Salesforce CPQ Project Checklist

Download CPQ Project Checklist here.

There are many IT project management related knowledge resources available in the internet. Today, I wanted to share with you something related to CPQ implementation projects, where PM time is limited and where the CPQ consultant has a bigger role to play.

Not that long ago I wrote an ebook about CPQ implementation, where I’m guiding a reader through various topics that needs to be reviewed during CPQ implementation (i.e. Salesforce CPQ). While working on that ebook, I created a Project Tracking Checklist that lists project milestones, but by looking from a CPQ domain perspective.

In my opinion, we can identify 20 milestones/phases in the typical CPQ implementation projects;

  1. Kick-off – start well, present project goals, align the team
  2. Intro Workshops – educate your customer and present OOTB CPQ features, that will help you later during the design when key decisions need to be made.
  3. Security – identify Actors in the system (who are the users?) and define the security setup for your implementation
  4. CRM and CPQ – design how your CRM/Sales connects to CPQ, what are the processes and data flow between those components?
  5. Product Catalog – get the product catalog defined and documented, all product variations, configuration process, etc.
  6. Pricing – get the pricing logic defined and documented, ideally as Excel files with formulas.
  7. Quote document – get the quote documents used by your customer, define the template for the future state and implement
  8. Approvals – define the approval processes and approvers
  9. Order Generation – determine rules and possible automations related to orders and order provisioning.
  10. Renewals – Subscription based business? Make sure you design how to renew and not drop any revenue opportunity.
  11. Amendments – Utilise maximum of OOTB features and provide flexibility to your customers.
  12. Communities – Help your partners sell your products and enable your customers for self service.
  13. Translations – Translate your product catalogue and quote output documents for a seamless client experience.
  14. Legacy data migration – CPQ implementation for a brand new business is super rare. Usually, there is some set of data that needs to be migrated during the project, for instance, to automate renewals of current subscriptions.
  15. Integrations – What is the input process for the CPQ? What is the output? How does it interface with current IT horizon of the business?
  16. SIT – Nothing surprising, just perform standard SIT process.
  17. UAT – Same here just do the UAT, one advice, make sure you have key end users involved in the process.
  18. Knowledge Transfer – I suggest train the trainer approach. Record the sessions you will do with the key users and share that with your customer. One comment: focus on your part of the work. Teaching CPQ should be done by one of the courses or should be agreed specifically in the project.
  19. Deployment & Go Live – Moving configuration data may be tricky, pay attention 🙂
  20. Support – BAU mode, if your customer is willing to.

If you are a CPQ consultant, you should look at this list and make sure you touch all areas from the list during your project.