Today in our Salesforce CPQ tutorial, we’re talking about pricing logic and we’re going to review target customer amount and additional discount percent. In our last video, we talked about the other fields that are here on the screen, such as your quantity, lists, unit, price, your additional discount, net unit price, and your net total. If you’re not sure what these fields all are, please watch that other video.
Starting out here, we have a quote total at the bottom of the screen of $19. That $19 consists of all of these lines. These items are included: the minor shield, potion, minor health potion, and minor movement potion. These are all included as part of the backpack. They cannot be discounted because they’re already $0. And our special damage potion is also non discountable because it has some rare materials that are never going to be discounted.
So that only leaves us with our standard shield potion, our minors stamina potion, and our backpack itself. Those three items that can be discounted. Let’s take a look at how our price changes. If we key in at 10% discount. We now have our total that has gone from $19 to $17.50. So it’s only been reduced by a $1.50. Discounts can be an important part of Salesforce Revenue Cloud consulting.
The reason for that is that this $4 amount is not getting discounted whatsoever. You can see reflected in the net unit price, that there has been a discount applied to it. It doesn’t show up in this additional discount because this additional discount compounds on top of the other discounts. For example, if I were to give this a $1 discount, that $1 discount is going to add more discount to this and now we can see that we have a $2 net unit price. That also means that this additional discount of $1 is taking place instead of this additional discount up here.
So this additional discount at the quote level is only being applied to lines that don’t already have an additional discount. This additional discount does not compound with the quote level additional discount. All right. So the next thing we’re going to do is to key in a target customer amount. This is really, really helpful when you have a lot of line items and you know that your customer has a figure in mind and they’re thinking to themselves, “you know, Hey, if you can make this $15, I’ll sign today,” you can key in your target customer amount.
And that is going to apply an additional discount to all of your lines in order to make everything exactly $15. This did overwrite the $1 discount that we previously keyed in there. And it’s also taking precedence over this 10% additional discount. At this point, having both of these on the screen could be really confusing in Revenue Cloud.
I removed the additional discount percent and we still have the same quote, total of $15. Even if I were to remove the customer amount over here, because the additional discounts were already keyed in by that target customer amount, we still have a quote total of $15 with this last item not being discountable.
I hope this has helped explain a little bit about how the target customer amount field works and associates with the additional discount field, as well as the additional discount percent field on the quote. These are all really powerful tools in helping your quoting system to be as accurate as possible and easy to use as possible for your business or your client’s business if you’re doing Salesforce Revenue Cloud consulting..
And because the system is so flexible, there are a lot of small things to keep in mind for that reason. I do recommend that if you are rolling out Salesforce CPQ that you give somebody who is CPQ certified a call or possibly work with someone like us.
If you’ve enjoyed this tutorial, please like and subscribe and if you’d like to learn more about this or any other Salesforce CPQ, Revenue Cloud, or Salesforce Revenue Cloud Consulting items – you can work with us. Thank you so much!
Note: The information in this blog post is still applicable to Salesforce CPQ; however, as of Q1 2025, Salesforce CPQ has been officially deemed End of Sale and Salesforce’s new lifecycle management product has been rebranded to Revenue Cloud (previously named RLM). To view the timeline of CPQ and Revenue Cloud history, click here.
If you’d like to know more regarding the differences between Salesforce CPQ and Salesforce’s new offering, Revenue Cloud (RLM), please click here.
