Leveraging Pricing Flexibility using Tags
In Mobileforce, tags can be used to provide pricing flexibility. This article puts together various aspects of tagged pricing (that have been described elsewhere) to illustrate pricing flexibility.
Your organization may have products that you sell at different pricing options, depending on a specific characteristic, such as a color, option or feature.
A software company has a product for Managed Service - for Data Center Automation, where the standard version costs $350,000 providing some managed services and the enterprise version costs $600,000 providing more extensive services.
To leverage this ability in Mobileforce CPQ you must employ tagged pricing, where two or more price book entries in a Price Book for the same product are each given a unique tag that can be referenced throughout the application. Specifically :
Add a Product with tagged Price Book Entries
First, Admins creating multiple pricing entries in a price book for the same product, defining a unique tag for each.
The software company creates two entries in their North America Price Book for their Managed Service - for Data Center Automation product.
- One entry is given the tag of standard with a fixed price of $350,000.
- The other entry is given the tag of enterprise with a fixed price of $600,000.
Associate Quote UI Layout options with the tagged products
Second, Admins then must create a layout where the Sellers can select the option to associate with the tag.
- For a configurable product listing, Admins would create a Product UI Layout.
- For a simple product listing, Admins would create or modify an existing Quote UI Layout.
The Admin for the software company adds a Managed Service dropdown list column to the Quote UI Layout, where a seller can select the desired option, either Standard or Enterprise.
Add a pricing rule in the Quote Template
Layout Option Strategies
Depending on your organization's needs, Admins have multiple layout strategies to choose from to meet the needs of your products and your sellers.
Organizations that have products, each with unique options, may want to create configurable product listings that use customized Product UI Layouts for each applicable product,
An appliance reseller may have unique options and pricing for each product that they sell, requiring a configurable product listing for each product.
Line Item Option
Organizations that typically sell products that all have similar options or upgrades, can modify the Quote UI Layout so sellers can select the option for each individual product.
An electronics company that sells both new and refurbished computers, may create an Option column in the Line Items table in the Quote UI, so Sellers can select New or Refurbished from the dropdown list.
Quote Page Option
Organizations that sell products where the entire order is defined by an option, can modify the Quote UI Layout so sellers can select it for the entire quote. Once selected, the price for every added line item is updated based on the selection.
An HVAC company that sells heating and air conditioning to both commercial and residential customers, may create a Customer option in the Info section of the Quote UI, so Sellers can select Commercial or Residential from the dropdown list.
Customer Page Option
Organizations can use the customer information from the source CRM to update the cost of items.
A beverage company that sells bottled drinks across the country, may change the prices for customers in specific states where the bottle deposit price is greater. So the Admins modify the Customer tab of the Quote UI Layout, so that the customer's location can be selected.
Multiple Quote UI Layouts
In addition to the other options, organizations can create multiple UI Layouts, so sellers select the quote layout needed for the product options to be selected by the customer.
A hardware company that not only sells servers and network equipment, also offers technical and installation services. The Admin creates two Quote UI Layouts, one for Hardware Quotes and one for Service Quotes.
- The Hardware Quote layout could include Option column in the Line Items table for New or Refurbished equipment.
- The Service Quote laout could include the Customer option in the Info section for Commercial or Residential customers.