Suppose we are offering Electronics Products like Television and AC. We want to adhere below some rules which can help Sales Users in selling products.
- AC should be sold along with 3 years warranty plan.
- AC Installation Service is offered independently as well as with AC but can’t be sold independently if AC is already added.
- Speakers are recommended to be sold along with Television.
- CRT Televisions are obsolete products and should be replaced by LED Televisions with same price range.
- Television is available with 1-year, 2-year and 3-year warranty plans but at a time only one warranty plan can be selected.
We can setup our products in Apttus CPQ such that above rules are automatically applied and Sales Users would not worry about adhering these rules manually. This will avoid any manual errors and misses and increase Sales Users productivity. This can be achieved using Constraint Rules.
Constraint Rules can affect products selection on Catalog Page. Constraint Rules are of 5 different types: Inclusion, Exclusion, Recommendation, Replacement and Validation. Constraint Rules are formed using 3 parts. Rule Detail, Rule Condition and Rule Action. Rule Detail contains the basic information about Constraint Rules. Rule Condition is kind of trigger point, which will trigger Constraint Rule if all mentioned conditions are met. Rule Action is the actual output we want using Constraint Rule. Apttus CPQ offers 5 kinds of Constraint Rules. We will go to each kind of Constraint Rule and relate our use case.
- Inclusion Rule:
Inclusion Rule auto includes some products if specific products are added into cart. In our case, we want to sell AC along with 3 years warranty plan which can be achieved using Inclusion Rule. So, when any Sales User adds AC into cart then 3 years warranty plan will be automatically added into cart.
- Exclusion Rule:
Exclusion Rule auto excludes some products if specific products are added into cart. In our case, we don’t want to sell AC Installation Service as independent product if we are also selling AC. This can be achieved using Exclusion Rule. So, when AC Installation Service is already added into cart and then Sales User also adds AC then AC Installation Service will be automatically removed from the cart.
- Recommendation Rule:
Recommendation Rule auto recommends some products when user adds specific products into cart. In our case, we want to recommend Speakers when any Sales User adds Television into cart which can be achieved using Recommendation Rule. So, when any Sales User adds Television into cart, Speakers will be shown as recommended product into cart, which Sales Users can suggest to Customers.
- Replacement Rule:
Replacement Rule auto replaces some products in place of specific products into cart. In our case, we want to replace CRT Television with LED Television. This can be achieved using Replacement Rule. So, when any Sales User adds CRT Television into cart, it will be automatically replaced with LED Television into cart.
- Validation Rule:
Validation Rule auto validates some products added into cart. In our case, we want to sell Television only with either 1-year, 2-year or 3-year warranty plan which can be achieved using Validation Rule. So, if any Sales User adds more than one warranty plans with Television, then screen will show error message to keep only single warranty plan into cart.
This way we can implement Constraint Rules in Apttus CPQ for better sales and productivity. In our next series of articles, we will explore more deeper concepts about Apttus CPQ.