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Contract Integration in Zuora Connector for Salesforce CPQ

This article describes the contract integration in Zuora Connector for Salesforce CPQ and its limitations.

Limitations

The following limitations exist in Salesforce CPQ, and thus the functionalities are either not supported or require a workaround - manual or through customization using Zuora 360 Order Builder:

  • Terms and Conditions Amendments
    The concept of a T&C Amendment as in Zuora is not fully supported in Salesforce CPQ. Without customization, changing the material terms of a contract will result in a new contract in Salesforce CPQ and will result in a new subscription in Zuora.
  • Cancellation Amendments
    Salesforce CPQ does not currently have an explicit cancellation event that the Connector can detect. In general,  without customization, Salesforce CPQ will require you to set all quantities to zero and then execute a manual cancellation.
  • Invoice Owner Transfer Amendments
    Salesforce CPQ does not currently have the concept of an Invoice Owner Transfer Amendment. Without customization using Zuora 360 and Order Builder, this type of amendments is not natively supported from Salesforce CPQ.
  • Evergreen Subscriptions
    Salesforce CPQ does not currently have the concept of an Evergreen Subscription. This type of Subscription is not natively supported from Salesforce CPQ.

Contracts in Salesforce CPQ

When a quote is created in Salesforce CPQ, a contract is created, and Zuora Connector for Salesforce CPQ uses that contract to create or amend a Zuora subscription.

Zuora metrics, such as MRR, TCV, are stored at the contract level and available with the Preview menu.

A quote can be converted to a contact in one of the following ways:

  • When you contract a quote using the Contract button in UI, the Connector will do the following:
  1. Create a billing account for the quote, if one does not already exist.
  2. Flag the Contracted flag on the Opportunity, which signals Salesforce CPQ to convert the quote to a contract.
  • When you select the Contracted field on an opportunity, a quote is contracted, but a billing account is not created.
  • When you programmatically convert a quote to a contract, using the global methods:
    1. Create a billing account for the quote, if one does not already exist.
    2. Flag the Contracted flag on the Opportunity, which signals Salesforce CPQ to convert the quote to a contract.

A Salesforce CPQ quote line maps to a Zuora rate plan and a charge as a product and the price are stored on one quote line.

On a quote line, your quoting users can either:

  • Override the rate plan charge fields.
  • Use the default rate plan charge set in Zuora product catalog.

For more information on Quoting in Salesforce CPQ, see Salesforce CPQ Documentation.

New Subscription Quote Integration

To create a new subscription in Zuora with a Salesforce CPQ quote contract:

  1. In Salesforce CPQ, create a new quote for an opportunity as described in the Salesforce CPQ documentation.
  2. On the Quote Edit page, the following fields are required:
    • Primary: Select the field.
    • Subscription Term
    • Start Date
  3. The following account-related fields are required:
    • For a new billing account
      • Bill to Contact
      • Sold to Contact
      • Billing Batch
      • Bill Cycle Day
      • Tax Exempt Status
    • For an existing billing account: Billing Account or Billing Account Id
  4. Enter any other relevant fields.
  5. Click Save.
  6. Add products to the quote.
  7. Open the quote.
  8. On the Quote Detail page, click Contract.
  9. Review the information and click Contract to generate a contract for the quote.
    If the action fails, check for the additional status as described in Troubleshooting
  10. In the Contracts section, click the generated contract number.
  11. On the Contract Detail page, click Preview from Zuora to generate quote metrics from Zuora.
  12. Click Send to Zuora.
  13. Review the validation information and click Send to Zuora to confirm.
  14. Log into your Zuora tenant to verify the new subscription created.

Amendment Quote Integration

The Salesforce CPQ amendment process is triggered from a Salesforce CPQ contract and creates an amendment, an opportunity, and an amendment quote.

Salesforce CPQ amend quotes allow your quoting users to change the current subscription and submit the amend quote to Zuora.

Amend metrics are shown in the Salesforce CPQ contracts.

Salesforce CPQ supports the following types of amendments, thus only these types of amendments are sent to Zuora by Zuora Connector for Salesforce CPQ:

  • Renew: See the next section for renewal quote integration.
  • Add Product
  • Remove Product
  • Update Product

The Invoice Owner amendments and Terms and Conditions amendments are not supported by Zuora Connector for Salesforce CPQ.

To create an amendment in Zuora with a Salesforce CPQ contract:

  1. In Salesforce CPQ, open the contract you want to amend.
  2. Click Amend. See Salesforce CPQ documentation for detail steps.
  3. Open the quote that you just amended.
  4. Click Contract to generate a contract for the quote.
  5. In the Contracts section, click the generated contract number.
  6. On the Contract Detail page, click Send to Zuora.
  7. Review the information and click Send to Zuora to confirm.
    If the action fails, check for the additional status as described in Troubleshooting
  8. Log into your Zuora tenant to verify the amendment is created.

Renewal Quote Integration

To create a renewal amendment in Zuora with a Salesforce CPQ contract:

  1. In Salesforce CPQ, open the contract you want to renew.
  2. Edit the contract to select the Renewal Quoted field. See Salesforce CPQ documentation for detail information about renewals.
  3. Click Save.
  4. On the Contract Detail page, click the Renewal Opportunity link.
  5. On the Renewal Opportunity page, click the Quote Number link.
  6. On the Quote Detail page, click Contract.
  7. Review the information and click Contract to generate a renewal contract.
  8. In the Contracts section, click the Contract Number link.
  9. On the Contract Detail page, click Edit if you want to change Renewal Term and Contract term. Click Save.
  10. Click Send To Zuora.
  11. Review the information and click Send To Zuora to confirm.
    If the action fails, check for the additional status as described in Troubleshooting
  12. Log into your Zuora tenant to verify the subscription was renewed.

Do Not Send a Subscription to Zuora

If the contract contains a subscription that you do not want to include in the corresponding Zuora subscription, select the Do Not Send To Zuora field on the Salesforce CPQ subscription.

  1. Edit the SteelBrick Subscription layout and add the Do Not Send To Zuora field to the Subscription page layout. 
  2. Open the contract in Salesforce CPQ before sending it to Zuora.
  3. In the Subscriptions section, click the subscription number that you do not want to include in the Zuora subscription.
  4. Click Edit.
  5. Select the Do Not Send To Zuora field.
  6. Click Save.
  7. Now proceed to send the contract to Zuora as described in the previous sections.

Troubleshoot Integration Processes

Zuora Connector for Salesforce CPQ creates asynchronous Apex Jobs when performing such actions as contracting a quote, syncing a product, and sending a contract to Zuora. When a process fails in the Connector, check the Apex Jobs table for additional information about the failed action. 

Action Class that Triggers Apex Jobs
When you click the Contract button on a quote to generate a contract OpportunityService
When you click the Send to Zuora button on the Contract page to create a new subscription in Zuora ZuoraSubscriptionService
When you click the Send to Zuora button on contract to create a renewal or an amenment ZuoraAmendmentService

 

To see the status of the Connector Apex Jobs:

  1. Navigate to Setup > Monitor > Jobs > Apex Jobs.
  2. Check the status of the Apex Job created by a Connector class.
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