FAQs: CPQ
1. What is CPQ?
1. What is CPQ?
CPQ stands for Configure, Price, Quote. It's a bespoke quote management tool built right into your Zoho CRM system. With CPQ you can:
- CONFIGURE multiple product combinations and bundles, based on how you wish to sell them. This way, every possible configuration is already saved in the system, and so, when it's time for you to send a quote to a customer, you do not have to take the time and effort to manually put the combinations together. You can choose the products or bundles pre-configured, straight away, upfront — no hassles.
- Fix the PRICE for each product or product bundle, along with discounts and taxes as applicable. You can create price rules in the system, which facilitate dynamic pricing. That is, you can dictate the price of an item when sold as a single unit, or when sold in combination with other product bundles. You can also configure which products should be added as freebies depending on the product combinations selected, as applicable to your company. The CPQ system also provides different pricing models to choose from including flat or slab based pricing, direct discount and volume based discounts, among other options. This way, as you list products in your quote, the corresponding price values change dynamically based on your price configurations.
- Create an extensively customized, accurate QUOTE using the product and price configurations in the system. Quote creation is therefore made efficient, quick and free of mistakes.
Learn more>> What is CPQ?
2. How does CPQ in Zoho CRM work?
2. How does CPQ in Zoho CRM work?
CPQ in Zoho CRM facilitates line item automation for the Quotes module. When you add a specific line item to your quote, you can have the following actions automated using CPQ:
- Add a product
- Suggest a product
- Update the field of a quoted item
You can achieve these actions with the help of product configurator and price rules.
Learn more>> How CPQ works
3. My sales manager is unable to create CPQ rules. Why?
3. My sales manager is unable to create CPQ rules. Why?
CPQ comes with an exclusive panel of permissions and access controls that need to be enabled separately for your users, irrespective of their permissions in their respective CRM Profile permissions. You need to make sure that the right profiles have access to CPQ functions as required.
- Click Setup > CPQ > Product Configurator.
- Under the Product Configurator tab, select the desired profiles against each Product configuration function— View/Create/Edit/Delete Product rules.
- Under the Price rules tab, select the desired profiles against each Price rule function— View/Create/Edit/Delete Price rules.
In case you wish your sales manager to be able to configure product rules, make sure your sales manager's profile is selected under the Create Product Configurator function.
4. Does CPQ work on all CRM modules as well as Zoho Books estimates?
4. Does CPQ work on all CRM modules as well as Zoho Books estimates?
Currently, the CPQ system works only on the default Quotes module of Zoho CRM. Depending on the line items added to a quote, additional products get added/suggested and discounts and conditional list prices get executed based on CPQ rules.
CPQ rules are currently not applicable on Zoho Books Estimates. However, this is a roadmap feature and will be available at the earliest possible.
5. What is quoted item field update?
5. What is quoted item field update?
Quoted Item Field Update is an action that can be automated as part of a product rule in CPQ. What this means is that, based on a specific condition, you could have a selected field of the quoted item to have an updated value. Currently you can update the Quantity and Description fields of a quoted item. Consider these scenarios:
a. Zylker Electronics deals in the sale and service of electronic appliances such as washing machines, dishwashers, refrigerators etc. They also have a post-sale maintenance service package for each product, which happens at different instalments for different products. So when a customer purchases a service package, the quantity should automatically be updated to the number of instalments applicable. They could write a CPQ product rule to achieve this end.
b. Similarly, you can update the description field of a quoted item. For example, you want to keep a track of products for which CPQ rules have been applied. You can automate a standard description update saying "CPQ Rules applied" — if you need to filter out these records in the future.
Configuration:
Result:
6. Where can I see CPQ changes on my quote?
6. Where can I see CPQ changes on my quote?
The CPQ changes can be seen on the Review Changes popup window triggered on clicking the Save button on a quote. If the selected quote item has any associated actions in the CPQ rules, those actions will be executed and can be viewed on the Review popup.
Note that the particulars in this window cannot be changed as it beats the purpose of cutting down on manual efforts. You can only view the changes, understand the modifications and proceed with the automations applied.
Suggested products will be seen on the record detail page in your Quoted Items widget, after saving the quote. You can directly add the suggested products to the quote if you wish to by clicking the Add to Quoted Items button against each product suggestion.
7. How do I know what which part of my quotes have been modified by which CPQ rules ?
7. How do I know what which part of my quotes have been modified by which CPQ rules ?
When you have several product configurations and price rules set up and they start taking effect on your quotes, it could be quite confusing, understandably, as to which rules contribute to which modifications in your quote.
In the Review Popup window that's triggered upon saving a quote, you will see the list of products added and discounts computed from CPQ rules for your perusal. Click on the Info icon, to view a summary of which product/price rules are at play here. This gives you better context on which rules have triggered these changes. In case you need to update the rules, you can go the corresponding rule, make modification and try computing the quote again.
8. Can I undo CPQ additions to a quote?
8. Can I undo CPQ additions to a quote?
No, at the moment you cannot undo CPQ additions to a quote. You can edit a saved quote (with all CPQ modifications applied) if you wish to change particulars or cancel the current quote and create a fresh one, in case you want to make any changes.
9. I want to make a product available free of cost based on certain conditions. How can I do that?
9. I want to make a product available free of cost based on certain conditions. How can I do that?
If you wish to add conditional discounts, you can do so using price rules. Based on your condition, you may give a 100% discount, which will ideally make it a free product. Consider the following example of Free product, as part of a year-end offer. Once you mention the desired condition, you can give a flat 100% discount, or mention an absolute list price as 0, as the case may be. So the product will be made "free of cost" only upon meeting the configured conditions.
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