over End Date
• 12:29 Configuring Salesforce CPQ for subscription pricing and proration
• 15:50 Changing the order of fields that display in the Quote Line Editor
• 25:15 Revenue Lifecycle Management (RLM) Overview
• 33:38 How do I know which field sets I am using?
• 36:55 A quick rant about user experience in Salesforce CPQ
• 40:13 Creating new field sets specific to your business using “Special Fields”
• 44:44 How to become a Salesforce CPQ superhero

Contents

• 00:00 How does the Number field on product feature and product option records work?
• 04:28 How should I order product features and product options?
• 07:31 How do the Min Quantity and Max Quantity fields on product options work?
• 09:31 Configuring Min Quantity and Max Quantity for the peanut butter and jelly sandwich
• 13:36 Testing peanut butter and jelly sandwich quantity configurations
• 17:19 Adding new products for PB&J club memberships and support
• 21:28 Configuring subscription products in Salesforce CPQ
• 25:33 Creating a product feature for new subscription products
• 29:41 Creating product options for the new subscription products
• 33:25 Troubleshooting a “CPQ nuance” related to product option auto-selection
• 35:08 Pre-selecting product options to simplify product configuration
• 39:48 Determining which product options should and should not be pre-selected
• 43:12 Optimizing bundle configuration to create a better user experience

Contents

• 00:00 Salesforce certification advice from one of John’s mentors
• 01:02 Constructing your Salesforce story (in a spreadsheet)
• 04:14 Earning five Salesforce certifications in seven days
• 05:57 Thoughts on Revenue Lifecycle Management, the “new end-to-end revenue solution” from Salesforce
• 07:23 What IS Salesforce Revenue Cloud anymore? No one seems to know, including Salesforce
• 11:55 What will happen to Salesforce CPQ and Salesforce Billing?
• 14:39 What is Subscription Management? What will happen to it?
• 15:41 What is Revenue Lifecycle Management? What does that mean for Salesforce CPQ, Billing, and Subscription Management?
• 22:35 What is the timeline for Revenue Lifecycle Management? When will Salesforce deprecate the other products?
• 23:35 What does this change mean for Salesforce Revenue Cloud administrators, developers, architects, and consultants?
• 26:42 Three types of expertise for future Salesforce Revenue Cloud implementations
• 27:08 Why you should prioritize principles over products
• 32:02 Architecting for freedom or control, using Salesforce Revenue Cloud as an example
• 37:10 A brief overview of a peanut butter and jelly sandwich in Salesforce CPQ
• 41:50 Associating white bread with the peanut butter and jelly sandwich via product option
• 42:30 What does the Type picklist field on the product option record do?
• 52:41 Configuring the Type picklist field for the peanut butter and jelly sandwich
• 56:04 Adding the remaining product options to the peanut butter and jelly sandwich
• 57:25 How does Quantity Editable work on the product option record?
• 59:18 A view of the peanut butter and jelly sandwich in the Configure Products screen
• 1:00:16 Improving the Quote Line Editor user interface with Salesforce CPQ managed package settings
• 1:05:15 Reducing the number of products that show in the Product Selection screen