Presenting you to CPQ Product Rules

To win a (CPQ) game, you have to follow the (Product) rules! 

Let’s say you have a prospect in the pipeline. Post a couple of discussions, the prospect requests a proposal/quote from you. Oops! Assuming that you already have a Salesforce CRM tool in place for the same! Now, to achieve the objectives with certain rules & automation while adding products to the quote, you may as well prefer Option Constraints to avoid human errors as Option Constraints can enable or disable options. And it works. But do you know what works better? CPQ Product Rules!

CPQ Product Rules allow us to configure Advanced Configuration Logics that are more advanced as compared to regular Option Constraints and it also happens to be more result-oriented taking into account the performance and accuracy. For example, Show, Show & Hide, Hide and Hide & Remove.

In this article, we will take you through four types of CPQ Product Rules, that are,

• Validation Rule
• Alert Rule
• Selection Rule and,
• Filter Rule

Without wasting a beat, let’s understand what each CPQ Product Rule has to offer.

Validation Rule

The Validation Rule is very much similar to Salesforce Validation Feature. In simple terms, this rule will display an error message which will not permit a save until the user has not taken an action to resolve the misconfiguration that contradicts the validation condition.

Alert Rule

If Validation sounds like too much of a restriction, Alert Rule will offer soft validation.The user may choose to acknowledge the alert and continue anyway or cancel and address the alert. 

Selection Rule

Selection Rules allow the system to automatically perform certain actions on product options when specified conditions are met. As simple as it may sound, it has an immense impact on the efficiency and accuracy of quote configuration.

Filter Rule

This one allows sales reps to choose their options from the bundle which we call Dynamic Bundle. Filter Rules filter the option that we can choose from. It uses configuration rules to target a bundle feature and action to determine whether certain options appear when users configure the product bundle.

Now, since we have the basic definition of each product rule visited, we would need to understand what all other factors contribute to the execution of these CPQ Product Rules.

To create a CPQ Product Rule, you need to add these few but very useful aspects of a rule

• Scope: Where should the Product Rule fire,

• Product: Product Rule will fire inside of a Product Configurator
• Quote: Product Rule will fire inside of Quote Line Item

• Evaluation event: When should the Product Rule fire,

• Load: When the user Loads the configurator
• Edit: When the user Edits/Changes any field of the configurator
• Save: When the user Saves the configurator
• Always: When the user Loads, Edits, or Saves the configurator

• Evaluation order: In what order should the Product Rule fire,

• Helps set the evaluation order when multiple rules need to be fired in a particular sequence, and bonus (!) you can also choose to decide the message that displays when the product rule gets fired

Once a CPQ Product Rule is created in the Salesforce CPQ Org, it needs to know,

• Error Condition: On which conditions the respective rule should trigger 

• Product Action: What actions the rule will take once it is triggered, and last but not least

• Configuration Rule: Which product bundle the rule should be linked with

Doesn’t this wake up the curiosity to know more about CPQ? A brilliant Salesforce CRM extension that allows you to create structured and scalable processes. This means the business leaves less money on the table, sales reps spend more time selling and crunching deals faster.

Unlock the potential of CPQ and revolutionize your sales operations. Contact TechAim today to explore how CPQ can transform your quoting process, boost your sales team's productivity, and maximize your revenue. Let us guide you on your journey to scalable and structured sales processes, enabling your business to thrive in today's competitive market.