Revenue-Cloud-Consultant-Accredited-Professional Salesforce Revenue Cloud Consultant Accredited Professional (SU24) Questions and Answers

RASIC is an acronym used in project management to define the roles and responsibilities of each person who interacts with the project. Each letter represents a designated role in a task’s completion:

• R (Responsible): This is the task lead – the individual who is ultimately responsible for getting the job done. There should only be one person responsible.
• A (Accountable): This is the person, or people, who will approve or deny the task once it’s complete. The person responsible can also play this role, but it can also be a technical expert or stakeholder.
• S (Supporting): The individual(s) in this role actively work on the task and help the person responsible.
• I (Informed): The individual(s) in this role need to be informed of the task’s progress and any decisions being made. These are the people who need to know when the task is complete.
• C (Consulted): People in this role offer advice or guidance but do not actively work on the task. These are often subject matter experts who offer guidance or one-time technical reviews1.

References

• Defining Roles and Responsibilities on a Project (RASIC) - Nexight Group

 The matching ID field is used to link usage records to usage summaries based on a common identifier. This field is especially useful when there are amendments to the order products, as it allows usage records to be uploaded to the correct usage summary without having to change the order product ID or the usage summary ID. The matching ID field can be used as an external ID to simplify usage uploads after amendments, as it can be populated by a workflow rule or a formula based on certain criteria. 12 References:

• Usage Summary and Usage Fields - Salesforce
• Differences between the ‘External ID’ field and the ‘Unique ID’ field setting - Salesforce

 In a Salesforce CPQ Scoping Session, the first topic of discussion is typically Business Process Mapping. This involves understanding the current business processes and identifying areas where Salesforce CPQ can provide improvements. It’s an essential step in the scoping process as it helps to define the project’s scope and identify potential challenges early on. The other topics like Quote Document and e-signature, Order Management, and Products and Bundles are also important but they usually come after the business processes have been mapped and understood.

References

• Get Started with Salesforce CPQ Unit | Salesforce Trailhead
• CPQ Scoping Questionaire? : r/salesforce - Reddit
• How To: Salesforce CPQ: Build a Bundle

To migrate legacy install base into Salesforce CPQ along with the contract, the Revenue Cloud Consultant needs to populate the Assets and Subscriptions objects. These objects store the information about the products and services that the customer has purchased and are associated with the contract. The Assets object tracks the physical products, such as hardware and software licenses, that have been delivered or activated for the customer. The Subscriptions object tracks the recurring products, such as software subscriptions or maintenance plans, that have a defined billing frequency and term. By populating these objects, the Revenue Cloud Consultant can preserve the history of the customer’s purchases and enable the features of Salesforce CPQ, such as renewals, amendments, and co-termination. References:

• Migrate Legacy Data to Salesforce CPQ
• [Assets]
• [Subscriptions]

INVEST is an acronym that stands for Independent, Negotiable, Valuable, Estimable, Small, and Testable12. It is a set of criteria used to assess the quality of a user story in Agile methodologies12. Here’s what each term means:

• Independent: The user story should be self-contained, in a way that there is no inherent dependency on another user story12.
• Negotiable: User stories, up until they are part of an iteration, can always be changed and rewritten12.
• Valuable: A user story must deliver value to the end user12.
• Estimable: You must always be able to estimate the size of a user story12.
• Small: User stories should not be so big as to become impossible to plan/task/prioritize with a certain level of certainty12.
• Testable: The user story or its related description must provide the necessary information to make test development possible12. References: 12

https://blog.logrocket.com/product-management/writing-meaningful-user-stories-invest-principle/

https://blog.logrocket.com/product-management/writing-meaningful-user-stories-invest-principle/

A Revenue Cloud consultant needs to understand the client’s business, their products or services, and their sales process before they can effectively scope a Revenue Cloud project.

A. A sample proposal the client provides to their customers: This document can give the consultant insights into the client’s current sales process, pricing strategies, and customer interactions1.

B. Brochures that provide detail to the products and services the client offers: These materials can help the consultant understand the client’s product offerings, their unique selling points, and how they position themselves in the market1.

D. An approval matrix documentation that describes the approvals needed before a quote is sent to the customer: This document can help the consultant understand the client’s internal approval processes, which is crucial for configuring the approval workflows in Revenue Cloud2.

C. The latest release notes found at help.salesforce.com>salesforce CPQ patch notes: While these notes are important for staying updated on the latest features and bug fixes in Salesforce CPQ, they may not directly help the consultant understand the client’s specific project requirements3.

E. The client’s income statements and balance sheet: While these financial documents can provide valuable insights into the client’s financial health and performance, they may not directly contribute to understanding the client’s Revenue Cloud project requirements1.

References: Salesforce Revenue Cloud documents1, Salesforce Approval Processes2, Salesforce CPQ Patch Notes3.

These are three features that are not natively supported by Salesforce Revenue Cloud, but can be added by using an AppExchange Solution.

• Contract Redlining: This is the process of comparing and editing different versions of a contract document, usually with track changes and comments. This can help to negotiate and finalize the terms and conditions of a contract with customers or partners. 1
• Electronic Signature: This is the digital equivalent of a handwritten signature, which can be used to sign and validate a contract document electronically. This can help to speed up the contract approval process and reduce paper usage. 2
• Attachments: This is the ability to add additional files or documents to a contract document, such as supporting evidence, product specifications, or legal disclosures. This can help to provide more information and clarity to the contract parties. 3

References:

• 1: This article explains the benefits and challenges of contract redlining and how to use an AppExchange Solution to enable it in Salesforce.
• 2: This article explains the benefits and best practices of electronic signature and how to use an AppExchange Solution to integrate it with Salesforce.
• 3: This article explains how to use an AppExchange Solution to add attachments to a contract document in Salesforce.

 The Salesforce CPQ (Configure, Price, Quote) system allows for the creation of custom fields on the Opportunity Line Item object, such as ARR c, to capture recurring revenue. This can be used in conjunction with a price rule to copy the value from the corresponding field (ARR c) on the SBQQ QuoteLine__c object. This solution is efficient as it leverages the existing structure and functionality of Salesforce CPQ, allowing for the seamless integration of recurring revenue data into existing pipeline reports. References:

• Salesforce Revenue Cloud documents and learning resources
• Salesforce Introduces Revenue Cloud to Help Businesses Accelerate Revenue Growth Across Any Channel
• Get Started with Revenue Intelligence
• Introduction to Revenue Intelligence for Sales Cloud
• Getting Started: Revenue Cloud: Salesforce Billing
• CPQ Object Relationships - Salesforce
• Object Reference for the Salesforce Platform
• Salesforce CPQ Clone with Related Button to clone Quotes to a new …
• Troubleshoot Salesforce CPQ Opportunity and Quote sync issues
• Bundle configuration errors ‘does not belong to SObject Type’ or …
• Salesforce Revenue-Cloud-Consultant-Accredited-Professional Quiz 1 …

In Salesforce CPQ, if a custom field is an input to product prices and you want a change in this field to trigger a recalculation, you should add this field to the calculating fields field set. This is because Salesforce CPQ’s Advanced Quote Calculator determines quote and quote line prices in response to user or automated actions1. Therefore, adding the ‘partner type’ field to the calculating fields field set will ensure that setting the partner type on the quote triggers a new calculation. References

• The CPQ Quote Calculation Sequence - Salesforce

In Salesforce Revenue Cloud, if price rules are not sufficient to accurately set the quote line list price for a project, the next functionality to consider would be a Quote Calculator Plugin (QCP)1. A QCP is a JavaScript snippet that you can use to perform complex calculations and manipulations on quote lines1. It provides a way to customize the calculation sequence that happens when a quote is calculated1. This can be particularly useful when there are additional calculation steps needed that are not addressed by standard price rules1. References

• Salesforce Exam Revenue-Cloud-Consultant-Accredited-Professional Questions and Answers - Update Feb 2024

Upon noticing unacceptable performance times in Salesforce CPQ, particularly when the primary quote syncs to the opportunity, and identifying the cause as being due to extensive process builders referencing the quote and opportunity alongside other heavy customizations, the recommended strategy is to extend customization using coding best practices to improve scalability. This involves reviewing and optimizing the existing customizations, possibly refactoring process builders into more efficient code-based solutions that are better optimized for performance and scalability. This approach helps in addressing the technical debt and ensures that the Revenue Cloud solution is built on a solid and performant foundation​​.

These are three documents that can help a revenue cloud consultant gain a better understanding of the client’s business model, value proposition, pricing strategy, and approval process before engaging in a scoping session.

• A sample proposal the client provides to their customers: This document can help the consultant understand how the client presents their products and services to their customers, what kind of information they include, how they structure their pricing and discounts, and what terms and conditions they apply. This can help the consultant design a solution that meets the client’s needs and expectations, as well as aligns with their branding and messaging. 1
• Brochures that provided detail to the products and services the client offers: This document can help the consultant understand the features and benefits of the client’s products and services, how they differentiate themselves from their competitors, and what kind of value they deliver to their customers. This can help the consultant configure the product catalog, pricing rules, and quote templates that reflect the client’s offerings and value proposition. 2
• An approval matrix documentation that describe the approvals needed before a quote is sent to the customer: This document can help the consultant understand the client’s internal governance and compliance requirements, as well as the roles and responsibilities of the stakeholders involved in the quote-to-cash process. This can help the consultant set up the approval workflows, notifications, and permissions that ensure the accuracy and validity of the quotes and contracts. 3

References:

• 1: This article explains how to create a professional proposal for customers using Salesforce CPQ.
• 2: This article explains how to create and manage product catalogs and pricing in Salesforce Revenue Cloud.
• 3: This article explains how to create and manage approval processes in Salesforce Revenue Cloud.

For the user story concerning sales users' ability to create new quotes with established rate cards and account-specific discounts, the Salesforce objects that need to absorb legacy data include:

• B. Contracted Pricing: This object is crucial for managing special pricing agreements that have been negotiated with specific customers. It ensures that the pricing on new quotes reflects the discounts and rates that were originally negotiated under specific contracts.
• D. Entitlements: The Entitlements object manages the customer’s entitlements to support services or warranty conditions, which can be tied to the pricing or conditions stated in their original contracts.

These objects ensure that the contractual terms and special conditions are respected in new transactions, maintaining consistency and honoring legacy agreements with customers.

In a Salesforce CPQ scoping session, the first type of documentation that comes into play is the Business Process Mapping. This is because before diving into the specifics of products, bundles, order management, or quote documentation, it’s crucial to understand the client’s overall business processes. Business Process Mapping provides a visual representation of the client’s business processes, which can help identify inefficiencies, redundancies, and gaps in the current process. It also helps in understanding how the Salesforce CPQ solution can be best configured to align with and optimize these processes1. References: Salesforce CPQ documentation1.

A Flow is a scalable way to set the legal entity on the order product and order product consumption schedule because it allows you to automate complex business logic without writing code. A Flow can be triggered when a record is created and run before the record is saved, which means that you can assign the legal entity to the order product and order product consumption schedule before they are inserted into the database. This way, you can ensure that the order product and order product consumption schedule have the correct legal entity for the billing, tax, and revenue recognition treatments that are applied to them. A Flow also gives you more flexibility and control over the logic and criteria for setting the legal entity, compared to a workflow or a custom setting. A Quote Calculator Plugin (QCP) is not a scalable way to set the legal entity on the order product and order product consumption schedule because it is a custom code solution that requires development and maintenance. A QCP also runs after the order product and order product consumption schedule are created, which means that you have to update the legal entity after the record is saved, which can cause data validation issues. A workflow or a custom setting are also not scalable ways to set the legal entity on the order product and order product consumption schedule because they have limitations and drawbacks, such as:

• A workflow can only run after the record is created and saved, which means that you have to update the legal entity after the record is saved, which can cause data validation issues.
• A workflow can only execute simple logic and actions, such as field updates, email alerts, tasks, and outbound messages. It cannot perform complex logic or actions, such as loops, conditions, variables, or invocations of other processes or services.
• A custom setting is a type of custom metadata that stores data that can be accessed by formulas, validation rules, flows, Apex, and the SOAP API. However, a custom setting is not a good way to store data that changes frequently or varies by user or profile, such as the legal entity. A custom setting also requires manual configuration and maintenance, which can be error-prone and time-consuming. References:
• Legal Entities
• Automation Guidelines for Orders and Order Products
• Flow Builder

In Salesforce Revenue Cloud, if a cash payment has been posted to the wrong account by mistake, the recommended steps to correct this are as follows:

• Allocate the Payment: If the payment has been allocated, the first step is to allocate the payment. This means assigning the payment to the specific invoice it was intended for.
• Create a Refund: Once the payment has been allocated, the next step is to create a refund. This will effectively reverse the payment that was made in error.
• Create a New Payment for Account B: After the refund has been created, a new payment can be made for the correct account (Account B in this case). This payment should be allocated to the correct invoice on Account B.

It’s important to note that these steps ensure that the payment records are accurate and reflect the correct allocation of funds. This is crucial for accurate financial reporting and for maintaining the integrity of the account’s payment history.

References:

• Use Payments to Correct Errors on Posted Refunds - Salesforce
• Make a Payment on an Invoice - Salesforce
• Payments and Credits - Salesforce

  When scoping a Revenue Cloud project, it's essential to involve key customer teams that will be impacted by or contribute to the implementation. These teams typically include Information Technology, which will handle the technical aspects of the implementation; Sales Operations, which is responsible for the processes and strategies surrounding the sales efforts; and Accounting and Finance, which will manage billing, invoicing, and financial reporting aspects of the solution. Involving these teams ensures that all necessary requirements are captured and that the solution aligns with the organization's technical capabilities and business processes​​.

 Incorrect future invoicing for an amended order product might be caused by the following scenarios:

A. Not contracting the Amendment Order: If the amendment order is not contracted, the changes made in the amendment order will not be reflected in the future invoices. This is because the contract is the legal agreement that specifies the terms of the sale, including the products, quantities, and prices. If the amendment order is not contracted, the original terms of the sale remain in effect, which may result in incorrect future invoicing1.

B. Having a subscription on the Contract be linked to an Order Product with one or more unpaid invoice lines: If there are unpaid invoice lines linked to the order product, it may cause discrepancies in the future invoices. This is because the unpaid invoice lines may still be pending for payment, and if they are not resolved before the amendment order is contracted, the future invoices may not accurately reflect the changes made in the amendment order2.

C. Having a subscription on the Contract be linked to an Order Product with one or more invoice lines in draft: If there are invoice lines in draft status linked to the order product, it may cause inaccuracies in the future invoices. This is because the draft invoice lines have not yet been finalized and may still be subject to changes. If these changes are not finalized before the amendment order is contracted, the future invoices may not accurately reflect the changes made in the amendment order2.

References: Salesforce Revenue Cloud documents12

When implementing Salesforce Revenue Cloud for a business unit that already uses a legacy CPQ system, the following considerations should be taken:

AMap legacy CPQ system capabilities to ensure there is no loss of logic from the older system: It’s important to understand the capabilities of the legacy CPQ system and map these to the new system to ensure that there is no loss of functionality or business logic12.

B. Transform the customer’s business processes, capture new requirements for the new Revenue Cloud technology: Implementing a new system like Revenue Cloud often requires a transformation of existing business processes. It’s crucial to capture new requirements that align with the capabilities of Revenue Cloud13.

D. Customize Revenue Cloud’s user interface so the customer experiences no major interruption to the new system: To ensure a smooth transition, it can be beneficial to customize the user interface of Revenue Cloud to match the look and feel of the legacy system. This can help minimize disruption for end users14.

References

• Salesforce Introduces Revenue Cloud to Help Businesses Accelerate Revenue Growth Across Any Channel - Salesforce Sales
• Salesforce Revenue Cloud: A Guide | BillingPlatform
• CRM Implementation Considerations- Salesforce
• The Ultimate Guide to Salesforce CRM and CPQ Integration
• Oracle CPQ Cloud and Salesforce.com Integration

 The ‘safe harbor’ slide at the beginning of every Salesforce presentation is a legal disclaimer that informs the audience that the presentation may contain forward-looking statements about the company’s future products, features, capabilities, performance, and financial results. These statements are based on the company’s current expectations, assumptions, and projections, and are subject to risks, uncertainties, and changes that may cause the actual results to differ materially from the statements. Therefore, the audience should not rely on these statements as guarantees or promises of future performance or availability, and should make their own independent decisions based on the current and available capabilities of the company. The ‘safe harbor’ slide also directs the audience to the company’s website, where they can find more information about the factors that may affect the forward-looking statements, as well as the company’s most recent financial reports and filings. 12

References:

• Salesforce - Safe Harbor
• Salesforce Announces Record Fourth Quarter and Full Year Fiscal 2022 Results - Salesforce Earnings

In Salesforce Revenue Cloud, if a cash payment has been posted to the wrong account by mistake, the appropriate steps to correct this would be to first unallocate the payment if it has been allocated. This means that the payment is no longer linked to any particular invoice or order1. Once the payment has been unallocated, a refund should be created for the incorrect payment1. After the refund has been processed, a new payment can then be created for the correct account (Account B in this case)1. This ensures that the payment is correctly associated with the right account and invoice1. References

• Salesforce Revenue-Cloud-Consultant-Accredited-Professional Quiz 1

Salesforce CPQ (Configure, Price, Quote) allows admins to automate price calculations and update quote line fields1. In the context of Universal Containers, they have three product families and want to view the net totals of these families at the quote level1. The current solution involves creating three separate price rules that use summary variables to add the net total for quote lines that belong to a particular product family1. However, from a performance standpoint, it would be more efficient to use a single price rule with three price actions12. This is because price rules can inject a static value, field value, or summary variable into a quote or quote line field1. Therefore, having a single price rule with multiple price actions can streamline the process and improve performance12. References: 12

When encountering a Salesforce Sales Cloud implementation with multiple triggers, workflow, and flow processes applied to the Opportunity object, it is advisable to recommend consolidating these automations into a single type. This approach is recommended to optimize performance and maintainability, reducing complexity and potential conflicts between different automation types. Consolidating automations into one trigger, process builder, or flow ensures a more streamlined and efficient execution of business logic, contributing to better system performance and easier troubleshooting and maintenance​​.