Salesforce Revenue Management Consultant

The product rests on shared services. You learn what each license covers, how the Context Service keeps data consistent across steps, how the Business Rules Engine drives decisions, and where Omnistudio builds the screens.

• What each license covers
• The Context Service and shared data
• The Business Rules Engine
• Omnistudio for guided selling screens
• How these parts combine in one flow
• Choosing the tool for a requirement

You build A platform concept sheet that traces one quote through the shared services.

Revenue projects fail on preparation as often as on design. You plan the people and skills needed, build an adoption strategy, and shape user acceptance testing so that the business can say when it is done.

• Resources and skills an implementation needs
• Assessing a customer’s readiness
• Adoption strategy for sellers and finance
• Planning acceptance tests with the business
• Defining done in business terms

You build A readiness assessment and an acceptance test outline for one project.

A single catalog gives every team the same product truth. You define products and their attributes, organize them into categories and catalogs, and decide how to represent variants without a sprawl of near-duplicates.

• Products, attributes and classifications
• Categories and catalogs
• Modeling variants without duplication
• Product lifecycle and retirement
• Cleaning a legacy product list
• Governing catalog changes

You build A product catalog for a mixed hardware and subscription seller.

Bundles package products into offers, and APIs let other systems use the catalog. You build bundles with options and rules, and see how the catalog is read and updated by integrations.

• Bundles and their components
• Optional and required items
• Rules inside a bundle
• Reading the catalog through APIs
• Updating the catalog from other systems

You build A bundle with optional components and a sample catalog API call.

A product can be sold once, for a term, or for as long as the customer stays. You set up product configuration and selling models, including usage-based sales, so the quote reflects how the customer actually buys.

• Configuration rules and constraints
• One-time, term-based and evergreen selling
• Usage-based products
• Guided selling flows
• Testing configurations for invalid combinations

You build A configurable product with three selling models and tested rules.

Pricing logic decides margin. You set up price books and price management, build pricing procedures that apply discounts and adjustments in order, and use decision tables so that prices change without rewriting logic.

• Price books and entries
• Pricing procedures and their steps
• Decision tables for price lookups
• Discounts, surcharges and adjustments
• Order of operations in a price calculation
• Testing a price against expected results

You build A pricing procedure with tiered discounts and a test sheet of expected prices.

The quote is where sellers spend their time. You build quote lines from the catalog, route approvals, simplify capture with guided screens, and turn an accepted quote into an order with no re-keying.

• Building a quote from catalog items
• Approvals for discounts and terms
• Guided capture with Omnistudio
• Quote to order conversion
• Handling changes to an accepted quote
• Quoting for usage-based products

You build A quote-to-order flow with an approval step and a guided screen.

A contract records what was agreed. You create contracts from accepted quotes, manage terms and clauses, and keep amendments and renewals linked to what was originally sold.

• Contracts from quotes and orders
• Terms, clauses and approvals
• Amendments and what they change
• Renewals and renewal pricing
• Keeping contract and asset data aligned

You build A contract lifecycle for a subscription, with amendment and renewal.

An order must become many tasks for many systems. You decompose orders into fulfillment lines, orchestrate the steps in sequence, and handle failures so that nothing is shipped, provisioned or billed twice.

• Decomposing an order into fulfillment items
• Orchestration plans and steps
• Dependencies between fulfillment tasks
• Fulfillment in external systems
• Handling failures and retries
• Tracking an order’s progress

You build An orchestration plan that decomposes a bundled order and handles a failed step.

The sale is not the end of the story. You track what each customer owns, and handle upgrades, renewals and cancellations across the asset’s life, with after-sale support that works from the same records.

• How assets are created from orders
• Tracking customer holdings
• Amend, renew and cancel
• Asset history and audit
• After-sale support from asset data

You build An asset lifecycle design covering upgrade, renewal and cancellation.

Revenue is real only when it is billed and collected. You set up billing for each sales model, produce invoices, apply payments, issue credits, and keep finance and sales looking at the same numbers.

• Billing schedules and treatments
• Generating invoices
• Applying and reconciling payments
• Credits and adjustments
• Billing for usage and for terms
• Reconciling billing with orders

You build A billing setup that invoices a term product and a usage product, with a credit.

Design the whole chain for one company. You take its products and sales models through catalog, pricing, quote, contract, order, asset and billing, then present the design with its risks and its delivery plan.

• Scoping the company’s sales models
• Designing the chain end to end
• Planning delivery and acceptance testing
• Naming risks and dependencies
• Presenting the revenue design

You build A complete product-to-cash design for one company, with a delivery plan.