Student Guide

CPQ Administration
 Table of Contents
Overview ............................................................................................................................ 3 Deleted

Welcome to Acme! ............................................................................................................. 4 Deleted

Acme Communication Services Division (CSD) Scenario ............................................................... 4 Delete

CPQ Foundations .............................................................................................................. 5 Deleted

Exercise #1 Navigating to the CPQ Console ................................................................................... 5 Delete

Exercise #2 Creating Standalone Products ..................................................................................... 5 Delete

Exercise #3 Creating a Price List ..................................................................................................... 6 Delete

Exercise #4 Creating a Price List Item ............................................................................................. 6 Delete

Exercise #5 Creating the Product Catalog ....................................................................................... 7 Delete

Exercise #6 Defining the Product Hierarchy .................................................................................... 7 Delete

Exercise #7 Associating Standalone Products to Categories .......................................................... 8 Delete

Exercise #8 Adding the Catalog to the Price List ............................................................................. 8 Delete

Exercise #9 Running Category Maintenance Update ...................................................................... 9 Delete

Exercise #10 Creating a Quote to Validate Standalone Products ................................................... 9 Delete

CPQ Configurable Products & Constraint Rules............................................................... 10 Deleted

Exercise #1 Creating Bundled Products......................................................................................... 10 Delete

Exercise #2 Associating Bundled Products to Categories ............................................................. 11 Delete

Exercise #3 Running Category Maintenance Update .................................................................... 11 Delete

Exercise #4 Creating Option Groups .............................................................................................. 12 Delete

Exercise #5 Adding Options to the Option Group .......................................................................... 12 Delete

Exercise #6 Applying the Option Group to the Bundled Product ................................................... 13 Delete

Exercise #7 Creating Price List Items for Bundled Products ......................................................... 14 Delete

Exercise #8 Validate Configuring a Quote/Proposal w/Bundled Products .................................... 15 Delete

Exercise #9 Creating a Product Field Attribute .............................................................................. 15 Delete

Exercise #10 Creating an Attribute Group...................................................................................... 16 Delete

Exercise #11 Associating an Attribute Group with a Product ........................................................ 16 Delete

Exercise #12 Validate the Product w/Attributes ............................................................................. 16 Delete

Exercise #13 Creating a Constraint Rule ....................................................................................... 17 Delete

Exercise #14 Creating a Constraint Rule Condition ....................................................................... 17 Delete

Exercise #15 Creating a Constraint Rule Action ............................................................................ 18 Delete

Exercise #16 Validate the Constraint Rule ..................................................................................... 18 Delete

CPQ Pricing Rules ........................................................................................................... 19 Deleted

Exercise #1 Creating a Price Dimension for Subscription Term .................................................... 19 Delete

Exercise #2 Creating a Price Matrix for Telephone Service .......................................................... 20 Delete

Exercise #3 Validate the Price Matrix ............................................................................................. 21 Delete

1
APTTUS
UNIVERSITY
 Exercise #4 Create a Price Dimension for Customer Rating ......................................................... 21 Delete

Exercise #5 Creating a Price Ruleset ............................................................................................. 22 Delete

Exercise #6 Creating a Price Rule Entry ........................................................................................ 23 Delete

Exercise #7 Validate the Pricing Ruleset ....................................................................................... 23 Delete

Appendix .......................................................................................................................... 24 Deleted

Attributes & Advanced Pricing ........................................................................................................ 24 Delete

2
APTTUS
UNIVERSITY
Overview

Introduction Apttus provides powerful, flexible tools that you can use to streamline your
quote generation process. This guide will help you learn the concepts and
tasks necessary to setup and administer the Apttus Configure, Price &
Quote application.

Apttus CPQ Administrators are individuals who are responsible for

maintaining and managing product catalogs and pricing. Configuration
settings presented in this workbook provide a starting foundation for
working with Apttus CPQ.

Prerequisite This course assumes that you have a basic understanding of the
Salesforce environment and infrastructure as well as a Salesforce (SFDC)
Knowledge account with administrator privileges & Apttus CPQ licenses. Knowledge of
relational database concepts can be helpful but is not required.

Objectives After completing this course you will be able to:

Articulate Basic Product and Pricing Concepts.
Configure the Apttus CPQ engine with products, price lists, a
category hierarchy and price list items.
Configure bundled and standalone products as well as product
attributes.
Configure product selection behavior using constraint rules.
Configure for complex pricing scenarios using price dimensions,
price matrices and price rule sets.

Terms & The following are terms that will be used frequently throughout this course:
Definitions Organization/Org: A deployment of Salesforce that has a defined
set of licensed users. Your organization includes all of your data
and applications, and is separate from all other organizations.
Objects: A definition of a specific type of information you can store
in Salesforce. Some objects are native to Salesforce (such as
Contacts or Accounts) while others are specific to Apttus
functionality (such as Proposals or Agreements).
Records: A collection of fields that store information about a
specific item of a specific type (represented by an object), such as
a contact, an account, or an opportunity.
Quote/Proposal: The Apttus custom object used to record
information about a specific quote for a specific Opportunity and
Account. The tab for the object is presented as Proposals: and the
record is stored as a Quote/Proposal.
CPQ Console: The CPQ Console allows you to manage most
product and pricing functions.
Product Console: The product console helps administer product
properties and associate products with other CPQ artifacts.

3
APTTUS
UNIVERSITY
Welcome to Acme!
Acme Communication Services Division (CSD) Scenario
Throughout these exercises you will play the role of a CPQ administrator for Acme's new
Communication Services Division (CSD). Acme was previously a business-to-business company
but is now also a provider of consumer telecommunications offerings such as television, internet,
telephone and home security services. In setting up their consumer offerings and pricing, Acme
has decided to utilize the Apttus CPQ engine to control the pricing and packaging of products in
order to maximize revenue and help sales agents understand the best selections for their
customers.

Our scenario includes the following details:

Acme will bundle their products into a Double Play (any two products) as well as a Triple
Play bundle (any three products included).
Acme automatically includes an installation fee for any CSD product quoted.
Acme has a tiered pricing model for their Telephone Service. The longer the subscription
term on a quote, the lower the monthly rate will be.
A discount is applied to all CSD products quoted based on the rating of the Customer
Account.
Acme's internet service is offered with various speeds and the price will automatically be
adjusted.

As the scenario unfolds, Apttus CPQ will adapt to the specific use cases presented by Acme. We
will start with basic configuration settings required to configure a quote/proposal. Then move on to
more intermediate concepts and configuration settings and, finally, more advanced CPQ
configurations.

There are four basic constructs within Apttus CPQ:

Products: A product or service that can be sold on its own as a standalone item, an option
of other products, or as part of a bundled product. Apttus utilizes the standard Salesforce
Products2 table to store product records and Apttus-specific fields on those records that
manage the behavior of products.

Price Lists: Containers of items that are grouped in a price list. A price list controls which
products are visible to the end user. A price list contains several price list items; each linked
to a product. A product can be set up with one or more price list items.

Price List Items: Each price list item includes the list price for the product including details
of cost such as per unit, flat price, one time, recurring, and more. Each price list item also
represents the different ways that a customer is charged for a product; for example: license
fees, implementation fees, etc. Price list items are categorized into Price Lists.

Categories: Categories are high-level logical groupings of products. Their grouping affects
the way the end user sees them for selection in a product catalog. A category is created for
browsing products in the selection pages or they can be created for creating options groups
for a bundled product. Products are associated to a category through a category hierarchy.
Category hierarchies are maintained using the Hierarchy Manager. They are also used to
total the product prices into logical groupings.

4
APTTUS
UNIVERSITY
CPQ Foundations
Exercise #1 Navigating to the CPQ Console

The CPQ Console allows you to manage most pricing and product functions for Apttus CPQ. The
CPQ Console will be your starting point for most of the exercises performed in this course.

Step Action
1 Login to Salesforce.com with the credentials provided.
2 From the Salesforce.com application menu in the upper right corner of the screen,
select Apttus Product Setup.
3 Click on the CPQ Console tab.
Result The CPQ console screen is visible, including the Product Management, Price
Management and Rule Management sections.

Exercise #2 Creating Standalone Products

In this exercise you will create standalone products that represent the purchase of Acme Internet
Service, Television Service, Telephone Service and Home Security Service (along with an
installation fee, of course!) and can be included in a generated proposal.

Step Action
1 From the Product Management section of CPQ Console, click Add Products.
2 In the Product Name field, enter Internet Service <your initials>.
3 Check the Active checkbox.
4 In the Configuration Type field, retain the Standalone selection.
5 In the Product Family field, retain the CSD Products selection.
6 Click Save.
7 From the Product detail page, select the Clone Button.
8 Change the name to Telephone Service <your initials> and click Save.
9 Clone this product and create three more products called Cable TV Service <your
initials>, Home Security <your initials> and Installation Fee <your initials>.
Result Five standalone product records with the Configuration Type of Standalone are
created.

5
APTTUS
UNIVERSITY
Exercise #3 Creating a Price List

In this exercise you will create a price list for the new Acme products that you created in the
previous exercise.

Step Action
1 From the CPQ Console, click Add Price Lists from the Price Management section.
2 In the Price List name field, enter CSD Price List <your initials>.
3 Ensure the Active button is checked.
4 Click Save.
Result A CSD Price List is created.

Exercise #4 Creating a Price List Item

In this exercise you will add the new Acme products to the price list by creating a price list record
for each entry. Product pricing is as follows:

Internet Service - $19.99/month

Telephone Service - $19.99/month
Cable TV Service - $19.99/month
Home Security Service - $19.99/month
Installation Fee - $150/one-time fee

Step Action
1 From the CPQ Console, click Manage Products from the Product Management pane.
2 Locate the Internet Service product that you created in the Recent Products pane
and click its hyperlink to edit the record.
3 Click the Product Console button.
4 Click New Price List Item from the Prices section.
5 In the Price List field, type CSD and click the lookup magnifying glass icon to search
for the price list you created earlier.
6 Select CSD Price List <your initials> from the Lookup Search Results. The value
populates the Price List field.
7 Type 19.99 in the List Price field.
8 Select Subscription Fee in the Charge Type dropdown menu.
9 Select Recurring in the Price Type dropdown menu.
10 Select Monthly in the Frequency field
11 Select Per Unit in the Price Method dropdown menu.
12 Make sure the Active checkbox is checked and click Save.
13 Repeat this exercise for the Telephone Service, Cable TV Service, Home Security
Service products and use the prices above for the List Price field for each respective
product.
For the Installation Fee product select:
Installation Fee in the Charge Type field,
One Time in the Price Type field,
Flat Price in the Price Method
Each from the Price Uom dropdown menu.
Result The four Acme standalone products along with the installation fee are added to the
price list. In the following exercise you will begin constructing a product catalog for
these products.

6
APTTUS
UNIVERSITY
Exercise #5 Creating the Product Catalog

Categories are used to create a product hierarchy which defines the structure of the product
catalog. In this exercise, you will create a basic catalog for Acmes CSD products. In order to
enable an end user to select products from the product catalog, you must associate the
products to a Category Hierarchy and a Price List.

Step Action
1 From the CPQ Console, select Add Categories from the Product Management
pane.
2 Enter CSD Offerings <your initials> in both the Category Name and Category
Label fields.
4 Ensure the Active box is checked.
5 Retain the Offering selection from the Type dropdown menu.
6 Click Save.
Result A CSD Offerings catalog is created. In the next exercise you will continue defining
your product catalog with the Category Detail page.

Exercise #6 Defining the Product Hierarchy

Now that the catalog is created, a hierarchy of available products is needed. In this exercise, we
will create a simple hierarchy within the CSD Offerings catalog.
The Hierarchy will look like this:

CSD Services
o Standalone Services
o Bundled Services

Step Action
1 From the CSD Offerings detail page (open from the previous exercise), click the
Hierarchy Manager button.
2 Click the Add Sub Category button. A New Category entry page appears.
3 Type CSD Services <your initials> in the Label field. The Name field will auto
populate from the Tab key..
4 Check the Expanded by Default checkbox and retain the Include in Totals View
checkbox.
6 Click the Save button.
7 When the page refreshes you are presented with the CSD Services <your initials>
edit page, and a hierarchy tree to the left of the editor.
9 Repeat the exercise (steps 2-6) to create sibling branches under CSD Services
<your initials> called Standalone Services <your initials> and Bundled Services
<your initials>.
Result A product hierarchy for CSD Offerings with branches for Standalone and Bundled
services is created.

7
APTTUS
UNIVERSITY
Exercise #7 Associating Standalone Products to Categories

The new Acme products must be associated to categories in order for them to be displayed on the
configuration page of any quote/proposal that Acme's sales staff wants to generate. In this
exercise, we will add the CSD standalone products to the standalone branch of the CSD Offerings
catalog.

Step Action
1 From the expanded hierarchy tree on the left side of the page, click the Standalone
Services hyperlink.
2 Scroll down the page and use the search filters below the Add and Remove tabs to
locate the new Acme CSD products. Click Advanced Options, select Product
Name from the Field dropdown menu, contains from the Operator dropdown menu,
and enter your initials in the Value field.
3 Click the Search button.
4 Check the boxes next to each of the four Acme CSD standalone products (leave
Installation Fee off for now), then click the Associate button.
5 Click the Remove tab to verify that the four CSD products are associated to the
category.
Result Your Standalone Services category contains the CSD products.

Exercise #8 Adding the Catalog to the Price List

A price list must be associated to a category for the products to be displayed in the category page.
In this exercise you will associate your Acme CSD price list to the CSD Offerings catalog.

Step Action
1 From the CPQ Console, select Manage Price Lists.
2 Click the CSD Price List <your initials> hyperlink from the Recent Price Lists view.
3 Hover your cursor over the Categories related list link and click the New Price List
Category button.
4 Type your initials (with an asterisk before the first initial) in the Hierarchy field and
select the magnifying glass/look up field.
5 Select CSD Offerings from the Search Results pane.
6 Click Save.
Result The CSD Offerings catalog is now associated to the CSD Pricelist.

8
APTTUS
UNIVERSITY
Exercise #9 Running Category Maintenance Update

Before we can create an Opportunity and Proposal to test our products, we need to run a category
update. Category Maintenance Updates will update any change made to select Categories.

Step Action
1 From the Batch Updates Application, click the Category Maintenance tab.
2 From the Hierarchy list, select CSD Offerings <your initials> and click the Update
View button.
3 The Batch job will be listed under the Batch Jobs section towards the bottom of the
page. Your update is finished once the Status is at Completed and 100%.
Result Your category has been fully updated and any change made put into effect.

Exercise #10 Creating a Quote to Validate Standalone Products

Before validating your standalone products, create an Opportunity record and a related Proposal
record. You may use an existing Account record or an account that you create for these
exercises.

Step Action
1 From the Salesforce.com application menu in the upper right corner of the screen,
select Apttus Proposal Management.
2 Click the Proposals tab. The tab for the object is presented as Proposals and the
record is stored as a Quote/Proposal.
3 Click the New button above the Recent Proposals pane.
4 Enter ACME CSD Proposal <your initials> in the Proposal Name field.
5 Click the magnifying glass icon next to the Account field and search for ABC. Select
an account name of your choosing from the Lookup window.
6 Click the magnifying glass icon next to the Opportunity field and search for ABC.
Select an opportunity name of your choosing from the Lookup window.
7 Type CSD in the Price List field and click the magnifying glass icon to search.
Select the CSD Price List <your initials> from the results in the Lookup window.
8 Click Save.
9 Click the Configure Products button in the Proposal Actions section.
10 Click on the Standalone Services category and then click Add to Cart next to each
product (Cable TV Service, Home Security, etc.).
11 Click the Go to Pricing button.
12 Review the items in the cart and click Save.
Result The Standalone Products, catalog and pricing are configured and ready to be used
on a proposal record.

9
APTTUS
UNIVERSITY
CPQ Configurable Products & Constraint Rules

Bundled Products
In Apttus CPQ, bundled products represent a combination of standalone products that offer added
value to the customer while increasing overall sales.
Apttus uses an option group to combine product options and then associate that group to a
bundled product.

The steps to create a bundled product are:

1. Create the Bundled Product record.
2. Add the Bundled Product to the Catalog.
3. Create or identify the products to be bundled (Option Products).
4. Create an Option Group Category.
5. Add Option Products to Option Group.
6. Associate the Option Group to Bundled Product.
7. Add all products to Price List.

Exercise #1 Creating Bundled Products

In this exercise you will create the product entries for the Double Play and Triple Play bundled
products that Acme now offers.

Step Action
1 Change to the Apttus Product Setup application. From the Product Management
section of CPQ Console, click Add Products.
2 In the Product Name field, enter Double Play <your initials>.
3 Check the Active checkbox.
4 In the Configuration Type field, select Bundle.
5 Check the Has Options and Must Configure checkboxes.
6 Click Save.
7 From the Product detail screen, click the Clone button to make a copy of this bundled
product that will serve as the Triple Play product - enter this name along with your
initials in the Product Name field.
8 Click Save.
Result Two bundled products are created; later in this course you will further define the
combinations of standalone products that comprise these bundles.

10
APTTUS
UNIVERSITY
Exercise #2 Associating Bundled Products to Categories

Just as in the previous exercise, the new Acme bundled products must be associated to categories
in order for them to be displayed on the configuration page of any quotes/proposals. In this
exercise, we will add the CSD bundled products to the bundled services branch of the CSD
Offerings catalog.

Step Action
1 Navigate to the CPQ Console tab
2 Click the Manage Categories link and select your CSD Offerings category.
3 Click the Hierarchy Manager button
4 Select the Bundled Services category from the hierarchy tree that is to the left of the
Edit Category CSD Offerings pane.
5 Scroll down the page and use the search filters below the Add and Remove tabs to
locate the new Acme CSD bundled products. Click Advanced Search, select
Product Name from the Field dropdown menu, contains from the Operator dropdown
menu, and enter your initials in the Value field.
6 Click the Search button.
Check the boxes next to each of the two Acme CSD bundled products, then click the
Associate button.
7 Click the Remove tab to verify that the two CSD bundled products are associated to
the category.
Result Your Bundled Services category now contains the CSD bundled products.

Exercise #3 Running Category Maintenance Update

Category Maintenance Updates will ensure these products are offered within the catalog.

Step Action
1 From the Batch Updates Application, click the Category Maintenance tab.
2 From the Hierarchy list, select CSD Offerings <your initials> and click the Update
View button.
3 The Batch job will be listed under the Batch Jobs section towards the bottom of the
page. Your update is finished once the Status is at Completed and 100%.
Result Your category has been fully updated and any change made put into effect.

11
APTTUS
UNIVERSITY
Exercise #4 Creating Option Groups

Option Groups categorize and contain Options. Options are associated to Option Groups, and
Option Groups are further associated to products, thus linking Options to a bundled product.

Next, well create a CSD Option Group that can be applied to the Double Play and the Triple
Bundles.

Step Action
1 From the CPQ Console, select Add Categories
2 Type CSD Option Group <your initials> in the Category Name and Label fields
3 Select Option Group in the Type field
4 Click Save.
Result A CSD Option Group is created.

Exercise #5 Adding Options to the Option Group

Next, well select the products that should be part of the CSD Option Group. The options for this
group and bundle are the CSD products that we created in our previous exercise: Internet Service,
Telephone Service, Cable TV Service and Home Security Service.

Step Action
1 From the CSD Option Group detail page, click the Hierarchy Manager Button
2 Scroll down the page and use the search filters below the Add and Remove tabs to
locate the new Acme CSD bundled products. Click Advanced Search, select
Product Name from the Field dropdown menu, contains from the Operator dropdown
menu, and enter your initials in the Value field.
3 Click the Search button.
4 Check the boxes next to the CSD Option products (Cable TV, Home Security, Internet
Service, Telephone Service), then click the Associate button.
5 Click the Remove tab to verify that the four CSD services are associated to the
category.
6 Click Save
Result The CSD service products are now added to the CSD Option Group.

12
APTTUS
UNIVERSITY
Exercise #6 Applying the Option Group to the Bundled Product

Next, well apply the Option Group to our Triple Play and Double Play products.
Without this association, the bundles will not have any options.

Step Action
1 From the Products tab, navigate to the Triple Play <your initials> product record.
2 Click the Product Console button
3 In the Catalog section of the page, click Manage Bundles/Options.
4 Click Add/Remove Option Groups
5 Select CSD Option Group <your initials> by checking the box next to the group
name.
6 Click Associate
7 Click the Update View button (underneath the option group association on the left
panel) to run a bundle maintenance job. You will receive a message: Success: Fast
Mode Completed Successfully!
8 Navigate to your Triple Play product record. Click the Product Console button.
Click Manage Bundles/Options.
9 Click on CSD Option Group <your initials> on the top left.
10 Type 3 in the Min Option and Max Options fields. Click Save.
11 Repeat steps 1-10 for the Double Play <your initials> product. Use 2 for the Min/Max
Options
Result The CSD Option Group for the Triple Play product requires 3 option selections, while
the Double Play will require 2 option selections.

13
APTTUS
UNIVERSITY
Exercise #7 Creating Price List Items for Bundled Products

In this exercise you will add the new Acme bundled products to the price list by creating a price list
record for each entry. Product pricing is as follows:

Triple Play Bundle - $44.99/month (24 months)

Double Play Bundle - $29.99/month (24 months)

Step Action
1 From the CPQ Console, click Manage Products from the Product Management pane.
2 Locate the Triple Play product that you created in the Recent Products pane and click
its hyperlink to edit the record.
3 Click the Product Console button.
4 Click New Price List Item from the Prices section.
5 In the Price List field, type CSD and click the lookup magnifying glass icon to search
for your CSD price list.
6 Select CSD Price List <your initials> from the Lookup Search Results. The value
populates the Price List field.
7 Type 44.99 in the List Price field.
8 Select Subscription Fee in the Charge Type dropdown menu.
9 Select Recurring in the Price Type dropdown menu.
10 Select Per Unit in the Price Method dropdown menu.
11 Select Monthly in the Frequency dropdown menu.
12 Make sure the Active checkbox is checked and click Save.
13 Click Edit to edit the new Price List item record.
14 Select the Defaults tab, set Default Quantity to 1 and select the Is Quantity Read
Only checkbox. Set the Default Selling Term to 24.
15 Select the Options tab and check Price Included in Bundle for each Option in the
CSD option group. This setting allows the pricing for the Triple Play to be set at its List
Price, 44.99 and not as a combination of the options. Click Save.
16 Repeat this exercise for the Double Play product and assign a price of $29.99
Result The new Acme bundle products are now specified in the price list for Acme's CSD.

14
APTTUS
UNIVERSITY
Exercise #8 Validate Configuring a Quote/Proposal w/Bundled Products

Use the same Proposal record that you used to test the Standalone Product for this exercise.

Step Action
1 Navigate to your ACME CSD Proposal record
2 Click the Configure Products button in the Proposal Actions section. Click Add More
Products if you land on the cart page to return to the catalog.
3 Click the Bundled Services branch of the Catalog.
4 Click the Configure button next to a bundled product to test the configuration.
5 Select the Options for each in the Options Configuration page. The Options are
displayed in the My Options pane on the right.
6 Click the Go to Pricing button.
7 Review the items in the cart and click Save.
Result You have created line items in the cart for CSD Bundled products. Click the triangle
next to the Bundle to expand and display the options selected.

Attributes
Attributes are used to associate certain features to a product. Examples of common attributes are
color, size, weight etc. Attributes are associated to a product either to drive pricing or simply stored
for informational purposes against the line item. Attributes are associated to products through
Attribute Groups. Attributes are added to products by creating a product attribute field, creating a
product attribute group and then associating an attribute group to a product.

Acme offers a choice of 10mbps, 25 mbps, and 50 mbps for the Internet Service product. In the
following exercises, well create an Attribute for the Internet Speed on the Internet Service product.

Exercise #9 Creating a Product Field Attribute

We must create product attribute fields in the Product Attribute Value object to represent an
attribute. These attribute fields are then associated to a product via attribute groups. In this
exercise you will create a Product Attribute field for Internet Speed first.

Step Action
1 Navigate to Setup >> Create >> Objects. Click on the Product Attribute Value
custom object.
2 From the Custom Fields & Relationships related list, and click New.
3 Use the field creation wizard to create a Picklist field called Internet Speed <your
initials>.
4 Create values for 10mbps | 25 mbps | 50mbps.
5 Check the Use first value as default value checkbox and click Next.
6 Accept the defaults for field level security and page layout, click Next and ensure the
checkbox under Add Field is checked. Click Save.
Result A Product Attribute Value field is created.

15
APTTUS
UNIVERSITY
Exercise #10 Creating an Attribute Group

Attributes are associated to products using Attribute Groups. Well create the Attribute Group for
Internet Speed next.

Step Action
1 From the Apttus Product Setup menu, select the Product Attribute Groups tab and
click the New button in the Recent Items pane.
2 Type InternetAttributes <your initials> in the Group Name field. For Business
Object, ensure Select Product Attribute Value is selected.
3 Select Internet Speed <your initials> in the field dropdown for Sequence 1.0
4 Click Save.
Result An Internet Service Attribute Group is created with attribute fields associated to it.

Exercise #11 Associating an Attribute Group with a Product

There are two final steps; associating the attribute group to product and enabling the product for
attributes. We must associate the attribute group to our product for displaying the attributes
(features) on the attributes page of the shopping cart.
Any product record that uses attributes must have the Has Attributes checkbox selected as well.

Step Action
1 Navigate to your Internet Service product record from the Products tab.
2 Click Edit. Check the Has Attributes checkbox, then Save.
3 Select the Product Console button.
4 Scroll down and select Attributes under Additional Data.
5 Select the Manage Association button.
6 Select the checkbox next to Internet Attributes <your initials>
7 Click the Add button.
Result The Internet Service <your initials> product has a configurable attribute for Internet
Speed.

Exercise #12 Validate the Product w/Attributes

Add the Internet Service product to your test proposal and configure the Internet Speed for this
proposal.

Step Action
1 Navigate to your test quote/proposal record and select Configure Products.
2 Select Configure next to Internet Service <your initials>.
Result A Configure button is present on the selection and the Internet Speed is configurable
for the product.

Attributes can be used in Price Dimensions and Price Rules to drive pricing adjustments based on
the configuration on the proposal.

16
APTTUS
UNIVERSITY
Constraint Rules
We can affect the product selection on a proposal by using Constraint Rules. Constraint Rules
drive automatic inclusion, exclusion, recommendation or replacement of products selected on the
catalog page. Constraint rules are defined by rule conditions and rule actions. A rule is considered
to trigger, or be effective, when the rule conditions are met. Each Constraint Rule is composed of
three parts; the Rule Detail, the Rule Condition and the Rule Actions. Validation type rule actions
are applied only in attribute detail page and shopping cart page.

Exercise #13 Creating a Constraint Rule

Acme requires that an installation fee is added when any CSD product is included on a proposal.
We will create an Inclusion type Constraint Rule that automatically adds this Product to the
shopping cart.

Step Action
1 From the Apttus Product Setup Force.com menu, select the Constraint Rules tab.
2 Click the New button in the Recent Constraint Rules pane.
3 In the Constraint Rule Name field, type CSD Installation Fee <your initials>.
4 Ensure that the Active checkbox is checked.
5 Click Save
Result A Constraint Rule is created.

Exercise #14 Creating a Constraint Rule Condition

The Product is the triggering condition for this rule. Well create the Condition entry for our rule
next.

Step Action
1 From your Constraint Rule Detail page, select New Constraint Rule Condition from
the related list.
2 Click the New button in the Recent Constraint Rules pane.
3 In the Constraint Rule Condition Name field, type CSD Installation Fee Condition
<your initials>.
4 Type 1 in the Sequence field
5 In the Product Scope field, select Product.
6 In the Product field enter Triple* and click the lookup magnifying glass icon. Select
Triple Play Bundle <your initials>.
7 Check the box Match in Primary Lines
8 Click Save
Click CSD Installation Fee <your initials> to navigate back to your constraint rule.
Result The triggering condition is that selection of Triple Play Bundle <your initials> will trigger
this Constraint Rule.

17
APTTUS
UNIVERSITY
Exercise #15 Creating a Constraint Rule Action

The Action is to include the Implementation Fee product on the proposal. Well create the Inclusion
Action for this rule here.

Step Action
1 From your Constraint Rule Detail page, select New Constraint Rule Action from the
related list.
2 In the Constraint Rule Action Name field, type Include CSD Installation Fee <your
initials>.
3 In the Action Type field, ensure Inclusion is selected.
4 In the Action Intent field, select Auto Include.
5 In the Action Disposition Field, select Warning (required even for inclusion rules).
6 In the Product Scope field, select Product
7 In the Product field, type Installation, then click the lookup magnifying glass icon to
search and select the Installation Fee <your initials> product record.
8 Check the box for Match in Primary Lines. Click save.
Result A Constraint Rule Action record is created.

Run the Constraint Rule Maintenance Job

Constraint Rule Maintenance is a batch job that must be run whenever changes are made to
pricing criteria fields or constraint criteria fields. Well run this batch job to ensure that the
installation fee constraint will be used on our proposals.

Step Action
1 Select Apttus Batch Updates from the Force.com menu in the upper right of your
Salesforce screen.
2 Select the Constraint Rule Maintenance tab.
3 Select Update All.
Result The new constraint rule should be run when products are added to a proposal.

Exercise #16 Validate the Constraint Rule

Add one or more CSD products to your test proposal to validate your Constraint Rule.

Step Action
1 Navigate to your test quote/proposal record and select Configure Products.
2 Select Triple Play Bundle and Configure. When you Go to Pricing, you should see
Installation Fee added automatically.
Result The Installation Fee record should also be automatically selected for this
quote/proposal.

18
APTTUS
UNIVERSITY
CPQ Pricing Rules
Apttus has a very powerful way of accommodating complex pricing scenarios without coding. In
Apttus we create records that use settings, flags, drop downs, and dimensions in matrices to
manage pricing. Automatic pricing adjustments can be made for a single product on a price list or
for a group of products. Apttus uses Price Matrices and Price Rule Sets to adjust pricing for a
variety of scenarios.

In the following exercises, we will create instructions to enact tiered pricing discounts and
discounts based on a customer rating for the Acme CSD products.

Tiered Pricing:

Acme CSD offers tiered pricing for Telephone Service based on the selling term quoted.

The longer the term, or subscription period, entered on a quote for Telephone service, the lower
the monthly price.

We will create a Price Dimension and Price Matrix for this scenario.

Exercise #1 Creating a Price Dimension for Subscription Term

In order to work with matrix based pricing, we must first create price dimensions which link any field
within Salesforce into the pricing tables. The price dimension tells Apttus where to look for
information that drives pricing adjustments. Any field that will determine a pricing adjustment such
as Quantity or Term needs to have a dimension created for it.

Step Action
1 Select Apttus Pricing Setup from the Force.com menu
2 Select the Price Dimensions tab and click the New button.
3 In the Dimension Name field, type SellingTerm <your initials>
4 Select Line Item in the Context Type dropdown menu.
5 The Field dropdown appears. Select Selling Term from the dropdown.
6 Type Dimension added to allow for 1 year, 2-year & 3-year discounts in the
Description field.
7 Click Save.
Result A Price Dimension record is created. This Price Dimension can be used in our
Telephone Service Price Matrix and other pricing rules if needed.

19
APTTUS
UNIVERSITY
Exercise #2 Creating a Price Matrix for Telephone Service

Now that we have a Price Dimension that reads the term in the shopping cart, we will create a
Price Matrix to tell the system how to adjust the price based on the value entered into the
dimension.

A Price Matrix defines tiered pricing or complex pricing structure with multiple criteria. A Price
Matrix can have up to six dimensions associated to it.

A Price Matrix is created on the Price List Item record, and in this case adjusts the price only for
the Telephone Service product on the CSD Price List.

Step Action
1 Navigate to your Telephone Service price list item record and click the Product
Console button.
2 Select Edit next to the Price List Item.
3 Scroll to the bottom of the page and select the Matrices tab. Select New.
4 Select Dimension from the Matrix Type dropdown.
5 Select SellingTerm <your initials> from the Dimension 1 dropdown in the left column.
6 Select Range in the Dimension 1 Value Type field in the right column.
7 Select the Detail link
8 Create Matrix Entries as outlined below. Select Adjustment Type from the drop down
menu.

Sequence SellingTerm <your initials> Adjustment Amount Adjustment Type

1 11 0 None
2 23 17.99 ListPriceOverride
3 35 15.99 ListPriceOverride
4 999999 12.99 ListPriceOverride

The Values in the SellingTerm column are inclusive. The first sequence indicates that
for a SellingTerm of 0 to 11 months, there is no discount. Sequence 2 indicated that for
a SellingTerm of 12-23 months or 1 year, the monthly cost is $17.99. If two years are
purchased, the monthly price is $15.99. For any term upwards of 35 months or 3 years,
the monthly price is $12.99.

9 Click the Close link in the Matrix Information section.

10 Click Save.
Result A Price Matrix adjustment is created for the Telephone Service product.

20
APTTUS
UNIVERSITY
Exercise #3 Validate the Price Matrix

Navigate to your test Proposal and validate that a discount is applied to the Telephone Service
product if the Selling Term is 12 or greater in the proposal.

Step Action
1 Navigate to your test quote/proposal record and select Configure Products
2 Select the Telephone Service
3 In the Shopping Cart page, update the Selling term to 12.
4 Click Reprice.
Result The Extended Price will reflect the discount applied. Repeat for 24 & 36

Pricing Rulesets
Price rules allow for pricing adjustments across a range of products. They manage special offers,
promotions and enable discounting based on customer rating. A price rule set can contain one or
more rule entries and they can be dimensional, which employs a similar concept as Price Matrices
which relate fields for pricing adjustments.

Acme CSD utilizes a Customer Loyalty program and offers a discount on CSD Products to
customers based on their Rating.

For example if a customer has Gold Rating, then automatically discount all CSD items on a
proposal by 30%. Well create a Price Rule and a Price Dimension to enforce this discount.

Exercise #4 Create a Price Dimension for Customer Rating

To create this pricing adjustment, we will first create a Price Dimension for Customer Rating. The
dimension will read the value of the Customer Rating field on the customers Account record. The
Price Rule will use the Price Dimension to determine the correct discount amount.

Step Action
1 Select Apttus Pricing Setup from the Force.com menu
2 Select the Price Dimension tab and click the New button.
3 In the Dimension Name field, type Customer Rating <your initials>
4 Select Line Item in the Context Type dropdown menu.
5 The Field dropdown appears. Select Customer Rating from the dropdown.
6 Leave None in the Relation Type field
7 Click Save
Result A Price Dimension record for Customer Rating is created and can be used in our Price
Rule.

21
APTTUS
UNIVERSITY
Price Dimension Across Objects
We have used the Line Items Context Type in our Price Dimension records for Acmes price
adjustments. This instruction reads the values of fields on the Line Item object in the dimension.

The Customer Rating dimension uses a value in a field on the Account object.

In order to use that value in a Price Dimension, we must make it available on the Line Item object.
To do that, we created a cross object formula field to bring the value from the Account object to the
Line Item object for any given proposal. The syntax for our Customer Rating formula field looks like
this:

TEXT( Apttus_Config2__ConfigurationId__r.Apttus_Config2__AccountId__r.Customer_Rating__c )

This logic can also be created using an Apttus formula record, instead of a field. This can help
avoid cross-object formula limitations, but is not discussed in this exercise guide.

In order to create a Price Dimension that reads values across objects:

1. Navigate to the Line Item custom object.
2. Create a new field of type Formula with the Return Type value of Text.
3. Create a unique Field Label; Field Name will auto populate with the Tab key.
4. Use the Configuration object to look up from the Line Item object the object of your choice.
5. Select the field of your choice and apply the correct syntax to the formula.
6. This field is now available on the Line Item object and can be used in a Price Dimension
record.

The field name on the Account object may vary. It may be Customer Rating, Customer Priority,
SLA or some other pick list field used to track the type of customer.

A key capability of Apttus CPQ Pricing is that field values in many objects that are related to the
Quote/Proposal may be used to make Price Adjustments.

Exercise #5 Creating a Price Ruleset

Now well create a Price Ruleset to apply a discount that is based on the Customer Rating. The
Price Ruleset acts as a rule header and ensures that this rule applies to products on the CSD Price
list only. Price Rulesets can apply to Products that are specified on a:
- Price List
- Product Family
- Category
- Product Group

Step Action
1 Select Apttus Pricing Setup from the Force.com menu
2 Select the Price Rulesets tab and click the New button.
3 Type Customer Rating Discount <your initials> in the Ruleset Name field.
4 Type 1 in the Sequence field
5 Select CSD Pricelist<your initials> in the Price List field.
6 Select the Active checkbox
7 Leave all other fields defaulted.
8 Click Save.
Result A Price Ruleset that applies to all products on the CSD Pricelist is created.

22
APTTUS
UNIVERSITY
Exercise #6 Creating a Price Rule Entry

Next, well create the Price Rule for Customer Rating discounts. The rule is essentially a Price
Matrix entry. The Rule reads the discrete value of the Customer Rating dimension to process the
adjustment amount.

Step Action
1 From the Customer Rating Discount<your initials> record, select the New Rule
button.
2 Type Customer Rating Discount in the Rule Name field. Type 1 in the Sequence field.
3 Retain the Dimension selection from the Type dropdown menu.
4 Select Customer Rating <your initials> from the Dimension 1 dropdown in the left
column.
5 Select Discrete in the Dimension 1 Value Type field in the right column.
6 Select Base Extended Price in the Adjustment Applies to field
7 Leave all other fields as default. Ensure that the Active box is checked.
8 Click the Detail link in the upper left of the pane.
9 Create Matrix Entries as outlined below. Select Adjustment Type from the drop down
menu:

Sequence Customer Rating <your initials> Adjustment Amount Adjustment Type

1 Gold 30 % Discount
2 Silver 20 % Discount
3 Bronze 10 % Discount

10 Select Save.
Result A Price Rule is created. The Price Ruleset is now ready to be validated.

Exercise #7 Validate the Pricing Ruleset

Navigate to your test proposal and validate that a discount is applied to all products if the Account
has a customer rating of Gold, Bronze or Silver.

Pre-Requisite: Ensure that the Account for your test proposal has a Customer Rating value.

Step Action
1 Navigate to your test quote/proposal record and select Configure Products.
2 Select one or more CSD product records and Add to Cart.
3 Select Go to Pricing.
Result From the Shopping care page, validate that the Extended Price on the Line Items is
discounted according to the Customer Rating.

Product Family vs. Product Groups

Product Family and Products Groups are both ways of identify grouping of products in a Price
Rule. Product Family is Salesforce standard field on the product record with configurable values.
Product Group is an Apttus custom object that creates a logical grouping of one or more product

23
APTTUS
UNIVERSITY
records. Both constructs allow you to create combinations of products with similar
characteristics/qualities for use in a Price Rule.

Appendix
Attributes & Advanced Pricing

An incredibly powerful feature of attributes is the ability to define pricing calculations to the attribute
selection. In this case, add the following price adjustment to the Internet Service product based on
the Internet Speed selected.
10 Mbps = $0 more per month (default)
25 Mbps = $8 more per month
50 Mbps = $10 more per month
This is accomplished by creating another price dimension using the Product Attribute Value.

Add the price dimension to allow for additional pricing to be added to the Internet Service product.

Step Action
1 Select Apttus Pricing Setup from the Force.com menu
2 Select the Price Dimension tab and click the New button.
3 In the Dimension Name field, type Internet Speed <your initials>
4 Select Product Attribute in the Context Type dropdown menu.
5 The Attribute lookup field appears. Select magnifying glass and select
InternetAttributes <your initials> Attribute Group.
6 Select the Go button.
7 Select the Attribute Id. This returns you to the Price Dimension page
8 For Description, enter Internet speed pricing.
9 Click Save
Result A new price dimension is available.

Now well create a Price Ruleset to apply a price adjustment markup that is based on the Attribute
selected. The Price Ruleset acts as a rule header and ensures that this rule applies to products on
the CSD Price list only. Price Rulesets can apply to Products that are specified on a:
- Price List
- Product Family
- Category
- Product Group

Step Action
1 Select the Price Rulesets tab and click the New button.
2 Type MbpsMarkup <your initials> in the Ruleset Name field.
3 Type 1 in the Sequence field
4 Select CSD Pricelist<your initials> in the Price List field.
5 Select the Active checkbox
6 Leave all other fields defaulted.
7 Click Save.

24
APTTUS
UNIVERSITY
Result A Price Ruleset that applies to all products on the CSD Pricelist is created.

Next, well create the Price Rule for Internet Speed. The rule is essentially a Price Matrix entry. The
Rule reads the discrete value of the Internet Speed dimension to process the adjustment amount.

Step Action
1 From the MbpsMarkup <your initials> record, select the New Rule button.
2 Type MbpsMarkup in the Rule Name field.
3 Enter 1 in the Sequence field.
4 Retaing the Dimension selection from the Type dropdown menu.
5 Select Internet Speed <your initials> from the Dimension 1 dropdown in the left
column.
6 Select Discrete in the Dimension 1 Value Type field in the right column.
7 Select Base Extended Price in the Adjustment Applies to field
8 Leave all other fields as default. Ensure that the Active box is checked.
9 Click the Detail link in the upper left of the pane.
10 Create Matrix Entries as outlined below. Select Adjustment Type from the drop down
menu:

Sequence Internet Speed Adjustment Amount Adjustment Type

1 10 Mbps 0 Markup Amount
2 25 Mbps 8 Markup Amount
3 50 Mbps 10 Markup Amount

11 Select Save. Run the Pricing Fields update from the Criteria Maintenance tab
before testing.
Result A Price Rule is created. The Price Ruleset is now ready to be validated.

25
APTTUS
UNIVERSITY
Additional Product & Pricing Configurations
Telephone Service Add International calling: 300 minutes / 500 minutes / 1000 minutes
The telephone service includes unlimited domestic calling. Ability to call a select list of international
countries can be added. The number of minutes selected can be added for the additional fee.
Attribute Fee
None $0
300 minutes $5 per month
500 minutes $10 per month
1000 minutes $20 per month

Bundle within a Bundle

Apttus allows you to create multi-layered products or bundles within bundles

Cable TV Service Add Premium Channels Option Group

Option Fee
HBO $10 per month
Showtime $10 per month
Cinemax $10 per month
Starz $10 per month
TMC $10 per month

Attributes & Options

A single product can have both attributes and options.
Cable TV Service Base channel package 50 /100/200 | add a DVR

Attribute Fee
50 Channels $0 per month
100 Channels $20 per month
200 Channels $40 per month
DVR $8 per month

Home Security Service Add premium package

Attribute Fee
5 Cameras $10 per month
5 Cameras + Sensors $20 per month

Constraint Rules
If a user selects two or more standalone products, then recommend the Double or Triple
Play Bundled products.

26
APTTUS
UNIVERSITY
DISCLAIMER

The content contained herein as well as what may be presented during the training sessions may
represent customizations made to our standard, commercially available software and should not be
construed to represent or guarantee any current or future product capabilities. By sharing our
product capabilities with you we are not undertaking an obligation to develop the commercially
available software with the customizations or features that may be demonstrated or reflected
herein. Standard commercially available software capabilities are subject to change. APTTUS
MAKES NO WARRANTIES, EXPRESS OR IMPLIED, AND EXPLICITLY DISCLAIMS ANY
APPLICABLE STATUTORY WARRANTIES, AS TO THE PRODUCT CAPABILITIES REFLECTED
IN THIS DOCUMENT OR PRESENTED AS PART OF ANY TRAINING PROGRAM.

COPYRIGHT

This is a preliminary document and may be changed substantially prior to final commercial release
of the software described herein. The material contained in this document represents the current
view of Apttus on the topics discussed as of the date of publication. Changing market conditions
may impact the positioning and challenges faced by the consumers of the material in this
document; the content should not be interpreted to be a commitment on the part of Apttus, and
Apttus cannot guarantee the accuracy of any information presented after the date of publication.
This publication is for informational purposes only. APTTUS MAKES NO WARRANTIES,
EXPRESS OR IMPLIED, AND EXPLICITLY DISCLAIMS ANY APPLICABLE STATUTORY
WARRANTIES, AS TO THE INFORMATION IN THIS DOCUMENT. Complying with all applicable
copyright laws is the responsibility of the user. Without limiting the rights under copyright, no part of
this document may be reproduced, stored in or introduced into a retrieval system, or transmitted in
any form or by any means (electronic, mechanical, photocopying, recording, or otherwise), or for
any purpose, without the express written permission of APTTUS. APTTUS may have patents,
patent applications, trademarks, copyrights, or other intellectual property rights covering subject
matter in this document. Except as expressly provided in any written license agreement from
APTTUS, the furnishing of this document does not give the reader or user a license to any such
patents, trademarks, copyrights, or other Apttus intellectual property. 2015 Apttus Corporation.
All rights reserved.

27
APTTUS
UNIVERSITY