Adobe Sign for Salesforce: CPQ Connector

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The Adobe Sign for Salesforce CPQ Connector inserts a button into your CPQ quotes that generates an agreement, and automatically attaches the quote to it, ready to be sent for signature.

Prerequisites

You must have:

Installed package versions

Installation

  1. Click here to access the Adobe Sign component package on the Salesforce AppExchange.
  2. Click the Get It Now button.
  3. Select the appropriate login option.
  • If you already have a Salesforce account, select Log in
    • Enter your credentials to when prompted
  • If you don’t have an account, select Continue as a Guest
    • You will be prompted to create a Salesforce account.
    • When you are done, repeat steps 1 and 2 to log in with your credentials.

4. When prompted, select which environment to install into, Production or Sandbox

5. Review the installation information and terms and conditions:

  • Check the Terms and Conditions check box to verify that you have read and agree to the conditions
  • Click Confirm and Install! to start the installation process
Confirm and install

6. When prompted to log in to your Salesforce organization, enter the Username and Password then click Log in to Salesforce.

7. When the Install Adobe Sign page displays

  • Select Install for All Users
  • Click Install


Cross-reference Agreement and Quote objects

Relating the Quote to any Agreements sent using the Quote can be helpful in keeping up to date with your Quotes in process, as well as the history of the Quotes on an account.

To add the Agreement list object:

  • Navigate to: Setup > Objects and Fields > Object Manager
  • Select Quote Document from the options on the left side of the page
  • Select Page Layouts from the left rail
  • Click on the Quote Document Layout link under Page Layout Name
  • Select Related Lists from the object type box at the top of the screen
  • Click and drag the Agreement object from the list of objects to the Related Lists section of the page
  • Click Save

When configured, the Agreement associated with the Quote can be found on the Related tab of the Quote Document

The Agreement Related List on the Quote Document

  • Navigate to: Setup > Objects and Fields > Object Manager
  • Select Account from the options on the left side of the page
  • Select Page Layouts from the left rail
  • Click on the CPQ Account Layout link under Page Layout Name
Add the agreement object to the Quote Account

  • Select Related Lists from the object type box at the top of the screen
  • Click and drag the Agreement object from the list of objects to the Related Lists section of the page
  • Click Save
  • Navigate to: Setup > Objects and Fields > Object Manager
  • Select Opportunity from the options on the left side of the page
  • Select Page Layouts from the left rail
  • Click on the CPQ Opportunity Layout link under Page Layout Name
Add the agreement object to the Quote Opportunity

  • Select Related Lists from the object type box at the top of the screen
  • Click and drag the Agreement object from the list of objects to the Related Lists section of the page
  • Click Save


Add the Agreement Template Field to the Quote Template

To add the Agreement field to the Quote Template:

  • Navigate to: Setup > Objects and Fields > Object Manager
  • Select Quote Template from the options on the left side of the page
  • Select Page Layouts from the left rail
  • Click on the Quote Template Layout link under Page Layout Name
  • Select Fields from the object type box at the top of the screen
  • Click and drag the Agreement Template object from the list of objects to the Quote Template Detail section of the page
  • Click Save

 

Once the lookup field is applied to the page layout, you can associate your quote templates with any agreement templates, gaining the benefit of the signature flows, attached documents, and data/merge mappings that agreement templates bring.

The Agreement Template lookup field on the Quote Template

Configure CPQ to expose the "Generate Adobe Sign" action

If you have installed Adobe Sign for Salesforce CPQ version 1.4 or later, the below process installs the button to generate the quote and  automatically attach it to an agreement

  1. Navigate to: Setup > Objects and Fields > Object Manager

  2. Navigate to: Setup > Objects and Fields > Object Manager

  3. Select Quote from the options on the left side of the page

  4. Select Page Layouts from the left rail

  5. Click on the Quote Layout link under Page Layout Name

  6. Select Buttons from the object type box at the top of the screen

  7. Click and drag the Generate Adobe Sign object from the list of objects to the Quote Details section of the page

    Add the Generate Adobe Sign button to the Quote Details section

  8. Click Save

And you are done configuring the plugin!

  1. Once the installation is completed, navigate to Setup > Platform Tools > Apps > Installed Packages

  2. Click the Configure link for the Salesforce CPQ package

  3. Select the Plugins tab

  4. In the Electronic Signature Plugin field, enter the value: ASSFCPQ.AdobeSignElectronicSignaturePlugin

  5. Click Save

Create default templates (Recommended)

To automatically attach a quote to an agreement ready to send, you need to create a default template for the Agreement and the Quote.

The below configuration is a basic template to attach the quote and make the agreement ready. Additional options can be found in the Templates section.

Create the Agreement Template first:

  1. Navigate to the App Launcher and open Adobe Sign for Salesforce

  2. Open the Agreement Templates tab and select New

  3. Provide an intuitive name for the template and select Save

  4. The agreement template configuration page opens:

    • Provide a default Agreement Name
    • Define the Salesforce Object as the Quote Document
    • Click Map data into agreement fields
      • Select the Source Type field to be the Quote Opportunity and map that to the Target Agreement Opportunity field   
    Relate the opportunity fields

    The resulting page should look similiar to this:

    Template Details

  5. Select the Attachment tab.

    If there is a boilerplate document you would like to add to every quote, add that by clicking the Upload Files button or dropping the file into the Upload field.

    To attach the Quote, click the Choose Document Source link in the Advanced Options section.

    Choose document source

  6. Configure the attached Quote document:

    • Source Type: Attachments
    • Document Selection: Latest Document
    • Document Selection Determined By: Created Date

    Select Add when done.

    Configure the attached quote

    The attached quote looks like this:

    The attached quote

  7. Select the Recipients tab.

    • Delete the default recipient record by clicking the X on the right-hand side.
    • Click the Add recipient from object or run-time variable link.
    Add recipient form object

  8. Configure the recipient:

    • Choose object or runtime variable: LookUp Based on Master Object Field
    • Recipient Type: Contact
    • Source field form master object: Primary Contact Id

    Select Save when done.

    Configured Recipient

    The resulting recipient will look like this:

    Configured Recipient

  9. Select the Rules tab.

    Check the option to Set as default template for all agreements.

    Set as the default template

  10. Ensure the template is toggled to Active and Save the Agreement Template.

    Note:

    You can safely configure other elements of the template as needed, like the agreement message, reminders, or counter-signers.

  1. Navigate to the App Launcher and open Salesforce CPQ

  2. Select the Quote Templates tab, and click New

    NEw Quote Template

  3. Configure the template:

    • Template Name: Provide an intuitive name
    • Default: Check this option
    • Deployment Status: Deployed
    • Agreement Template: Select the Agreement Template created above
    CPQ Quote template

  4. Save the Quote Template


Confirm functionality

Once the installation is completed, take a moment to verify that the objects are working properly.

The following process describes the default functionality, where the generated quote is automatically attached to the agreement, and the Recipient for the agreement is the Billing Contact on the CPQ Quote.

Admins that want to leverage the full power of the Adobe Sign/CPQ integration will want to explore everything that Adobe Sign templates offer.

  1. Launch CPQ from the App Launcher

  2. Click the Quote Templates tab and create a new template (if one doesn't exist that you want to use)

    • The Quote Template dictates the overall layout and style of the quote page (page size, margins, font size, family and color, etc.)

  3. Click on the Quotes tab and create a new quote

    • The quote is where you define the relationship of the quote to the Salesforce Account or Opportunity, as well as the other details about this specific transaction (like payment terms, delivery method, discount, and billing / shipping information)
    • Save the quote (at the bottom of the window) when complete

  4. Click the More Actions (▼) icon on the far right

    • Select Edit Lines from the drop-down options
      • The Edit Quote page loads with no line items.

  5. Click Add Products, which launches the product list

  6. Select each product you want to be included in the quote from the list

    • Click the Select button when you are done

    The Edit Quote page loads again, this time showing the line items you have selected.

    This page allows you to edit each line item to alter the quantity or the additional discount fields.

  7. Click Save when the line items are ready

  8. Click the More Actions (▼) icon on the far right

    • Select Generate Adobe Sign from the drop-down options
    Generate Adobe Sign button

  9. The quote generates as a document, and the page refreshes to show the quote document.

    Ensure the Output format is PDF, and click Generate to produce the quote document.

    Generated Quote document

     

    After the generation process, the agreement opens in Draft status.

    At this point, additional documents can be added by clicking the Add Files link or dropping a file from your desktop into the Files field.

    Note:

    If you are using the Agreement Template lookup, you can configure the template to Auto Send, and the Quote will be sent automatically once generated.

    Attached agreement to SFDC object

  10. Click Send when you are ready to send the quote to the first recipient

    Send the Agreement

     

    The agreement will process for a short time, and then present a Successful send page:

     

    As the Agreement progresses through the signature cycle, the Agreement status automatically updates the Quote status:

    • When the agreement status is Out for Signature, the quote status says Sent
    • When the agreement status is Signed, the quote status says Signed
    • When the agreement status is Approved, the quote status says Signed
    • When the agreement status is Cancelled, the quote status says Declined
    • When the agreement status is Expired, the quote status says Expired

  1. Launch CPQ from the App Launcher

  2. Click the Quote Templates tab and create a new template (if one doesn't exist that you want to use)

    • The Quote Template dictates the overall layout and style of the quote page (page size, margins, font size, family and color, etc.)

  3. Click on the Quotes tab and create a new quote

    • The quote is where you define the relationship of the quote to the Salesforce Account or Opportunity, as well as the other details about this specific transaction (like payment terms, delivery method, discount, and billing / shipping information)
    • Save the quote (at the bottom of the window) when complete

  4. Click the More Actions (▼) icon on the far right

    • Select Edit Lines from the drop-down options
      • The Edit Quote page loads with no line items.

  5. Click Add Products, which launches the product list

  6. Select each product you want to be included in the quote from the list

    • Click the Select button when you are done

    The Edit Quote page loads again, this time showing the line items you have selected.

    This page allows you to edit each line item to alter the quantity or the additional discount fields.

  7. Click Save when the line items are ready

  8. If you would like to add one or more additional documents to the quote:

    Click the More Actions (▼) icon on the far right

    • Select Include Document from the drop-down options
    • Click the Choose File button, and browse your local system for the file you want to include
    • When all of the files you want to include are attached, click Save

  9. Click the More Actions (▼) icon on the far right

    • Select Generate Document from the drop-down options

  10. The quote generates as a document, and the page refreshes to show the quote and any other included documents that you have made available.

    • At this point you can add the available files and re-order them
    • Once any files are added to the quote, and they are in the desired order, click the Send to Adobe Sign button
      • The quote and Included Content files are automatically attached to the agreement
      • The billing contact on the CPQ quote record is imported as the Recipient on the agreement

     

    When the agreement has been created, you can see it associated to the Salesforce Account and Opportunity (via the Quote configuration) in a Draft status (assuming you have added the agreement object to the Account and Opportunity page layouts).

    Note:

    If you are using the Agreement Template lookup, you can configure that template to Auto Send, and the Quote will be sent once generated.

    Attached agreement to SFDC object

    • Click the Agreement link to open it
    • Review the recipient list and attached files. Edit as needed
    • Click Send when you are ready to send the quote to the first recipient
    Send the Agreement

     

    The agreement will process for a short time, and then present a Successful send page:


Adobe Sign Template Highlights

Adobe Sign templates are powerful and have extensive ability to automate configuration of the agreement processes, as well as data population to and from agreement forms.  For a full review of these abilities, check out the Field Mapping and Templates guide.

Below is an example configuration with a few options that work specifically well with Salesforce CPQ, and are well worth your time to consider.

 

Prefill Agreement fields with Quote field values

Personalizing the Agreement starts with adding values from the Quote Document to the Agreement.

  • Go to the App Launcher and open Adobe Sign
  • Select the Agreement Templates tab and click New
  • Set the Master Object Type to SBQQ__QuoteDocument__c
    • This allows field values from the Quote Document to be mapped into the Agreement
      • e.g.: mapping the Quote Document Name to the Agreement Name
  • Click Save
New Agreement Template for Quotes

 

  • Click the Related tab
  • Click the New button in the Map Data into Agreement Fields section
Map new fields

 

The Add a New Field Mapping page opens:

  • In the Mapping Method pick list, select Select Master Object Field
  • Click Next
Select the Mapping Method

 

Step 2 : Specify the Field Value and Target Field:

  • The Select Source Field from Master Object pick list presents all of the field options that you can use as the source of the field value you want to import to the Agreement field. For this example, select Document Name (String)
  • The Target Agreement Field is the field you want to insert the value into. for this example, use Agreement Name (String)
  • Click Save

 

As you add mappings to the template, they build a list in the Related tab of the template.

To the far right of each record is a action arrow that opens a pick list to either Delete or Edit the mapping.

List of mappings


Adding File Attachments

Adding files to agreements is pretty common. You will want to add at least the Quote Document, but other files can be attached by this same process.

This example attaches the Quote Document:

  • Open the Agreement Template and select the Related tab
  • Click on the Add File Attachments link
Add File Attachments

 

  • Click the New button to open the Step 1: Select File Attachment Type page
  • In the Attachment Type pick list, select Runtime Variable
    • Note that you can also attach files from the Adobe Sign (Echosign) Library, as well as the Salesforce Content, Library or Master Object
  • Click Next
Select file attachment type

 

Step 2: Specify the File Attachment opens:

Because a Runtime variable was selected for the Attachment Type, a Variable Name is required:

  • Enter QuoteDocument in the Variable Name field
    • If a library had been selected as as the Attachment Type, a list of available documents in that library would be presented
  • Click Save
Identify the document

 

Like the Field Mappings, a list of attached files for the template builds on the Related tab of the template.

Listed file attachments


Adding Recipients

Adding recipients to the Agreement Template allows you to define a signature flow based on your internal practices.

This can be as simple as just sending the agreement to the customer/signer, or as complex as including internal approval steps and counter signatures. 

This example adds the primary contact on the quote as a signer using a runtime variable:

  • Open the Agreement Template and select the Related tab
  • Click on the Add Recipients link
Add Recipients

 

  • Click the New button to open the Step 1: Select Recipient Type and Role page
  • In the Source of Recipient pick list, select Runtime Variable
  • Ensure the Recipient Type is Contact
    • Recipient Role dictates if the Contact will apply a Signature, simply Approve the document, or Delegate one of these two options to another party
    • Signer Verification dictates if the recipient must use a second factor authentication
      • Email - No second factor, email is the sole validation of the recipient identity
      • Password - Applies a password to the signing of the document, forcing the password to be entered before the document is viewable
      • KBA - Knowledgebased Authentication can only be used in the United States, and uses the social security number of the recipient to ask several questions which must be answered before the document is viewable
      • Social - Social authentication requires the signer to authenticate to a different social application (LinkedIn, Facebook, etc) before presenting the document
      • Phone - An SMS text is sent to the recipient's phone, and they must then enter the given six digit number to view the document
    • Recipient Message provides a private message to the recipient at the time they open the document for signing
    • Index is the signing order for the recipient. 1 will be the first signer, 2 will be the second and so on
  • Click Next when the recipient is correctly configured

 

The Step 2: Specify the Recipient page opens:

  • In the Variable Name field, type PrimaryContact
  • Click Save

 

Just like the previous lists, the Recipients list on the Related tab of the Agreement template:

List of Recipients


Link your Quote Template to your Agreement Template

Linking your Agreement Template to your Quote Template enables the automation of the Agreement when you generate your Quote.

To link the objects:

Select the Agreement Template to link to the Quote template

 

Before your first use, ensure that:

  • Your Agreement Template is Active
  • Your Quote Template has a status of Deployed

 

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