With Nue, you can create accurate and detailed quotes and orders as simple and intuitive as possible. When you create a quote and order, we provide a variety of visual effects that make it easy to see how prices are changing, while producing accurate pricing calculations and booking metrics. Let's dive in!
In the last guide, we have created a set of Vroom products and bundles, configured a price tag for overage pricing, as well as a discount tag for 3-year subscription ramp pricing. Now we're going to create quotes and orders in Nue on Salesforce, and see these products and prices in action at operational time.
In this guide, we will provide practical examples using a hypothetical prospect/customer named Smart Revenue Inc. This potential buyer is interested in the Vroom products.
Create Account and Opportunity
Login to your Salesforce Org, and in Salesforce App Launcher, search for Nue on Salesforce, and select to open the app.
- Navigate to Accounts, and click ‘New’
- Create an account named ‘Smart Revenue Inc.’, and navigate to the detail page of this account.
- On the account detail page, click ‘New’ in opportunity related list to create an opportunity with the following values:
- Opportunity Name: New Sales for Smart Revenue
- Close Date: 04/30/2023
- Stage: Prospecting
- Amount: $100,000
- Click ‘Save’
Now you have your account and opportunity ready, let’s go ahead and create a quote for the account you just created.
Create Quote and Add Line Items
Now let’s create a quote for Smart Revenue Inc.:
- On the opportunity detail page, click ‘New Quote’. This opens the Create Quote flow.
- Fill up the quote form as follows:
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- Quote Name: VROOM 100 LICENSES
- Subscription Start Date: Today (Default Value)
- Notice that the Opportunity field is automatically populated.
- Check Primary Quote
- Quote line items of a primary quote will be synchronized to the opportunity as opportunity products
- Fill up the Billing Address and Quote Address
- Click ‘Create Contact’ to create a new Bill To Contact:
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- First Name: Alice
- Last Name: Lee
- Account Name: Smart Revenue, inc.
- Phone: 555-123-7890
- Title: IT Director
- Click 'Save and Next'.
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Now you are navigated to the Quote Line Editor page.
- Select Subscription Term as 12 in the quote header. Notice that the End Date is recalculated automatically.
- In the "Add New Product" panel on the right side, seach for product VROOM BUSINES. The following 2 VROOM BUSINESS entries are returned:
- VROOM BUSINESS with License/Month UOM, priced at $19.99;
- VROOM BUSINESS with License/Year UOM, priced at $119.99.
- Drag the one with License/Month UOM to the line editor on the left side
Configure Bundle Product
Since this product is a bundle product, the Product Configurator launches.
- In the Product Configurator, you can see all the bundled product options, as well as add-on product options. The default quantities, list prices, as well as whether the product options are recommended or required are all displayed in each product option tile.
- Enable 'Only display add-on options' toggle to show add-on products only.
- In the Price Summary panel on the upper right side, you can see the estimated prices for 1 License/Month for 12 months. This gives you a general idea of the total prices of the product options you configure into this bundle.
- In the 'Vroom Webinar' product panel, since we configured the Vroom Webinar to include 100 free units, so you can see the default unit is 100.
- Click on the '$' icon to see the Price Tag. You can see the Webinar Price Tiers being applied to this product option.
- Now enter '300' total units. This will trigger the subtotal to be recalculated as $414.
- How is $414 calculated?
- The Webinar Price Tiers has a $0 price tier per unit for 0-250 participants, and a $0.69 price tier per unit for 250-300 participants.
- The Price Model is Tiered Pricing.
- So the total price is equal to: ($0 * 250 + $0.69 * 50) * 12 (months) = $414
- You can also try different numbers of partcipants, and see the pricing engine in action in real-time.
- How is $414 calculated?
- Enter 2 total units (Each) for Vroom Phone. The subtotal is changed to $5.99 because we configured the bundle to include 1 phone for free, and each additional phone is $5.99.
- Enter 100 total units (Hours) for Professional Services. The subtotal is changed to $8,000, because we configured the bundle to include 20 professional services hours for free, and any additional hour will be priced at $100 per hour.
- You can also try to enter 250 Total Units. Because we configured this production option to have a maximum quantity 200 in this bundle, you will receive the following error message: Units must be between 1 and 200
- Click Confirm. The VROOM BUSINESS bundle as well as the configured products are automatically added to the Line Editor.
- Click 'Add new product' vertical tab on the right side to close the Select Product panel.
Edit Line Items
In the Line Editor, you can see the dates and pricing details of each line item, including Product Name, List Price, Net Sales Price, Start Date, End Date, Subscription Term, Total Price, Total Amount, Discount, and so on.
Please refer to this document for the details of different pricing fields on each line item.
You notice that some cells have purple-colored fonts, and some are not. The cells with purple-colored fonts are inline editable. Now we are going to make some quick changes.
Change Bundle Quantity
First, the customer would like to purchase 100 licenses of VROOM BUSINESS. You can click into the Quantity field of the VROOM BUSINESS line item, and change the value from 1 to 100 in quantity. Notice that the quantity of all its children line items, except for Vroom Phone and Professional Services, has been changed to 100 as well, and the Total Amount as well as other pricing fields, have been recalculated for each line item and aggregated to the quote level.
The reason why the quantity of Vroom Phone and Professional Services is not changed together with the quantity of the bundle, is that we configured these product options to be not connected to bundle quantity. Therefore, the quantity of these product options can be independently configured.
Change Subscription Term
In the quote header, change the Subscription Term from 12 to 36. This automatically split the VROOM BUSINESS into 4 Ramp Line items, each having a different start and end date. The first ramp line item reflects the 1-month free trial, and the subsequent 3 ramp line items reflect subscription ramp prices for each year in the 36-month subscription term.
Change Total Price
In the quote header, change the Total Price to $80,000, which is the negotiated price of the customer. After this change is made, we automatically calculate the discount amount, as well as the discount percentage, and propage the discount percentage evenly to each line item.
You can also try to change the Start Date, End Date of the quote header, and the Start Date and End Date of each line item (as long as it's shown as purple text) to experience the power of the real-time price calculation of the Line Editor.
When you change the Start Date, the End Date either at the quote header, or each line item, will be recalculated according to the new Start Date, and the Subscription Term. If you change the End Date, the Subscription Term will be recalculated from the Start Date according to the new End Date.
Add Metrics Fields
You can also click the 'wrench' icon on the upper right corner of the LIne Editor grid to configure more fields into the grid. Now configure the following fields into the grid:
- Delta ACV
- Delta TCV
- Delta ARR
- Delta MRR
These are the line-level metrics that are automatically calculated while you configure the quote. Delta MRR and Delta ARR are not available for Vroom Phone and Professional Services products because their Revenue Model is One Time.
Now you can click 'Save and Exit' to save this quote. Only after a few minutes, we have completed creating a quote with complex configuration and pricing.
You can come back to the Line Editor later by clicking 'Edit Line Item' button on the Quote Details page to reconfigure the quote.
When the quote is saved, since we set it as a primary quote, its line items will be synchronized to the opportunity as opportunity products. The Opportunity Amount will be updated as the total amount of the quote.
Submit Quotes for Approval
After a quote is created, it can be sent to the Deal Desk for approval. You can configure Salesforce approval processes to work with quotes in an automatically way. For example, you can set up an approval process when the discount % is over a certain threashold. We will skip this step in this guide.
Generate Order Forms
After a quote is approved, it can be generated into an order form using any document generation tool integrated with e-signature available on the Salesforce platform. For example, DocuSign, Ironclad are the common choices. You can send the order form to the customer for e-signature. Will will skip this step in this guide.
Close Won Opportunity
After the order form is signed by the customer, it is time to Close Won the opportunity.
In Nue, when an opportunity is Closed Won, its primary quote will be automatically converted into an active order. In this process, the following actions occur:
- Each quote line item is generated into a corrspondingo order product;
- When the order is activated, each order product will be provisioned into a subscription, an asset or an entitlement, according to the value of the Product Category.
By default, Nue supports 4 product categories, and they will be provisioned into object types specified in the following table:
| Product Category | Provision Object Type |
| Physical Goods | Asset |
| Recurring Services | Subscription |
| Professional Services | Entitlement |
| Customer Support | Entitlement |
You can add your own custom product category, and also create custom mapping for the provisioning object type. For example, you can add 'Training Classes' as a product category, and map it to Entitlement.
Please follow the steps below to close won the opportunity:
- Navigate to the Opportunity Detail page
- Click on the 'Closed' stage in the progress bar, and set the Close Stage as 'Closed Won'
Now you can navigate to Nue Lifecycle Manager to view the orders, subscriptions, assets and entitlements.
- Click on the Account name of the opportunity to navigate to the account page.
- Click on button 'Manage Customer Lifecycle'.
In the Customer Lifecycle Manager, you can see the general information of the account, including the account metrics, orders, subscriptions, assets, entitlements, invoices, usage and credits. In our example:
- VROOM BUSINESS is provisioned into a Subscription that contains children subscriptions, assets and entitlements, including
- Group Meetings
- Private and Group Chat
- Vroom Webinar
- VROOM Phone Hardware as a Service
- Professional Services
- VROOM Phone Hardware as a Service - Poly VVX 250 is provisioned into a physical asset
- Professional Services is provisioned into an entitlement
Congratulations! Now you created the first quote, and activated the first order. Next, we will walk you through how to use Nue Lifecycle Manager to upsell, cross-sell and make other changes to customers' subscriptions, assets and entitlements.