Today, we’re going to be talking about pricing logic in Salesforce CPQ. So in order to understand pricing logic, we need to start with the basics. And right now that means that we’re going to talk a little bit about quantity.
So let’s give this a quantity of two and see how this changes things. So right now we have a standard stamina potion with a quantity of two. The list price is $3. So our net unit price is $3 and our net total is $6. That’s because we have this 3 times, $2 to get our net total. Pretty easy.
Sometimes people look at net list unit price and net unit price. And they look like they’re the same thing, so people wonder what’s the point in having both of them. But if we were to use an additional discount, for example, let’s say we want to discount this 50%. We can either do percent or dollar discounts in Revenue Cloud.
But for this one, we’ll do a percent discount. Now you can see that the list unit price, the retail price is $3 per item and the discounted price, which is our net unit price is actually $1.50 because we’ve applied for an additional discount of 50%. So if I were to buy 10 of these at that discounted rate, now our net total is going to be $15. Because we have our $1.50 times, our quantity of 10.
We can try this again by applying a dollar discount. So if I wanted to say this was going to be $1 off per unit, this will work in the exact same way. So we have our quantity list, unit price, additional discount, net unit price, and net total. Those are going to be really important fields to keep in mind as we go through our discounting, because all of the discounts layer and these fields are really the cornerstones of all of the pricing calculations that we’re going to be working on together over the next set of Salesforce CPQ videos.
Lastly, we have this little lock field right here. So this lock means that it cannot be discounted. This one over here shows a little pencil so we can discount it. And as you go through all of these, you can see this list price is locked. This quantity is not locked. The product name is locked and so on.
So these fields can be locked and unlocked based on the settings on the product themselves. If you want people to be able to change the MSRP, that’s something you can allow them to do. It’s not done commonly, but in some cases , um, people want to be able to have that kind of flexibility. You can also allow for this discount to be locked so that people cannot discount.
Let’s take a look at where that non discountable locking is coming from in Revenue Cloud. So right here, we have our special damage and this checkbox is checked for non discountable and that’s why we’re seeing that box. So if I wanted to make our special AOE also non discountable, I could go to the product and click on edit and then under pricing, we’re going to check the box for non discountable and that will make it non discountable.
This is really important because our special AOE potion is made with some rare ingredients and those ingredients are never going to be any less expensive. So we don’t want to be selling this product at a loss. We’re going to have to allow for this product to not be discounted. So let’s say I’m going to delete all of my lines.
So I’ll check this box over here and I’ll say delete lines. This is a Salesforce CPQ package setting that you can enable, if you want to be able to delete multiple lines at a time. I’m going to now add the product. So I’ll add both of our special potions and then I’ll add a couple of the minor potions and select that. These are not part of a bundle, so I’ve added them all here.
And now we can see that the special AOE potion is also non discountable. So we have these two special potions with no discount. And then we have our minor potions that are allowed to have discounts. I hope this has been helpful for you in learning how to mark your products as non discountable, as well as talking a little bit about how you can discount and work with your net totals and the settings that are available inside of theSalesforce CPQ package for pricing at a very basic level.
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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.
