Create a Home Security Bundle with Product Rules

Role: Salesforce CPQ Administrator
Project Type: Practice / Simulated Implementation
Company: AW Computing
Industry: Home Security Solutions
Tools: Salesforce CPQ

Trailhead: Create a Home Security Bundle with Product Rules

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🔍 Project Overview

AW Computing expanded into the home security market with a new Home Security Console offering that includes sensors, cameras, monitoring, and installation services. Due to the complexity of the offering, sales representatives frequently misconfigured quotes—missing required products, selecting incorrect quantities, or adding incompatible services.

The goal of this project was to use Salesforce CPQ to build a fully guided product bundle that ensures accurate configurations, prevents common sales errors, and accelerates quote creation through automation and product rules.

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⚙️Business Challenges

Complex Bundle Configuration

• Multiple products had to be sold together for the system to function

• Sales reps were unfamiliar with required components

Incorrect Quantities

• Sensor quantities were often left at default values

• Customers received under-configured security systems

Invalid Quotes

• Sales reps added multiple Home Security Consoles to a single quote

• Installation services were sold even when partner installers were involved

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🔧Salesforce CPQ Solution Design

A bundle-driven CPQ architecture was designed using standard Salesforce CPQ features to guide sales reps and enforce business logic.

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🌟Product & Bundle Configuration

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Lead Product

• Home Security Console configured as a configurable bundle

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Product Options

The following products were configured as bundle options with controlled behaviors:

• Door Sensor (required, minimum quantity enforced)

• Window Sensor (preselected, quantity editable)

• Motion Sensor (optional)

• Exterior Camera (required)

• Doorbell Camera (required)

• Interior Camera (optional)

• Home Security Monitoring (required, fixed quantity)

• Home Security Installation (required, fixed quantity)

• Deterrent Window Decals (default quantity with editability)

Each option was configured using:

• Required and Selected flags

• Minimum quantities

• Quantity editability controls

• Sorting using option numbering

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Feature-Based Bundle Organization

To improve usability and clarity during configuration, options were grouped into CPQ Features:

Features Created

• Sensors – Door, Window, Motion Sensors

• Cameras – Interior, Exterior, Doorbell Cameras

• Service – Monitoring and Installation​

Feature configuration ensured:

• Logical grouping of related products

• Minimum camera selection enforcement

• Cleaner and more intuitive configuration experience

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🌟Product Rules Implementation

1. Alert Product Rule – Window Sensor Quantity Warning

Objective: Prevent under-configured security systems.

• Triggered when the Window Sensor quantity remained at 1

• Displayed a warning message advising additional sensors

• Allowed sales reps to proceed after review

Business Value: Reduced configuration mistakes without blocking sales progress.

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2. Selection Product Rule – Conditional Installation Visibility

Objective: Prevent selling installation services when a partner is involved.

• Evaluated whether the Partner field on the Quote was populated

• Automatically hid and removed the Home Security Installation option when a partner existed

Business Value: Eliminated incompatible service sales and simplified partner-led deals.

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3. Validation Product Rule – Prevent Duplicate Bundles

Objective: Enforce policy allowing only one Home Security Console per quote.

• Created a Summary Variable to sum Home Security Console quantities on the quote

• Validation rule blocked saving when more than one console was detected

​Business Value: Prevented invalid quotes and ensured compliance with company policy.

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🧩 Salesforce CPQ Features Used

• Configurable Product Bundles

• Product Options & Features

• Required, Selected, and Quantity Constraints

• Alert, Selection, and Validation Product Rules

• Error Conditions

• Summary Variables

• Quote Line Editor

 

🌟Testing & Validation​

• Verified bundle configuration behavior in the Quote Line Editor

• Confirmed alert messages triggered correctly

• Ensured conditional hiding of installation services based on partner selection

• Validated enforcement of single-console policy using summary variables

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✅ Results & Business Impact

Improved Quote Accuracy

Sales reps could no longer create incomplete or invalid configurations.

Reduced Sales Errors

Automated rules replaced manual checks and product knowledge gaps.

Faster Quote Creation

Guided configuration reduced rework and decision fatigue.

Scalable CPQ Design

The solution supports future expansion with additional products, features, or rules.

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📈Conclusion

From this project, I learned how to use Salesforce CPQ to create product bundles using Product Options and Features and control sales behavior with Product Rules. I gained hands-on experience in preventing configuration errors, improving quote accuracy, and simplifying the sales process.

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Working on this project increased my interest and passion for Salesforce, especially in solving real business problems using automation and smart configuration. I enjoy learning Salesforce tools and building solutions that make users’ work easier and more efficient, and I am motivated to continue growing my skills in the Salesforce ecosystem.

 

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