Salesforce Revenue Cloud offers powerful tools to implement flexible and dynamic pricing strategies, but configuring pricing procedures can be challenging. In our latest video on The Cloud Update YouTube channel, we explored how to create custom pricing setups using custom objects, decision tables, and formula fields. This blog post complements the video, providing a detailed written guide.
Pricing Procedures are a cornerstone of advanced pricing strategies in Revenue Cloud, enabling businesses to implement dynamic pricing rules. You can find Salesforce’s official documentation on Pricing Procedures here.
In this guide, you will learn how to pull custom list prices from custom objects, configure formula fields for advanced calculations, and set up dynamic pricing based on specific quote conditions. For related topics, check out our posts on Aggregate Price Elements, Contracted Pricing in Salesforce Revenue Cloud, and Dynamic Discounting with the Price Adjustment Matrix.
What Are Pricing Procedures?
Pricing Procedures enable you to define data-driven pricing strategies by integrating data sources such as decision tables, formula elements, and custom objects. This flexibility allows organizations to meet complex pricing requirements efficiently.
In this guide, we cover key scenarios:
• Pulling custom list prices from a custom object.
• Using formula elements for advanced price calculations.
• Implementing dynamic pricing based on quote attributes.
Step-by-Step Setup
Prerequisites
Before starting, ensure your Salesforce environment includes the following:
- Custom fields on the Quote object:
- Effective Pricing Date (DateTime field).
- Custom fields on the Quote Line object:
- Custom List Price and Custom Calculation (Currency fields).
- A custom object, such as “Dated List Price,” to store pricing data. Fields should include Start Date, End Date, List Price, Product Lookup, and a Selling Model Type formula.
Creating a Decision Table
To pull list prices dynamically:
1. Go to Lookup Tables in Salesforce.
2. Create a Decision Table named “Dated List Price.”
3. Configure conditions to match custom object fields like Product, Selling Model, and date ranges.
4. Set fields like End Date to optional for open-ended pricing.
Updating Context Definition
Update the Context Definition to ensure data flows correctly:
• Add Effective Pricing Date in the Sales Transaction section.
• Add Custom List Price and Custom Calculation in the Sales Transaction Item section.
Map these fields to the Quote and Quote Line objects for seamless data flow.
Modifying Pricing Procedures
Modify your active pricing procedure:
1. Add a new List Price Element referencing your Decision Table.
2. Configure input variables (e.g., Product and Pricing Date).
3. Set output variables to assign values to Custom List Price and Input Unit Price.
4. Remove default list price components if no longer needed.
Setting Up Dynamic Pricing Procedures
To use different pricing procedures based on quote attributes:
- Create the Sales Transaction Type field to the Quote object (Lookup to Sales Transaction Type object)
- Create Sales transaction types for various pricing setups linked to different pricing procedures
- For example, one for “Dated List Price” linked to a custom pricing procedure, and another for “Standard Pricing.”
- Automate the selection using flows or conditional logic on Quote Creation
Demonstrating the Results
Once configured, create quotes to see the setup in action. For quotes using the custom pricing procedure, list prices are dynamically pulled from the custom object, and custom fields reflect calculated values. Quotes using standard pricing pull list prices from standard price books.
If dynamic pricing applies only to specific scenarios, automate the selection of the appropriate pricing procedure using logic like customer type or checkbox fields.
Conclusion
Salesforce Revenue Cloud’s Pricing Procedures offer the flexibility to implement sophisticated pricing strategies. By following this guide, you can configure custom pricing rules that adapt dynamically to your business needs.
To see the complete walkthrough, watch our YouTube video. If you have questions or specific scenarios you’d like us to cover, leave a comment below. For more on Revenue Cloud pricing features, check out our related posts on Aggregate Price Elements, Contracted Pricing, and Dynamic Discounting.