Question 1

Universal Containers wants to design a multi-leveled approval matrix to have more
control on sales reps applying discounts on quotes.Which three considerations should UC
Keep in mind when designing their Solution?

Accepted Answer

A, D, E

Explanation: To design a multi-leveled approval matrix for controlling discounts on quotes, Universal Containers should consider the following: Identify backup approvers in case the primary approver is out of the office. This will ensure that the approval process is not delayed or stalled due to the unavailability of the primary approver. Backup approvers can be assigned using the Delegated Approver feature in Salesforce, which allows users to delegate their approval authority to another user for a specific period of time. 1 Define the discount threshold or limit allowed for the sales reps. This will help to enforce the pricing policies and prevent excessive or unauthorized discounts. The discount threshold or limit can be defined using the Approval Thresholds feature in Salesforce CPQ, which allows setting up different approval rules based on the discount percentage, amount, or margin. 2 Document the discount approval levels for each approver. This will help to clarify the roles and responsibilities of each approver and the criteria for approving or rejecting a quote. The discount approval levels can be documented using the Approval Processes feature in Salesforce, which allows creating a sequence of steps and actions that an approval request must go through. 3 Reference: Approval Thresholds Approval Processes Delegated Approver

Question 2

Which Revenue Cloud Feature can` be customized to provide an aggregated view of thecurrent goods and services on a contract?

Accepted Answer

C

Explanation: Customer Asset LifeCycle Management (CALM) is a feature of Salesforce Revenue Cloud that enables businesses to manage the entire lifecycle of their customer assets, from creation to renewal to termination. Customer assets are the goods and services that customers have purchased or subscribed to, and they can be tracked and updated on a single platform. CALM provides an aggregated view of the current customer assets on a contract, as well as their history, status, and future changes. CALM also allows businesses to automate the creation and activation of orders, amendments, and renewals based on the customer asset data. With CALM, businesses can gain visibility and control over their revenue streams, optimize their customer relationships, and reduce manual errors and inefficiencies. Reference: https://www.salesforce.com/au/products/revenue-lifecycle-management/ https://www.g2.com/products/salesforce-salesforce-revenue-cloud/features

Question 3

Which three are key steps when documenting user stories?

Accepted Answer

A, B, E

Explanation: User stories are short, simple descriptions of a feature or functionality from the perspective of the end user or customer. User stories are used to capture the requirements and value proposition of a product or service in an agile framework. User stories should follow some best practices to ensure clarity, consistency, and alignment with the business goals and user needs. 12 Some of the key steps when documenting user stories are: Know which business process the requirement supports to categorize the user story. This helps to prioritize and organize the user stories based on the business value and impact they deliver. It also helps to avoid duplication and inconsistency among user stories. 3 Identify the actor or personas in this user story. This helps to define the user role, needs, goals, and motivations that drive the user story. It also helps to create empathy and understanding for the user and their context. 4 Identify the acceptance criteria or result for satisfying the user story. This helps to specify the expected outcome, behavior, or functionality that the user story should deliver. It also helps to define the scope, quality, and testability of the user story. 5 Designing the solution while the business process is being defined is not a key step when documenting user stories. This can lead to premature or biased decisions that may not address the real user problem or value proposition. User stories should focus on the what and why, not the how. The solution design should be done after the user stories are validated and prioritized, and in collaboration with the development team and other stakeholders. 6 Documenting user acceptance test scripts for the user story is not a key step when documenting user stories. This can be done later, after the user stories are refined and detailed, and before the development and testing phases. User acceptance test scripts are used to verify that the user story meets the acceptance criteria and the user expectations. [7] Reference: 1: User Stories | Examples and Template | Atlassian 2: How to Write Perfect User Stories (With Templates): A Step-By-Step Guide | airfocus 3: 10 Tips for Writing Good User Stories - Roman Pichler 4: The Anatomy of a User Story | Scrum Alliance | Includes Template 5: Best Practices to Succeed with User Stories - DZone 6: UX documentation: Guide, best practices, template

Question 4

Universal Containers sell a product bundle named “Corporate IT Solutions”. One of theproduct
options inside this bundle is named Hardware Firewall Universal Containers has arequirement where
if the customer has purchased a hardware firewall in the past, thehardware firewall product option
should be hidden while configuring the bundle. TheCPQ admin has created a product rule to handle
this requirement. What should theevaluation event of the product rule be set to?

Accepted Answer

C

Explanation: In Salesforce Revenue Cloud, the evaluation event of a product rule specifies when the rule should be evaluated. The options are: Load: The rule will be evaluated when the product bundle is opened. Edit: The rule will be evaluated when the product bundle is edited. Save: The rule will be evaluated upon Save. Always: The rule will be evaluated during any event. In the context of the question, the requirement is to hide the hardware firewall product option while configuring the bundle if the customer has purchased a hardware firewall in the past. This means that the rule needs to be evaluated when the product bundle is being edited, not just when it is loaded or saved. Therefore, the correct answer is “Load and Edit”. Reference Salesforce CPQ Product Rules: General Considerations Decide When Rules Evaluate Unit | Salesforce Trailhead Product Rules - Salesforce

Question 5

An escalation on a Revenue Cloud project happens, which role is primarily responsible for project success?

Accepted Answer

B

Explanation: In a Salesforce Revenue Cloud project, the role primarily responsible for project success is the Project Manager1. The Project Manager is responsible for planning, overseeing, and leading projects from ideation through to completion2. This includes managing resources, coordinating with different teams, and ensuring that the project is completed on time and within budget2. When an escalation happens, the Project Manager is typically the one who steps in to resolve the issue. They work closely with all stakeholders, including the Solution Architect, Technical Architect, Customer Success Manager, and Developer, to ensure that the project stays on track and meets its objectives1. Reference: What Does a Salesforce Project Manager Do? - Salesforce Ben Learn About the Salesforce Admin Role - Trailhead

Question 6

A revenue cloud user story states “Sales users should have the ability to create newquotes with
established rate cards and account specific discounts because currentcustomers are entitled to the
pricing that was originally negotiated'' .in addition to loadingdata to accounts,contracts,quotes what
other object will need to absorb legacy data?

Accepted Answer

A

Explanation: Contracted Pricing is the object that stores the negotiated prices and discounts for each account and product combination. Contracted Pricing allows sales users to create new quotes with the same pricing terms that were agreed upon in previous contracts, without having to manually adjust the prices or discounts. Contracted Pricing also enables businesses to maintain pricing consistency and accuracy across different channels and systems. To use Contracted Pricing, legacy data from accounts, contracts, and quotes need to be loaded into the Contracted Pricing object, along with the relevant price book entries and product options. 12 Reference: Contracted Pricing - Salesforce Migrate Legacy Data to Contracted Pricing - Salesforce

Question 7

Which feature is needed to split Order Products into different Invoice runs?

Accepted Answer

A

Explanation: In Salesforce Revenue Cloud, the feature needed to split Order Products into different Invoice runs is the Invoice Group. The Invoice Group field on the order product is used to define more levels of grouping. After the invoice run groups order products by their billing account and payment terms, it then considers the order’s invoice grouping. This process is useful for invoicing certain types of order products separately from your other order products1. Reference: Grouping Order Products into Invoices - Salesforce To split Order Products into different Invoice runs, the feature needed is "Invoice Group." Salesforce Billing allows for the customization of invoice groups, enabling the billing of order products that meet specific criteria separately. This functionality is particularly useful for separating invoices with different billing or payment terms and for consolidating several order products into a single invoice when needed. By defining an Invoice Group ID, users can control the invoicing process for order products more granularly, ensuring that invoicing aligns with business requirements .

Question 8

During Scoping the customer indicated that they neededcustomization to salesforce CPQDue to a process in a legacy system what is the first stepin ensuring the requirement isAccounted for in Scoping?

Accepted Answer

A

Explanation: When a customer indicates the need for customization to Salesforce CPQ due to a process in a legacy system, the first step in ensuring the requirement is accounted for in scoping is to ask follow-up questions to ensure the legacy process has a business justification. This is important because it helps to understand the business needs and requirements better, and ensures that the customization will add value to the business. It’s crucial to understand the ‘why’ behind the need for customization before proceeding with it. This approach helps in avoiding unnecessary customizations and ensures that the solution aligns with the business objectives. Reference: Salesforce Introduces Revenue Cloud, Starting with CPQ: 8 Most Common Reasons for Customization

Question 9

Which usage summary field can be used as an external IDto simplify usage uploads afteramendments?

Accepted Answer

E

Explanation: The matching ID field is used to link usage records to usage summaries based on a common identifier. This field is especially useful when there are amendments to the order products, as it allows usage records to be uploaded to the correct usage summary without having to change the order product ID or the usage summary ID. The matching ID field can be used as an external ID to simplify usage uploads after amendments, as it can be populated by a workflow rule or a formula based on certain criteria. 12 Reference: Usage Summary and Usage Fields - Salesforce Differences between the ‘External ID’ field and the ‘Unique ID’ field setting - Salesforce

Question 10

Universal Containers is beginning the process of SKU rationalization as part of their Revenue Cloud
project. They have been advised that rationalizing their product catalog will reduce complexity and
increase flexibility. Which three areas can they look to consolidate products?

Accepted Answer

B, D, E

Explanation: SKU rationalization is a process that involves reviewing and trimming down the product variety to focus on the most profitable SKUs1. This process is crucial in managing SKU proliferation, which refers to the creation of multiple product records for various product combinations offered, even though they are the same product, merely sold under different scenarios2. In the context of Salesforce Revenue Cloud, SKU rationalization can be achieved through the consolidation of products in the following areas: B . Same product names with different attribute values: Products that are essentially the same but have different attribute values can be consolidated. This reduces the complexity of the product catalog and makes it easier to manage2. D . Same product names commonly found in the same bundle: Products that are often sold together in the same bundle can be consolidated. This not only simplifies the product catalog but also makes it easier for customers to make purchases2. E . Same product names with different Term length: Products that are the same but have different term lengths can be consolidated. This can simplify the product catalog and make it easier for customers to understand the products they are purchasing2. Reference: 2 https://www.simplus.com/sku-rationalization-strategy/

Question 11

What are three key characteristics of an implementation partner leading arevenuecloud scoping session?

Accepted Answer

D, E

Explanation: Excellent Communication Skills both verbal and written (A): This is crucial as it ensures clear and effective communication between all parties involved. It helps in understanding the requirements, setting expectations, and conveying plans and progress effectively. Being effective at planning, monitoring, and reviewing (B): This is important for keeping the project on track. It involves setting realistic timelines, tracking progress against those timelines, and making necessary adjustments to ensure the project’s success. Understanding design pitfalls and Mitigation actions to course correct (E): This involves having a deep understanding of common challenges that can arise during the implementation and how to navigate them. It also involves being proactive in identifying potential issues and taking corrective action early to prevent them from becoming major problems. While having deep knowledge of competitor products © and experience in a selling role with quota responsibilities (D) can be beneficial in certain contexts, they are not as directly relevant to leading a revenue cloud scoping session as the other characteristics.

Question 12

What are three risks when using too many cross object formula fields in aRevenue Cloud Project?

Accepted Answer

Explanation: Cross object formula fields are fields that reference data from related objects using lookup or master- detail relationships. They can be useful to display information from parent or child objects without creating custom code or workflows. However, using too many cross object formula fields in a Revenue Cloud project can pose some risks, such as: Formula field data is not always available during CPQ quote calculation. This means that the formula fields may not reflect the latest values from the related objects when the quote is being generated or updated. This can cause inaccurate pricing, discounts, or taxes. To avoid this, it is recommended to use CPQ fields or custom fields instead of cross object formula fields for quote calculation. 12 They are computationally expensive. This means that the formula fields require more processing power and time to evaluate and display the data from the related objects. This can affect the performance and responsiveness of the application, especially if there are multiple formula fields on the same object or page layout. To avoid this, it is recommended to limit the number and complexity of cross object formula fields, and use filters or conditions to reduce the number of records that need to be evaluated. 34 They can easily exceed limits if not carefully designed and tested. This means that the formula fields can cause errors or warnings if they exceed the maximum length, number, or level of relationships allowed by Salesforce. For example, a formula field can only reference up to 10 unique relationships and span up to five levels of relationships. If these limits are exceeded, the formula field will not save or display correctly. To avoid this, it is recommended to review the formula field limits and best practices, and test the formula fields in different scenarios and environments. Reference: 1: Lookup Price Rule query considerations with Salesforce CPQ [7] 2: Salesforce CPQ Quote Calculation Stages [8] 3: What Is a Cross-Object Formula? - Salesforce [9] 4: Tips for Reducing Formula Size and Complexity - Salesforce [10] 5: Formula Field Limits - Salesforce [11]

Question 13

How can a Revenue Cloud Consultant create a new payment Method for a credit card thatwill be saved for future Payments?

Accepted Answer

D

Explanation: To create a new payment method for a credit card that will be saved for future payments, the Revenue Cloud Consultant should follow these steps: Navigate to the account record that needs the new payment method. Find the Payment Methods related list, and then click New Payment Method Credit Card. This button opens a form that allows entering the credit card details, such as card number, expiration date, cardholder name, and billing address. Optionally, select a payment gateway record to associate the payment method with a specific gateway. If no payment gateway is selected, the default gateway for the org is used. Optionally, select the Autopay checkbox to make this payment method the default one for all transactions on this account. Click Save. This action creates a new payment method record and also sends a request to the payment gateway to tokenize the credit card information. Tokenization is a process that replaces sensitive data with a unique identifier that can be used for payment processing without exposing the original data. Once the payment gateway returns a token, the payment method record is updated with the token value in the Payment Gateway Token field. This token is used to process payments with this payment method in the future. Reference: Create a Credit Card Payment Method Payment Methods Payments and Credits

Question 14

A revenue cloud user story for a subscription-based company looking to replace theirlegacy system
states “as a pricing manager,bulk discounts will include previouslypurchased quantities for pricing
calculations on thequote in order to reward loyal customers. What should be included in the design
of this solution?

Accepted Answer

A, C

Explanation: Salesforce Revenue Cloud, part of the Salesforce Customer 360 Platform, unites Configure, Price, and Quote (CPQ), Billing, Partner Relationship Management, and B2B Commerce functionality1. It aims to help businesses better manage their revenue streams, enhance forecasting capabilities, improve efficiencies, and accelerate growth across all sales channels1. In the context of the user story, the company wants to reward loyal customers by including previously purchased quantities in pricing calculations on the quote. This can be achieved by using discount schedules with cross orders checked2. Discount schedules in Salesforce Revenue Cloud allow businesses to implement dynamic pricing strategies with rules that trigger changes when specified products are on a quote2. By checking cross orders, the system can consider the quantities of a product that a customer has purchased across multiple orders when applying bulk discounts2. This way, the more a customer purchases over time, the greater the discounts they can receive, thereby rewarding their loyalty2. Reference Salesforce Revenue Cloud Understanding Salesforce Revenue Cloud

Question 15

Which three options might cause incorrect future invoicing for an amended order product?

Accepted Answer

Explanation: Incorrect future invoicing for an amended order product might be caused by the following scenarios: A . Not contracting the Amendment Order: If the amendment order is not contracted, the changes made in the amendment order will not be reflected in the future invoices. This is because the contract is the legal agreement that specifies the terms of the sale, including the products, quantities, and prices. If the amendment order is not contracted, the original terms of the sale remain in effect, which may result in incorrect future invoicing1. B . Having a subscription on the Contract be linked to an Order Product with one or more unpaid invoice lines: If there are unpaid invoice lines linked to the order product, it may cause discrepancies in the future invoices. This is because the unpaid invoice lines may still be pending for payment, and if they are not resolved before the amendment order is contracted, the future invoices may not accurately reflect the changes made in the amendment order2. C . Having a subscription on the Contract be linked to an Order Product with one or more invoice lines in draft: If there are invoice lines in draft status linked to the order product, it may cause inaccuracies in the future invoices. This is because the draft invoice lines have not yet been finalized and may still be subject to changes. If these changes are not finalized before the amendment order is contracted, the future invoices may not accurately reflect the changes made in the amendment order2. Reference: Salesforce Revenue Cloud documents12

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