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Rachel Linder (PlanSource) asked in Salesforce CPQ
Jun 7, 3:09 PM

Discontinuing Use of Discount Schedules and Moving to Block Pricing

Hello, 

My org currently uses discount schedules with products and price book values completed. They now want to go away from Discount Schedules all together and move to Block Pricing. We use Renewal Method of Uplift and for Amendments we use an Amendment and Renewal Behavior of Latest End Date. 

 

I have not worked at an org where they moved completely off of one to the other. I am trying to understand any gotchyas or things to be aware of. Also, trying understand the best practice for this move and steps to complete. For example, steps to complete: 

 

  1. Add all block price tiers to affected products
  2. Change the Pricing Method to Block from List for those products.
  3. Since we have many discount schedules for each product (based on price book) remove the reference to the product and price book from the current discount schedules.

What happens when we renew or amend with products that used a discount schedule before? What can I do to avoid any pricing issues/errors? How does this or will this affect renewals and amendments?

 

Thank you. 

1 answer
  1. Rachel Linder (PlanSource)
    Jun 11, 5:10 PM

    @Ragini Shukla

     

    This is awesome detail. And answers questions that have come up through some digging and thought this week.  

     

    1. Create New Products
      • Should these new products have the same product code? Thinking of billing on current contracts (especially multi-year contracts)
      • We use bundles so that will mean rebuilding all bundles as well. Along with all product rules no matter the type and possbily price rules need to be re-evaluated.
      • How is this handle during the Add Products process? We now have duplicate, for lack of a better word, products. 
      • How is this handled during Amendments when we are doing a rip/replace or adding a new product?
    2. New Sales
      • You mention product selection rules - what do you mean by this statement? That on new sales we say use the product flagged as let's say "new pricing" or one that is not flagged as "legacy"?
      • Can you clarify on what is meant by "deactivation" flags? Is that similar to what I mentioned in the above bullet point?
    3. Amendments
      • What if we are doing an amendment where we are doing a rip/replace and we need to keep historic pricing? Do I need a price rule that somehow says which product to select?
      • If we want to add a new product and adjust the quantity on an old product? How is that handled? You end up with mixed prce models.
    4. Renewals
      • I know in CPQ you can use the "Renewal Product" field to map from an old product to a new product but how accurate is that if there is a bundle for example?
      • How does this mapping work in terms of Multi Year Contracts.

    I think some of my difficulty is how they do contract creation and maintenance here. They have some customization (that I don't know yet how it works) that the time of contracting an order 

    1. New Sales
      1. For a new customer it creates a contract called "Master Agreement" which has the 36 month term (or whatever the term of the contract is. Set via a field on the quote). It does not have any subscriptions tied to it and it is not used during the renewal process.
      2. It also creates a contract called "Subscription Agreement" which is 99% of the time for 12 months and creates the first 12 months worth of subscription within that 36 month contract. It does not create one contract for all three years and it does not create individual contracts for each year. Only the first year.
    2. Renewals
      1. Many Renewals go through an auto renewal process for the second or third renewal so it isn't necessarily being reviewed by a Sales Team. Do we continue that?
        1. At the end (last 90) days of year 1 they create a renewal opp via renewal forecasted that is called a Subscription Renewal opp and then a quote is created like 7 days before the Renewal Date and it auto renews.
        2. Then it does the same process for year 2 and at then the same to create Year 3.
      2. At the end of the third year (last 90 days) the system creates a renewal opp via renewal forecast that they call a Contract Renewal Opportunity. The quote is then generated with quote that has a Contract Term of 36 and a Subscription Term of 12. And once closed begins the process of having a new Master Contract and a new Subscription Contract. How would we handle the pricing switch then if we have to maintain historical pricing until Contract renewal.
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