Salesforce CPQ (Configure, Price, Quote) is the paid managed package for complex deal pricing — product bundling, discount rules, approval workflows, branded PDF quote generation. CPQ extends Sales Cloud with deep pricing logic that standard Sales Cloud can't model. Setup is multi-step: install the package, configure products + bundles + price rules + quote templates.
- Confirm Salesforce CPQ licensing
CPQ is a separate paid product. Setup → Installed Packages — look for Salesforce CPQ. Without the package installed, the feature isn't there.
- Open Setup → Installed Packages → Salesforce CPQ → Configure
Or App Launcher → CPQ Setup.
- Configure Pricing Methods per Product
List Pricing / Block Pricing / Cost Plus / Percent of Total. Each Product picks one. Drives quote calculation.
- Build Product Bundles
Products with related sub-products. The bundle's main Product has Components, Options, and Configuration Rules driving what bundles together.
- Configure Price Rules
Conditional pricing logic — "if total > $100k, apply 10% volume discount." Set via the Price Rule object with Conditions + Actions.
- Configure Approval Rules
Discount-tier-based approval routing. "Discounts > 30% require VP approval." Uses Salesforce CPQ's Advanced Approvals add-on or standard Approval Processes.
- Build Quote Templates (PDFs)
Setup → Quote Templates → New. Drag sections (Header / Line Items / Terms / Signature) onto the template canvas. Output is the PDF customers receive.
- Train sales reps on the CPQ Quote workflow
From an Opportunity → Quotes related list → New Quote → CPQ Quote Lines wizard. Reps configure products, prices auto-apply, generate PDF, send.
List / Block / Cost Plus / Percent of Total.
Conditional pricing logic.
Discount-based routing.
Branded PDF output.
More sophisticated approval flows.
- CPQ is licensed separately and has its own learning curve. A typical CPQ implementation runs 3-6 months for a mid-sized org. Don't underestimate scope.
- Price Rules are powerful but easy to misconfigure. A rule that fires on every quote line slows quote generation; complex rule chains can produce unexpected pricing. Test thoroughly in a sandbox.
- Quote Templates are managed metadata. Changes propagate via Change Sets / DX. A template change in production isn't auto-tested — preview before deploying.