Salesforce CPQ to ERP Pricing Integration Guide
Salesforce CPQ empowers sales teams to configure complex products, apply pricing rules, and generate accurate quotes. But when those quotes convert to ERP sales orders, pricing discrepancies between CPQ and the ERP create fulfillment delays, margin erosion, and customer disputes. Aligning CPQ pricing logic with ERP price books and cost structures ensures that what the customer sees on the quote matches what the ERP invoices.
Price Book Synchronization Between CPQ and ERP
Salesforce CPQ uses Price Books, Price Rules, and Discount Schedules to calculate quote line prices. The ERP maintains its own pricing hierarchy with base prices, customer-specific pricing, quantity breaks, and promotional discounts. These two pricing engines must either share a single source of truth or synchronize frequently enough that sales reps never quote stale prices.
- ERP base price list publishes to Salesforce PricebookEntry records via scheduled integration for standard list prices
- Customer-specific pricing from ERP contract pricing tables syncs to CPQ Special Price rules on the Account
- Quantity break schedules in the ERP map to CPQ Discount Schedules with matching tier thresholds and percentages
- Promotional pricing with effective date ranges in the ERP creates time-bound CPQ Price Rules with start and end dates
- Currency conversion rates in CPQ align with ERP exchange rate tables updated daily from the corporate treasury feed
Product Configuration and BOM Alignment
CPQ product bundles and configured products must map to valid ERP item numbers or bill-of-material structures. When a sales rep configures a product in CPQ with specific options and features, the resulting configuration needs to resolve to manufacturable items in the ERP. Misalignment between CPQ product rules and ERP BOMs causes orders that cannot be fulfilled as quoted.
- CPQ Product Bundles map to ERP configured item master with option codes that drive BOM selection
- CPQ Product Rules enforce valid combinations that mirror ERP engineering constraints and option dependencies
- Feature-to-option mapping translates CPQ selection values to ERP configuration parameters for order entry
- CPQ Quote Line detail includes the resolved ERP item numbers and option codes for clean order conversion
- New product introductions require synchronized updates to both CPQ product catalog and ERP item master
Margin Validation and Cost Visibility
Sales teams using CPQ benefit from real-time margin visibility when ERP cost data feeds into CPQ calculations. Standard cost, last purchase cost, or average cost from the ERP populates CPQ cost fields so that discount approvals and margin thresholds work against actual product economics. Without this cost feed, CPQ margin calculations are guesswork.
- ERP standard cost syncs to CPQ Product2.Cost__c or SBQQ__Cost__c field for margin calculation on quote lines
- Landed cost including freight, duty, and handling from the ERP provides a more accurate margin baseline than unit cost alone
- CPQ Approval Rules trigger when calculated margin falls below threshold, using ERP cost data as the denominator
- Cost rollup for configured products aggregates component costs from ERP BOM to validate bundle-level margin
- Periodic cost refresh cadence (weekly or monthly) balances data freshness against integration processing load
Need CPQ pricing that matches your ERP exactly? Our CPQ-ERP integration team can synchronize your pricing engines.
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