Wave6 Insights

Coauthored by Sandeesh Phulkar

Ancient civilizations were very interested in predictions. If you read Greek and Roman mythologies, you may remember there were people called oracles who were blessed with the power of prophecy. People offered sacrifices to the gods so that the gods could speak through these divine individuals. Kings would make decisions based on what they were told by oracles. Oracles made predictions and people listened to them.

Granularity

It’s a word we hear all the time with Einstein Analytics. Key decision makers can perform granular analysis of data through Einstein Analytics’ easy to use dashboards to derive actionable insights.

It’s a fact of life that closing deals can be complicated. And if your company needs to manage a large product catalog, apply automatic discounts, or keep track of a quote’s signature status, you may have some even bigger issues.

A great Configure-Price-Quote (CPQ) tool can be invaluable in these scenarios. While there are many tools in the market, Salesforce Quote-to-Cash (formerly SteelBrick) has some impressive features that kick traditional CPQ up a notch.

But with so much functionality available, knowing where to start can be tricky.

Fortunately, there are easy ways to dip your toes into the Configure, Price and Quote elements of Salesforce Quote-to-Cash, so you can get your team quickly up and running and start closing those complicated deals effortlessly.

For most of its existence, Salesforce has focused its solutions around improving the internal processes of selling to and servicing clients. That’s why in 2015, when Salesforce acquired leading configure-price-quote (CPQ) vendor SteelBrick for a cool $300 million, stakeholders across the CRM industry collectively held their breaths to see how things would shake out.

With the addition of CPQ – aka Salesforce Quote-to-Cash – to the Salesforce family of solutions, Salesforce appears to be extending its CRM wheelhouse to encompass more of the “final mile” aspects of closing sales.

The 300-million-dollar question, though, is: How well does Salesforce Quote-to-Cash work?

Let’s explore that further.