Collaborate Across Teams
Learning Objectives
After completing this unit, you’ll be able to:
- Identify the personas who use Revenue Cloud.
- Describe the common tasks performed by various job roles in Revenue Cloud.
Target Personas
At Cloud Kicks, several key players participate in the revenue-generation process, interacting with Revenue Cloud. The key teams include Sales, Service, Operations, Finance, and Legal. Sales reps drive the sales process, supported by the Service team, which coordinates field operations like installation and product delivery. The Operations team influences pricing strategy, promotions and more, while the Finance team manages and tracks customer payments against invoices. Last but not least, the Legal team oversees customer contracts.
Now, take a look at the target personas and how they use Revenue Cloud in their workstreams.
Product Catalog Management
Together, the product catalog admin and product designer define the elements of the product catalog, including the various products for sale to customers. In your organization, a Salesforce admin sets up the permissions required for various Product Catalog Management users.
The product catalog admin is responsible for defining:
- Reusable product metadata and taxonomy
- Product attributes, product classifications and categories, and bundles
This role also sets up qualification rules to ensure that products in the catalog are appropriate for the customer based on factors such as their location.
The product designer creates multilevel bundle product definitions in the product catalog for complex product bundles with multiple levels of line items. They also augment the amendment process using correction of line items in a quote.
The Salesforce admin for Product Catalog Management assigns permission set groups, sets up specification types, and integrates the solution features.
Salesforce Pricing
The pricing manager and the pricing designer define the various aspects of product pricing. The pricing manager defines:
- Volume-based, bundle-based, and attribute-based adjustments
- Discounts and adjustments based on custom conditions
- Subscription-based pricing
While the pricing manager creates pricebooks, pricebook entries, discount schedules, and pricing tiers, the pricing designer creates, simulates, and activates pricing procedures. The Salesforce admin sets up Salesforce Pricing for other users and enables price waterfall to provide transparency in pricing details and outcomes.
Rate Management
The rate management admin, rate management manager, and rate management design time user are responsible for defining the various elements of Rate Management. The rate management admin turns on Rate Management, creates and manages all Rate Management objects and features, and creates and assigns Rate Management permission set groups to users. The rate management manager is responsible for managing Rate Management records such as rate card and rate card entries. The rate management design time user access rating procedures and all rating elements that are used to calculate the final net rate.
Transaction Management
Transaction management is typically used by sales reps and sales operations reps to create quotes, add products, apply promotions and manage assets.
- The quote and order capture admin enables Quote and Order Capture, customizes page layouts, and sets up the product browsing experience.
- The sales rep works with quotes by creating quotes, adding products and pricing to quotes, and applying discounts to quotes. Then they submit orders and amend quotes, when required. Sales reps also create, amend, and cancel subscriptions as needed.
- The sales operations rep takes care of assetizing, amending, renewing, and canceling orders based on requirements.
Salesforce Contracts
In the case of Salesforce Contracts, the contract admin, contract user, contract partner user, and the contract specialist work together to facilitate creation, reviews, and approvals of contracts to track and manage obligations.
Take a look at the jobs of each of the persona:
- The contract admin sets up org preferences.
- The contract user creates contract records and generates contracts.
- The contract partner user facilitates the review and approval of contract documents.
- The contract specialist optimizes the pricing strategy, creates and renews contracts, approves deal terms and conditions, and compares deal pricing to past deals.
Dynamic Revenue Orchestrator
To ensure timely order fulfillment, the DRO Admin, Fulfillment Designer, and Fulfillment Operator/Manager work together to set up the Dynamic Revenue Orchestrator app, order decomposition, and orchestration.
The DRO admin configures and manages:
- DRO App settings
- Fallout and SLA settings
- Fallout rules
The fulfillment designer creates:
- Technical products in Product Catalog Management
- Decomposition rules
- Order orchestration workflows in the Fulfillment Workspace
The fulfillment operator/manager:
- Manages and fulfills orders
- Monitors the entire fulfillment process
- Retries and completes failed fulfillment steps
Invoice Management
The Invoice Management personas—billing admin, billing operations user, credit memo operations user, tax admin, and accounts receivable admin—ensure accurate billing and invoice generation for various customers, taking into account taxation and other legal requirements.
Typical billing admin jobs are:
- Managing the default org settings
- Assigning user permissions
- Configuring billing policies, billing treatments, and legal entities
The billing operations user schedules invoice runs and manages runtime invoice operations, while the credit memo operations user creates, edits, and monitors the credit memos. The tax admin is responsible for establishing tax policies, configuring the tax engine and defining tax treatment for billing. The accounts receivable admin sets up accounts periods for legal entities.
Wrap Up
Revenue Cloud is a product-to-cash platform with everything you expect from a modern revenue management solution. Instead of relying on disconnected point systems, use Revenue Cloud to establish a successful digital end-to-end sales process designed with all your key teams in mind.