Case Study: Implementing Salesforce CPQ for Subscription-Based Pricing – EduSpark Corporate Trainings

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Role: Salesforce CPQ Administrator
Type: CPQ Configuration 
Project : Practice / Simulated Case Study 

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🔍 Overview

EduSpark Corporate Trainings is a corporate learning provider offering subscription-based training plans to organizations of different sizes. The company sells tiered plans with predefined course limits and optional add-ons, along with employee-based volume discounts.

Previously, all pricing and quoting were managed using Excel spreadsheets. This led to pricing inconsistencies, manual errors, and longer quote turnaround times. The objective was to model this pricing structure in Salesforce CPQ to standardize quoting and automate pricing logic.

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⚙️ Challenges

Manual Pricing Management
Sales reps relied on spreadsheets to calculate course quantities and discounts, increasing the risk of errors.

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Complex Pricing Rules
Each subscription plan had different course limits and default quantities, which were difficult to enforce manually.

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Inconsistent Discount Application
Employee-based discounts were often missed or incorrectly applied.

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🛠 Solution Approach

A Salesforce CPQ-based solution was designed to automate plan selection, enforce quantity rules, and apply discounts dynamically.

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🔧 CPQ Product & Data Model Design

• Created subscription-based products for Starter, Pro, and Enterprise Plans

• Modeled plans as a bundle structure with mutually exclusive options

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• Configured optional add-on products:

  • Certification Coupons

  • Trainer-Led Training

  • Multi-Language Course Options

• Enforced plan-specific rules:

  • Starter Plan: 1–20 courses (default 10)

  • Pro Plan: 1–100 courses (default 30)

  • Enterprise Plan: Unlimited courses

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✅ Outcome & Impact

Standardized Quoting Process
All pricing logic is now handled within Salesforce CPQ, eliminating Excel dependency.

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Reduced Errors
Automated quantity limits and discounts removed manual pricing mistakes.

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Improved Sales Efficiency
Quote creation time was significantly reduced, enabling faster deal cycles.

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Scalable Pricing Model
The CPQ configuration supports future expansion with new plans or add-ons.

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🧩 Tools & Features Used

• Salesforce CPQ

• Products, Bundles & Product Options

• Quantity & Option Constraints

• Discount Schedules

• Quote Line Editor

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📈 Conclusion

This Salesforce CPQ project helped me understand how to build scalable product bundles using Product Options, SKU types, and quantity-based configuration. I gained practical experience applying Discount Schedules to drive automated, tier-based pricing. Overall, the project strengthened my understanding of maintaining consistent and reliable pricing logic using standard CPQ features.

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