Many companies, when approaching a Salesforce Consultancy, are unsure whether to customize the Sales Cloud to meet the needs of Quotation and Pricing, as well as contract generation, addendums, and renewals, instead of using the out-of-the-box tools provided by the Salesforce CPQ platform.
| Feature | Sales Cloud | Salesforce CPQ |
|---|---|---|
| Purpose | Sales Management | Configure, Price, Quote Solution |
| Business Approach | Technology-driven | Business-driven |
| Customization | Customization Possible | Prioritizes Transformative Approach |
| Requirements Gathering | Focuses on Sales Management Tasks | Focuses on Gathering Requirements |
| Processes Mapping | Supports Existing Sales Processes | Maps Out Processes |
| User Groups Consideration | Focuses on Sales Teams | Considers Different User Groups |
| Complexity of Customization | Can Lead to Increased Complexity | Avoided to Prevent Complexity and Cost |
| Ideal Solution | Mix of Out-of-the-box and Customized Features | Out-of-the-box Solution |
| Priorities | Sales Management Tasks | Reevaluating Business Processes and Improvements |
| Value to Business | Supports Sales Teams | Increases Sales Productivity and Efficiencies |
| Standardization | No Focus | Crucial in Reducing Time to Value and Represents Best Practices |
| Out-of-the-box Functionality | No Recommendation | Recommended to Address Business Requirements Before Customization |
| Customization Impact on Project | Can Impact Project Timelines and Increase Costs | May Require Redesign of Business Processes |
| Considerations for Complex Customization | No Special Considerations | Discuss Edge-case Scenarios with Customer |
| Key to Successful Implementation | Sales Management Tasks | Business-driven Approach |