C/4 Sales Cloud: Common Functional Flow/Business Scenario for SAP CLM-SAP CPQ Integration

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Hi all,

I am starting a blog post to cover E2E Integration of CPQ and CLM in C/4 Sales. This will be divided into two part where the 1st part will cover only the functional flow or business scenario to understand how you can accommodate SAP CPQ and SAP CLM  in Your existing Sales Scenario (Mostly C4C Sales); in the 2nd part I will cover the required step by step configuration and field mapping between CPQ/CLM systems.

Let's begin with 1st part; which covers a typical business scenario (functional process) leveraging the CLM-CPQ integration.



(pic source: SAP training edited as per blog topic)

It is covered in 10 steps which description is as follows, please note I will try to cover the functionality with basic status and flow, for understanding CPQ, quote/status/user configuration please refer my previous blogs:

1. With configured/simple product selected; the sales representative creates a Quote in CPQ.


2. Once the Quote is ready to be a Contract (for example, in status: Ready for Contract), the sales representative reassigns the Quote to a legal representative (i.e. the user with license to both products, CPQ and CLM), who can inspect the contents of the Quote to make sure everything is ready for contracting.


3. The legal representative generates the document after inspection once the Quote is ready.


4. In the process of generating the document, Legal can send the contract to CLM.


5. Once contract and Quote lines reach CLM, the assigned attorney can additionally inspect the document and add a couple of clauses/sentences. The attorney can also inspect the Quote lines in a separate tab in CLM.


6. The contract is reviewed and may be approved by other CLM users, and then sent to the Customer.


7. Once the Contract and Quote lines reach the customer portal*, the customer can add comments to the Quote lines and add general comments for the entire Quote.


8. Also, the customer can redline the Legal part and request for additional review by vendor's attorneys in CLM.


9. At one point, the Customer sends feedback to both CPQ and CLM, so users can work separately on their own sections. The sales representative edits the Quote according to the Customer's comments, and once finished, merges the changes into CLM.

9.5 On the other end, a CLM User (attorney) reviews the legal remarks and redlining comments  received from the Customer, waiting for the CPQ Quote to arrive and become a merged contract again.

10.   Once the CPQ Quote is ready to be sent to the Customer, it is merged with the CLM contract again.

Once Quote is final and ready to be shared, the Sales Agent share the Quote in default output as .xls/.xlsx/.pdf via e-mail. Further processing of that Quote to convert in Sales Order or Agreement depends on the default C4C setup, not in scope of this blog post.

I would like to share some details of the "Customer Portal" which is mentioned above.

The customer portal is a web-based portal where end-customers can securely access and review contracts. When a contract is sent to a customer, the customer can access the portal by clicking on the contract link in the email. The contract opens in the Customer Portal (sample screenshot).



This concludes the first part of this blog post.

Thanks for reading/sharing/commenting and your valuable time.

Regards,

Mukesh Kumar