Salesforce CPQ
A quoting automation tool native to Salesforce CRM that enables sales reps to configure complex products, apply pricing rules, and generate accurate proposals from within Salesforce.
How RevOps teams use it
RevOps teams use Salesforce CPQ to enforce pricing governance, manage discount approval workflows, ensure quote accuracy across complex product bundles, and sync bookings data directly to revenue recognition systems.
Example use case
e.g., A RevOps team uses Salesforce CPQ to build a discount approval matrix where deals above 20% discount automatically route to the VP of Sales for approval before a quote is sent.
Where it's used
Technical Disciplines
CPQ & Deal Desk Engineering
Designs and manages Configure-Price-Quote systems and deal desk workflows — building product catalogs, approval logic, amendment rules, and ERP handoffs that turn complex deals into accurate quotes at speed.
Pricing Operations
Operationalises pricing strategy across the revenue stack — managing discount governance, price book architecture, competitive pricing triggers, and approval logic that protect margin while accelerating deals.
Revenue Lifecycle Operations
Orchestrates the full customer lifecycle from onboarding through expansion to renewal — stitching product usage data into CRM, triggering expansion plays, and automating renewal workflows that maximise lifetime value.
Solutions Engineer
Bridges technical product capabilities and customer needs during the sales process — designing solutions, running demos, and supporting complex deal cycles.