Nextian Quoting

Nextian Quoting (or Nextian CPQ — Configure, Price, Quote) extends standard Salesforce Sales Cloud CRM quoting with the following features:

  1. Built on top of the standard Salesforce CRM functionality and objects, including Product, Opportunity, Quote, Quote Line Item, and more.
  2. Supports multiple quotes under a single opportunity (e.g., a 12- or 24-month service offering).
  3. Allows multiple quote variants along with the syncing quote for accurate sales funnel forecasting.
  4. Enables quoting of subscription services (e.g., a 100mbps internet for 12 months) and well as ‘widget’ products.
  5. Supports direct pricing or integration with third-party pricing engines.
  6. A single quote can contain multiple items. Each item may be of different type, e.g., New for creating a new service, Cancel for canceling a service, etc.
  7. Provides extensive profit and margin analyses.
  8. Integrates seamlessly with Nextian order management and service management.
  9. Converts quotes to PDF format, which can be sent to customers via email and signed through DocuSign or other e-signature providers.
  10. Offers sophisticated approval processes based on criteria such as monthly recurring and non-recurring charges, contract values, product types, profit margins, and more.

A Nextian CPQ quote can be viewed from the following perspectives:

Perspective Description
Quote Summary Corresponds to what a customer sees on quote PDF documents and contains only details available to customers.

It answers How much am I going to pay? question.
Revenue Analysis Shows quote impact on recurring and non-recurring revenue:

  • Provides a breakdown of lost, new, uptick/downtick of monthly recurring revenue per each line item as well as total summary
  • Provides a summary of non-recurring charges

It answers How will the quote affect revenue on my income statement? and is intended for CFOs and financial analysts.
Recurring Profit Analysis Shows quote impact on recurring margin:

  • Provides a breakdown of lost, new, uptick/downtick of monthly recurring profit per each line item as well as total summary
  • Price-book costs are used for lost margin calculations for service cancellations and replacements and re-terms

It answers How will the quote affect gross profit on my income statement? and is intended for CFOs and financial analysts.
Profit & Margin Analysis Shows profit (dollar or currency amount) and margin (percentage) for new services and non-recurring charges on a per line item breakdown.
Contract Value Analysis Show total potential contract revenue and profit: monthly values multiplied by the number of months in term summarized across all new (and only new) subscription line items on the quote.

Each perspective is represented as a separate tab on the quote view:

Quote summary - new, replace, re-term and cancel line items on one quote
Quote summary – new, replace, re-term and cancel line items on one quote

Please refer to this section on Nextian quote financial model for more details the three perspectives, financial calculations and how they are propagated to opportunities and orders.

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