Home Security Subscriptions & Renewals Case Study

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

Trailhead: Home Security Subscriptions & Renewals Case Study

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🔍 Project Overview

AW Computing sells home security products such as cameras and sensors along with subscription-based services like 24/7 monitoring, mobile apps, and off-site video storage. After a quote is approved, the company needs to generate orders, assets, contracts, and subscriptions, and later manage renewals and service changes.

The goal of this project was to use Salesforce CPQ to automate the full lifecycle of a sale — from quoting hardware and subscriptions to generating orders, managing renewals, and handling subscription amendments.

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⚙️ Business Challenges

• Manual creation of orders and subscriptions after quote approval

• Difficulty tracking subscription services over time

• Need to handle renewals, upgrades, and service changes efficiently

• Ensuring accurate asset creation for hardware products

• Avoiding errors during subscription amendments

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🔧 Salesforce CPQ Solution Design

A subscription-driven Salesforce CPQ solution was implemented to automate post-sale processes and manage the complete customer lifecycle.

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🌟 Quote Configuration with One-Time & Subscription Products

• Created quotes with hardware products (cameras, sensors, installation)

• Added subscription products (monitoring, mobile apps, video storage, warranty)

• Used Quote Line Groups to separate:

  • One-time purchases

  • Ongoing subscription services

• Set quote fields to automatically support order and contract creation

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🌟 Asset & Subscription Management

• Configured Asset Conversion rules:

  • Installation products excluded from asset creation

  • Cameras created as one asset per unit for serial number tracking

• Used Salesforce CPQ to automatically generate:

  • Orders

  • Assets

  • Contracts

  • Subscription records

This ensured accurate tracking of both hardware and services.

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🌟 Order & Contract Generation

• Automatically created separate orders for hardware and subscriptions

• Activated orders to trigger:

  • Contract creation

  • Subscription records linked to the account

• Enabled Salesforce CPQ to maintain a single contract containing all subscriptions

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🌟 Renewal Management

• Configured products to automatically swap during renewal (Warranty → Warranty Extension)

• Generated renewal opportunities directly from contracts for forecasting

• Created renewal quotes using existing subscription data

This simplified future sales and improved revenue forecasting.

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🌟 Subscription Amendments

Handled real-world subscription changes using Salesforce CPQ:

Quantity Increase

• Increased off-site video storage mid-contract

• CPQ automatically calculated prorated pricing

• Updated contract and renewal opportunity correctly

Product Replacement

• Replaced basic mobile app with an advanced version

• CPQ handled credits, prorated charges, and contract updates automatically

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🌟 Testing & Validation

• Verified correct creation of orders, assets, contracts, and subscriptions

• Confirmed accurate prorated pricing during amendments

• Ensured renewal opportunities updated automatically after changes

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✅ Results & Business Impact

• Fully automated post-sale process using Salesforce CPQ

• Accurate tracking of subscriptions and hardware assets

• Easy renewals and service upgrades with minimal manual work

• Improved forecasting using renewal opportunities

• Scalable solution for managing long-term subscription customers

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📈 Conclusion

This Trailhead-based practice project helped me understand how Salesforce CPQ manages the full subscription lifecycle, from initial quote to renewals and service changes.

Through this project, I gained hands-on experience with orders, assets, contracts, subscriptions, renewals, and amendments, and learned how Salesforce CPQ simplifies complex sales and subscription processes in a real-world business scenario.

 

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