The standard CPQ flow generates a New Business quote in two clicks from an Opportunity. Confirm the Opportunity has a Primary Account, a Price Book, and a populated Close Date before clicking the button or CPQ throws a validation error.
- Open the Opportunity and click New Quote
The New Quote button (or its renamed equivalent in your org) creates a Quote record with SBQQ__Type__c set to Quote and SBQQ__Type__c set to New Business by default. The quote links back to the Opportunity via the SBQQ__Opportunity2__c lookup.
- Open the Quote Line Editor and add products
Click Edit Lines to enter the Quote Line Editor. Add products via the Add Products button or directly through guided selling. Configure bundles, set quantities, set subscription terms, and apply manual discounts where allowed.
- Apply pricing and discount logic
CPQ runs Calculate Price automatically on save. Verify that Price Rules with New-Business-specific conditions fired (check the Calculated Status field). Override prices only with explicit Manager approval; bypass discounting writes evidence to the Quote Line for audit.
- Generate the document and route for approval
Click Generate Document to produce a branded PDF using a Quote Template. Submit for approval if the discount, term, or product mix triggers any Approval Rule. The approval routing on a New Business quote usually flows through Deal Desk and Sales Management, not Finance.
- Mark Primary and Order
Once signed, mark the Quote as Primary on the Opportunity, set the Opportunity to Closed Won, and use Order Now or batch ordering to create the Order, Order Products, Contract, and Subscriptions. From here, the Subscriptions become the baseline for any future Amendment or Renewal.
The parent Opportunity providing Account, Close Date, and Price Book.
Defaults to today; drives Subscription Start Date for every subscription line on the quote.
Number of months for subscription products. Defaults from the Quote or product setting.
Inherits from the Opportunity. The Price Book ID controls which list prices CPQ pulls.
Required if your Order automation expects them. Defaults from the Opportunity's Account but can be overridden.
- Switching a Quote from New Business to another type manually after lines are added is rarely safe. Subscription Start Date, Quantity, and Net Amount fields recompute and you lose the snapshot. Start a new Quote instead.
- New Business quotes do not see prior-period prices from a customer's existing contract. If your business needs price protection for an existing customer's new orders, configure a Pricing Guarantee or use a Co-Term quote instead.
- The Opportunity Amount and the Quote Net Total should match before close. Run the OpportunityAmount sync (Twin Field) on the Primary quote so the Opportunity reflects the quote total in real time.
- Multi-year ramp deals require Segments, not just a single subscription line. Configure segmentable products and use the Segments tab on the Quote Line for year-over-year ramp pricing.