Steps in the screenshots correspond to the numbers in the headings.
Before moving on to this document, you must have completed the first three documents: Getting Started, Searching and Quotes. These documents walk you through how to access accounts and find the products you wish to quote.
Working with Discounts
1. At this point you should be in the Quote Record Screen.
2. There are multiple ways to apply a discount within the CPQ software while quoting.
a. Quote Header (Top): Additional Disc. (%): This will apply a ‘quote-wide’ discount.
b. Quote Line (Middle): Additional Disc.: Click on this field once and apply either a % or a $ value discount.
NOTE: The Quote Line Discount (b) supersedes the Quote Header Discount (a)!
For example, if you enter 10% in the header and then 50% at the line level, that individual line will be discounted 50% and the other lines will be discounted 10%.
2.1. Target Customer Amount (Top): Enter a specific quote amount, and all lines will be automatically discounted by the same percentage to get to that number.
▪ Works like ‘Goal Seek’ in Excel.
- This is useful if customer wants the deal, but only at this specific price, and will auto calculate and insert the discounted amount.
- Trade-off: This is an all-or-nothing functionality; the system can’t compute additional criteria such as discount one line 50% and then goal seek only the remaining lines to get to the final number.
- After you enter a number in the ‘Target Customer Amount’, it will insert the ‘additional disc amount’ into each line. If you wish to clear’ this, delete the ‘Target Customer Amount’, then you’ll have to delete the individual line discounts that were applied.
3. On the far right of the quote line, there’s an arrow icon, which if clicked, will open the line drawer. This line drawer houses additional quote line fields that enable us to enter additional information.
4. Opening this drawer reveals additional quote line fields that may not be used on every quote.
a. You can click on the arrow again to collapse this line and go to other ones.
b. Order Number: Enter ASTEA # here for the job (would be blank on initial quote to customer until they agree to want the part/repair).
c. Priority Code: Use this to apply a priority level to the part. Certain values here do affect the price:
d. Outsource Repair: Checkbox (internal facing only).
e. Markup: Only works for Cost Plus Markup products. (There are very few of these if any.).
Pricing Waterfall
5. Note that the prices here are different without applying any discretionary discount.
To analyze the Pricing Hierarchy:
- Does a BPO product-specific price exist for this account? – If yes, this is the price.
- Does a contracted price filter exist? – If there is a setup for this account discount by product criteria such as OEM:
- Then apply account discount multipliers from the account where the quote was created from.
- This particular product is a ‘Product Price Type’ = Elec Repair, and in the quote header we can see ‘Electrical Repair Disc’ = 20%, so they get a 20% discount automatically off of list price.
- If none of the above exist, then go with the List Price.
6. After entering all quote details, let’s give this quote a 20% discount in the header and after all quote details have been entered, click ‘Save’.
7. After ‘Saving’, you will go to the actual quote record which houses all the information and quote lines you just entered.
Please move on to Key Fields next
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