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Guided Selling: Advanced Example
Use process input conditions to create multiple paths through a guided selling prompt. This feature is useful for building detailed guided-selling prompts that cover several business needs. This use case contains an example of a guided-selling setup driven by process input conditions. (Salesforce CPQ Managed Package)
Required Editions
| Available in: Salesforce CPQ Summer ’16 and later |
A manager for an IT solutions company wants a guided selling prompt that lets their sales reps define the business solution, server types, deployment options, and commercial segment of their customers. The answers filter their product based on several of the company’s custom product fields.
- Business Solution
- Server Replacements
- Deployment Options
- Commercial Segment
- Employees
The prompt follows these paths.
- The prompt always asks “What business problem are you solving?” and “How many employees?”
- If the sales rep responds to “What business problem are you solving?” by selecting “Consolidate IT Assets,” the prompt asks “What server types?”
- If the sales rep responds to “What business problem are you solving?” by selecting “Manage Time & Expenses,” the prompt shows “Deployment options” and “Commercial segment.”
Before you make your guided selling record, create the following custom picklist fields and their values on your product2 object. The Employees field exists as a standard field on your account object. Set their values on your account and products based on how you want your guided selling prompt to filter them.
- Business Solution (Business_Solution__c)
- Consolidate IT Assets
- Manage Time and Expenses
- Staff Augmentation
- Server Replacements (Server_Replacements__c)
- Application
- Database
- File
- Web
- Deployment Options (Deployment_Options__c)
- Cloud
- On-Premise
- Commercial Segment (Commercial_Segment__c)
- SMB
- Enterprise
- Public Sector
You can use process input conditions to show “Deployment options” and “Commercial segment” based on responses to the business solution question. Let’s review all the objects you need to create this guided-selling prompt.
Because you’re using only one prompt and keeping it in the quote line editor, create a quote process record and give it a descriptive name. Next, create your process inputs.
| Input Name | Label | Display Order | Input Field | Product Field | Operator |
|---|---|---|---|---|---|
| Business Solution | What business problem are you solving? | 1 | Business_Solution__c | Business_Solution__c | equals |
| Server Types | What server types? | 2 | Server_Replacements__c | Server_Replacements__c | equals |
| Deployment Options | Deployment Options | 3 | Deployment_Options__c | Deployment_options__c | equals |
| Commercial Segment | Commercial Segment | 4 | Commercial_Segment__c | Commercial_Segment__c | equals |
| Employees | How many employees? | 2 | Employees | Employees__c | N/A |
You can have the same display order values for multiple processes. If a process input condition hides one of those processes, Salesforce CPQ shows it above the unhidden process after the prompt meets the condition’s requirements.
You also need process input conditions for your Server Types, Deployment Options, and Commercial Segment process inputs. Go to each of those process input records, click New Process Input Condition, and then create the condition as follows. Remember, the Employees process input doesn’t need a condition because you want it to always appear in your prompt.
| Process Input | Process Input Condition Name | Master Process Input | Operator | Equals |
|---|---|---|---|---|
| Server Types | Consolidate IT Assets | Business Solution | equals | Consolidate IT assets |
| Deployment Options | Manage Time and Expenses | Business Solution | equals | Manage Time and Expenses |
| Commercial Segment | Manage Time and Expenses | Business Solution | equals | Manage Time and Expenses |
Your master process input updates its Process Inputs Regulated related list with lookups to all the process inputs it controls.
Your quote process ID is the string of numbers and letters following the final backslash of your quote process record’s URL. Copy that and add it to your quote or quote line group’s Quote Process ID field.
