Bridge The Gaps Of Salesforce CPQ: How To Overcome The Top Challenges For ICT Value Added Resellers

In the fast-paced world of ICT Value Added Resellers (VARs), efficiency and accuracy in the quoting process is vital. With the introduction of CPQ to the Salesforce Revenue cloud offering, the promise was to revolutionize the quoting process and enhance operational efficiency. While this platform offers many advantages to a sales organization. Unfortunately these advantages have not been realized in the ICT Value Added Reseller industry.

In this article, we will delve into the obstacles that were hindering the progress for the ICT VAR’s and discover innovative tools & solutions to help overcome them, ultimately bringing necessary automation, improving profitability and reducing time to quote.

Challenge 1: A Seamless Integration Journey for the Value Added Reseller

Many times, ICT Value Added Resellers (VARs) find themselves grappling with the lack of integration between Salesforce CPQ and their vendors/distributors systems. Salesforce CPQ has difficulty in supporting the import of a Bill of Materials (BoM) file containing more than 750 line items. The arduous task of then manually transferring data from vendor systems like Cisco CCW leads to countless errors and wastes precious time. Picture a sales person meticulously copy-pasting data from a vendor’s BoM (Bill of Materials) to Salesforce CPQ, only to discover inaccuracies in the final quote causing delays and frustration with the sales rep & customer alike.

To address this particular challenge, there are tools available that can seamlessly integrate vendor and distributor data into Salesforce CPQ, eliminating the need for multiple APIs and complex maintenance. With these efficient solutions, VARs can easily ensure accurate and necessary data is effortlessly imported into their Salesforce CPQ system, eliminating errors and delays.

Challenge 2: Scaling to New Heights of Complexity

As the world’s technology requirements evolve, Value Added Resellers (VARs) encounter increasingly complex quotes. Salesforce CPQ’s limitations in managing complex quotes has become glaringly apparent. The software struggles to handle large quotes with more than 1000 of line items, including modified subscriptions and maintenance renewals.

To overcome this problem, VARs should subscribe to a solution that can pre-process these large & complex quotes by aggregating the line items by item type or service levels, to fit into the limited number of line items supported by Salesforce CPQ. By doing so, VARs can overcome the line item limitations of Salesforce CPQ, enabling them to handle quotes of any magnitude easily.

Challenge 3: Customizing Pricing Strategies for Competitive Edge

A Value Added Resellers (VARs) ability to easily modify and manage pricing information plays a crucial role in its success. Salesforce CPQ’s limitations lead to a lack of flexibility in how a VAR can manage its pricing and discounts. VARs require dynamic discounts, varied pricing calculations based on item types, and the ability to navigate the complexities of negative pricing calculations when creating quotes for modified subscriptions.

To address these challenges effectively, VARs need access to a tool that can handle this pricing conundrum. A comprehensive solution can easily provide the Value Added Reseller with the ability to leverage pricing options to calculate margin/markup, end customer pricing, and rebate calculations, empowering them to craft tailored pricing strategies that align perfectly with their business goals.

Chapter 4: Calculating Vendor Rebates to improve Profitability for Value Added Resellers (VARs)

Understanding the intricacies of vendor rebates like Cisco Vendor Incentive Program (VIP) is crucial for Value Added Resellers (VARs) striving to maximize profitability and gain a competitive edge. While Salesforce CPQ provides some capabilities in rebate calculations, VARs need real-time insights to incorporate in their pricing decisions and maximize their profitability.

This is why tools that can calculate vendor rebate pricing, like Cisco VIP rebates, for each quote are of great utility to ICT VARs. Incorporating rebate values into the costing calculations can allow VARs to gain insights into their profit margins and create more competitive quotes. Along with features like smart search for VIP eligible items and quick rebate calculations, these tools can equip VARs with the required knowledge to make informed decisions and stay ahead of the curve, outmaneuvering competitors and securing more profitable deals.

Chapter 5: Streamlining Contract Renewals for Value Added Resellers (VARs)

The management of Hardware Maintenance and Subscription contract renewals poses a significant challenge to the Salesforce CPQ environment. Value Added Resellers (VARs) struggle with lengthy and complex renewal quotes, often lacking essential information on renewal due dates. The risk of incurring heavy penalties for missed renewals looms large.

Thus, a comprehensive solution that seamlessly integrates with Salesforce Revenue Cloud is required. A centralized platform to track both hardware maintenance as well as subscription contract renewals and provide timely alerts is essential for VARs to manage their renewal requirements. With the ability to effortlessly import renewal data and generate accurate quotes, VARs can streamline their renewal process, reduce manual efforts, speed time to quote & bring in better accuracy, avoiding unnecessary penalties.

Chapter 6: Achieving Data Accuracy and Consistency

Data accuracy and consistency have become paramount to any Value Added Reseller’s (VAR’s) operations, but managing these qualities can prove challenging within Salesforce CPQ. The manual process of copying and pasting data from vendor/distributor systems increases the risk of errors and wasted time. VARs have long yearned for a solution that can automate data validation, ensuring consistent and accurate quotes.

Enter innovative tools that can automate the validation process, enabling Value Added Resellers (VARs) to personalize quotes and export them in various formats desired by their end customers. Line items could be effortlessly hidden or shown based on requirements, enhancing efficiency and reducing errors in the quoting process.


The challenges faced by ICT Value Added Resellers (VARs) utilizing Salesforce CPQ shows the requirement for the need of innovative tools that seamlessly fill the gaps in the solution and streamline the quoting process. These tools will seamlessly integrate vendor/distributor data, manage scalability, customize pricing strategies, calculate rebates, streamline renewals, and automate data validation, allowing VARs to overcome the limitations of Salesforce CPQ, unlocking their true potential. The journey toward profitability, efficiency, and competitive advantage begins by integrating these innovative tools with Salesforce CPQ, setting the stage for a prosperous future in the ever-evolving ICT landscape.

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