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:

Note: Salesforce CPQ v 234.4.1 and later include an upgrade that supports advanced agreement generation features using runtime variables.

installed-packages

Installation

  1. Go to the Adobe Sign for Salesforce CPQ Connector component package on the Salesforce AppExchange.
  2. Select Get It Now.
  3. Select the appropriate login option, as follows:
    1. If you already have a Salesforce account, select Log In and enter your credentials when prompted.
    2. If you don’t have an account, select Continue as a Guest. It prompts you to create a Salesforce account. Once done, repeat steps 1 and 2 to log in with your credentials.
log_in

4. When prompted, select the installation environment: 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.
  • Select Confirm and Install.
confirm-install

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

7. In the page that appears, select Install for All Users and then select 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:

  1. Navigate to: Setup > Objects and Fields > Object Manager.
  2. From the left column, select Quote Document.
  3. From the left panel, select Page Layouts.
  4. Under Page Layout Name, select Quote Document Layout.
  5. From the Quote Document Layout box at the top, select Related Lists.
  6. Drag and drop the Agreement object from the list of objects to the Related Lists section of the page.
  7. Select Save.

Once configured, the Agreement associated with the Quote appears on the Related tab of the Quote Document.

The Agreement Related List on the Quote Document

  1. Navigate to: Setup > Objects and Fields > Object Manager
  2. From the left column, select Account.
  3. From the left panel on the page that opens, select Page Layouts.
  4. From under Page Layout Name, select CPQ Account Layout.
  5. From the box on the top of page, select Related Lists.
  6. Drag and drop the Agreements object to the Related Lists section.
  7. Select Save.
Add the agreement object to the Quote Account

  1. Navigate to: Setup > Objects and Fields > Object Manager
  2. From the left column, select Opportunity.
  3. From the left panel on the page that opens, select Page Layouts.
  4. From under Page Layout Name, select CPQ Opportunity Layout.
  5. From the object type box at the top of page, select Related Lists.
  6. Drag and drop the Agreement object to the Related Lists section of the page.
  7. Select Save.
Add the agreement object to the Quote Opportunity


Add the Agreement Template Field to the Quote Template

To add the Agreement field to the Quote Template:

  1. Navigate to: Setup > Objects and Fields > Object Manager
  2. Select Quote Template from the options on the left side of the page
  3. Select Page Layouts from the left rail
  4. Under Page Layout Name, select Quote Template Layout.
  5. From the object type box at the top of page, select Fields. 
  6. Drag and drop the Agreement Template object from the list of objects to the Quote Template Detail section.
  7. Select Save.

Once the lookup field is applied to the page layout, you can associate your quote templates with any agreement template. It allows you to use signature flows, document attachments, and data/merge mappings features of agreement templates.

The Agreement Template lookup field on the Quote Template

Configure CPQ to expose the 'Generate Adobe Sign' action

Once you install Adobe Sign for Salesforce CPQ version 1.4 or later, follow the below steps to install the button to generate quote and automatically attach it to an agreement:

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

  2. From the left column, select Quote.

  3. From the left panel, select Page Layouts.

  4. From under Page Layout Name, select Quote Layout.

  5. From the object type box at the top, select Buttons.

  6. Drag and drop the Generate Adobe Sign object to the Quote Details section.

    Add the Generate Adobe Sign button to the Quote Details section

  7. Select Save.

    It configures the plugin.

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

  2. For the Salesforce CPQ package, select Configure.

  3. Select the Plugins tab.

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

  5. Select Save.

Create default templates (Recommended)

To automatically attach a quote to an agreement ready to send, you must 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.

Note:

When using the Generate with Adobe Sign option, the agreement template must be set up with the agreement template variable only.

Setting up an agreement template using runtime variables provides more efficiency in creating agreements. When creating agreements, it automatically attaches the generated Quote Document PDF to the agreement. It also allows users to use Adobe Sign library documents in their agreement templates in addition to the quote document.

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

  2. Open the Agreement Templates tab and select New.

  3. Assign a name for the template and select Save.

  4. In the agreement template configuration page that opens:

    1. Provide a default Agreement Name.
    2. Define the Salesforce Object as the Quote Document.
    3. Select Map data into agreement fields.
      1. 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 appears as shown below:

    Template Details

  5. Under the Attachment tab:

    1. To add a boilerplate document to every quote, select Upload Files or drag and drop the file into the Upload field.
    2. To attach the Quote, select Choose Document Source.
    cpq-choose-doc-source

  6. In the Choose Document Source dialog that opens, select Runtime Variable option. In the Add a runtime variable name field, assign the variable name as QuoteDocument. Select Add when done.

    choose-doc-source

    The attached quote appears as shown below:

    documents-added

  7. Under the Recipients tab, delete the default recipient record by clicking the X on the right-hand side. Then, select Add recipient from object or run-time variable.

    Add recipient form object

  8. To configure the recipient:

    1. Choose object or runtime variable: LookUp Based on Master Object Field
    2. Recipient Type: Contact
    3. Source field form master object: Primary Contact Id
    4. Select Save.
    Configured Recipient

    The resulting recipient appears as shown below:

    Configured Recipient

  9. Select Rules tab and then select 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 then select New.

    NEw Quote Template

  3. Configure the template with the following specifications:

    • Enter a name for Template Name.
    • Check Default option.
    • Select Deployment Status as Deployed.
    • For the Agreement Template field, select the Agreement Template created above.
    CPQ Quote template

  4. Save the Quote Template.


Confirm functionality

Once the installation is complete, 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.

To explore and utilize the benefits of Adobe Acrobat Sign and CPQ integration, see Adobe Sign templates.

  1. Launch CPQ from the App Launcher.

  2. To create a new quote template, select the Quote Templates tab. 

    The Quote Template defines the overall layout and style of the quote page: page size, margins, font size, family and color, and more.

  3. Select the Quotes tab and create a new quote with the following details:

    • Define the relationship of the quote to the Salesforce Account or Opportunity.
    • Provide other details: payment terms, delivery method, discount, and billing/shipping information.
    • Select Save.

  4. From the top-right corner, select the More Actions (▼) drop-down > Edit Lines.

    It opens the Edit Quote page with no line items.

  5. To launch the product list, select Add Products.

  6. From the list, select the products that you want to include in the quote, and then click Select.

    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. Select Save when the line items are ready.

  8. From the top-right corner, select the More Actions (▼) drop-down > Generate Adobe Sign.

    Generate Adobe Sign button

  9. To produce the Quote Document, select Generate.

    Note: Before generating the Quote Document, ensure that the Output format is PDF.

    Generated Quote document

    After the generation process, the agreement opens in Draft status. To add additional documents, select Add Files or drag and drop 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. To send the quote to the recipient, select Send.

    Send the Agreement

    Once the agreement is sent successfully, you see a message as shown below.

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

    • Sent: When the agreement status is Out for Signature.
    • Signed: When the agreement status is Signed.
    • Approved: When the agreement status is Approved.
    • Canceled: When the agreement status is Cancelled.
    • Expired: When the agreement status is Expired.

  1. Launch CPQ from the App Launcher.

  2. To create a new quote template, select the Quote Templates tab. 

    The Quote Template defines the overall layout and style of the quote page: page size, margins, font size, family and color, and more.

  3. Select the Quotes tab and create a new quote with the following details:

    • Define the relationship of the quote to the Salesforce Account or Opportunity.
    • Provide other details: payment terms, delivery method, discount, and billing/shipping information.
    • Select Save.

  4. From the top-right corner, select the More Actions (▼) drop-down > Edit Lines.

    It opens the Edit Quote page with no line items.

  5. To launch the product list, select Add Products.

  6. Select the products that you want to include in the quote from the list, and then click Select.

    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. Select Save.

  8. To add one or more additional documents to the quote:

    1. From the top-right corner, select the More Actions (▼) drop-down > Include Document.
    2. Select Choose File and browse your local system for the file that you want to include.
    3. After attaching the file, select Save.

  9. From the top-right corner, select More Actions (▼) drop-down > Generate Document.

  10. The quote generates as a document, and the page displays the quote and other included documents. You can now add the available files and re-order them. Once done, select Send to Adobe Sign.

    It automatically attaches the quote and Included Content files to the agreement. The billing contact on the CPQ quote record is imported as the Recipient on the agreement.

    When the agreement is 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

    To modify and send the agreement:

    1. Select the Agreement link to open it.
    2. Review the recipient list and attached files, and edit as required.
    3. Select Send.
    Send the Agreement

    Once the agreement is successfully sent, you see a success message as shown below.


Adobe Sign Template Highlights

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

Below is an example configuration with a few options that work specifically well with Salesforce CPQ.

Prefill Agreement fields with Quote field values

You can personalize an agreement by adding values from the Quote Document. To do so:

  1. Go to the App Launcher and open Adobe Sign.
  2. Select the Agreement Templates tab and then select New.
  3. Set the Master Object Type to SBQQ__QuoteDocument__c
    It allows field values from the Quote Document to be mapped into the Agreement. For example, you it maps the Quote Document Name to the Agreement Name.
  4. Select Save.
  5. Select the Related tab
  6. For the Map Data into Agreement Fields section, select New.
    It opens the Add a New Field Mapping page.
  7. In the Mapping Method pick list, select Master Object Field.
  8. Select Next.
New Agreement Template for Quotes

Map new fields

Select the Mapping Method

9. To specify the Field Value and Target Field:

  1. 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).
  2. The Target Agreement Field is the field you want to insert the value into. For this example, use Agreement Name (String).
  3. Select Save.

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

10. To delete or edit a record, you can open the drop-down menu and select Delete or Edit.

List of mappings


Add file attachments

You can add a Quote Document to agreements by following a process similar to adding any file attachment to an agreement. When you create an agreement and add a file attachment, it automatically attaches the generated QuoteDocument PDF to the agreement.

Follow the steps below to add a Quote Document to an agreement:

  1. Open the Agreement Template and select the Related tab.

  2. Select Add File Attachments.

    Add File Attachments

  3. Select New.

  4. In the dialog that appears, select Runtime Variable in the File Attachment Type field, and then select Next.

    Note: You can also attach files from the Adobe Sign (Echosign) Library, from the Salesforce Content, from the Library or Master Object.

    Select file attachment type

  5. In the dialog that opens, enter Quote Document in the Variable Name field, and then select Save.

    Note: A Variable name is required because a Runtime variable was selected for the Attachment Type. If you select a library as the Attachment Type, it displays a list of available documents in that library.

    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

Add Recipients

You can add recipients to the Agreement Template to define a signature flow based on your internal practices. You can simply send the agreement to the customer/signer, or include internal approval steps and counter signatures. When a Quote Document PDF is attached to an agreement, it automatically pulls the Primary Contact for whom the Quote Document was generated.

Follow the steps below to add the primary contact on the quote as a signer using a runtime variable:

  1. Open the Agreement Template and select the Related tab.

  2. Select Add Recipients.

    Add Recipients

  3. Select New.

  4. In the dialog that opens, provide the details as follows:

    • In the Source of Recipient field, select Runtime Variable.
    • Ensure the Recipient Type is Contact.
    • Recipient Role dictates if the Contact will apply a signature. Select Approve or Delegate.
    • Signer Verification dictates if the recipient must use a second-factor authentication.
      • Email - No second factor, email is the sole validation of the recipient's identity
      • Password - Applies a password to the signing of the document, forcing the password to be entered before the document is viewable
      • KBA - Knowledge-based 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.
    • Once done, select Next.

  5. In the dialog that opens, for the Variable Name field, enter PrimaryContact and then select Save.

    The Recipients list appears on the Related tab of the Agreement template, as shown below.

    List of Recipients

Link your Quote Template to your Agreement Template

You can link your Agreement Template to your Quote Template to automate the Agreement when you generate your Quote.

Note: When using the Generate with Adobe Sign option, the agreement template must be set up with the agreement template variable only.

To link the objects:

  1. Ensure that you have the Agreement field on your Quote Template page layout.
  2. Open Salesforce CPQ from the App Launcher.
  3. Select the Quote Templates tab.
  4. Edit the Quote Template that you want to associate with the Agreement Template.
  5. In the Agreement Template field, select the correct Agreement Template.
  6. Select Save.
Select the Agreement Template to link to the Quote template

Before using an Agreement template, ensure that:

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