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Manage Your Quotes with CPQ
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            Differences in Pricing Guidance Methods

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            Differences in Pricing Guidance Methods

            Salesforce CPQ lets you use CRM Analytics to automate pricing guidance creation based on historical quote data, or allows for manual definitions of pricing guidance and guidance tiers. Before you start working with pricing guidance, review the differences between each method. (Salesforce CPQ Managed Package)

            Required Editions

            Available in: Salesforce CPQ+ Summer ’19 and later
            Pricing Guidance with CRM Analytics
            Users with CRM Analytics Plus licenses can use the Create Pricing Guidance page to analyze historical quote line discount values. You can filter quotes based on status and creation date, and filter quote lines based on products. After you've defined your filters, CRM Analytics shows you the median discounts for matching quote lines. Quote lines are grouped into tiers based on quantity ranges. You can then define target, norm, and floor discounts in each tier as percentages relative to the median discount. When you're done defining discounts, you can save your information as a view. Salesforce CPQ then creates a pricing guidance record with tiers based on your view in the Create Pricing Guidance page.
            Use the Create Pricing Guidance page only for the creation of new Pricing Guidance records. To change pricing guidance tiers and discounts, edit the pricing guidance record and its tier records directly.
            Manual Pricing Guidance
            Users without CRM Analytics must create a pricing guidance record and define each tier manually.

            We strongly recommend creating pricing guidance with CRM Analytics. The CRM Analytics platform lets you quickly evaluate large volumes of historical pricing data, and automates the creation of guidance tiers. When you evaluate historical pricing manually, you run risk of missing important trends. Manually creating enough guidance tiers to provide accurate discount ranges can also be time-consuming.

            If you're using CRM Analytics, continue to Calculating Guidance Tiers for Pricing Guidance and then check out Set Up Pricing Guidance With CRM Analytics. If you plan to create pricing guidance records manually, jump to Create Pricing Guidance Manually. Users of both methods should check out Things to Know About Pricing Guidance for guidelines and considerations.

             
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