Collaborate Across Teams

Learning Objectives

After completing this unit, you’ll be able to:

Identify the personas who use Revenue Lifecycle Management (RLM).
Describe the common tasks performed by various job roles in RLM.

Key Teams

At Cloud Kicks, several key players are involved in the revenue generation process. Who are these key players, and how do they use Revenue Lifecycle Management (RLM)? Although there’s no one-size-fits-all, here are the key teams who use RLM to cater to the processes in their workstreams.

Sales

The Sales team interacts with customers and works on deals that include upselling, cross-selling, renewals, and amendments. The team also creates quotes, which include pricing information based on customer requirements.

Operations

The Operations team influences pricing strategy, directs and tracks promotions, and defines metrics for revenue success.

Finance

The Finance team manages and tracks customer payments against the invoices generated. The team’s main aim is revenue recognition. Additionally, the team also ensures that contracts meet legal requirements.

Service

The Service team coordinates field operations and can include delivery and installation. The team must be empowered with information about the assets to be installed for the customer to ensure order fulfillment.

Legal

The Legal team approves the standard clauses in the contracts signed with the customer to ensure that they pose no risk to the company. The team is also responsible for contract negotiation, deal management, and approval of contracts.

Next, learn about the various personas within these teams and the tasks they perform using RLM and its components.

Target Personas

The key teams that you just looked at have specific roles that interact with RLM. The term target persona refers to such roles.

Here are the RLM components and the target personas that interact with them.

Target Personas and Their Tasks

Now that you’ve learned about the various personas and the RLM components the personas interact with, it’s time to learn about the common tasks that each persona performs.

Persona	Tasks
Product Catalog Admin	Define reusable product metadata and taxonomy. Define product attributes, product classifications and categories, and bundles. Define qualification rules to ensure that products in the catalog are appropriate for the customer based on factors such as their location.
Product Designer	Create multilevel bundle product definition in the product catalog for complex product bundles with multiple levels of line items. Augment the amendment process using correction of line items in a quote.
Salesforce Admin for Product Catalog Management	Integrate Product Catalog Management features. Assign permission set groups. Set up specification types.
Pricing Admin	Set up Salesforce Pricing. Use price waterfall to provide transparency in pricing details and outcome.
Pricing Manager	Define pricebook and pricebook entries. Define volume-based adjustments. Define bundle-based adjustments. Define attribute-based adjustments. Define subscription-based pricing. Define discounts and adjustments based on custom conditions. Define attribute-based discounts or adjustments. Create discount schedules, pricing tiers.
Pricing Designer	Create pricing procedure. Simulate and activate pricing procedure.
Catalog Admin	Define different configurator layouts for different products. Assign configurator templates for products or product classifications and preview them.
Quote and Order Capture Admin	Enable Quote and Order Capture. Customize page layouts. Set up product browsing experience.
Sales Rep	Create quotes. Add pricing to quotes. Apply promotions and discounts to quotes. Submit orders. Amend quotes. Create, amend, or cancel subscriptions.
Sales Operations Rep	Assetize orders. Amend, renew, and cancel orders.
Contract Admin	Set up org preferences.
Contract User	Create contract records. Generate contracts.
Contract Partner User	Facilitate review and approval of contract documents.
Contract Specialist	Optimize pricing strategy. Create and renew contracts. Approve deal terms and conditions. Compare deal pricing to past deals.

Wrap Up

Revenue Lifecycle Management provides a product-to-cash platform that has all the capabilities expected from a modern revenue management platform. With RLM, you have the power to successfully carry out end-to-end sales processes instead of using point solutions that don't work well together.

Resources

Salesforce Help: Revenue Lifecycle Management

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