Segmented Account Pricing for Salesforce

RELEASED ORIGINALLY AS ‘MATRIX PRICING’ in FLEXPRICER v1.16

What is Segemented Account Pricing for Salesforce and Why is it Useful

Segmented Account Pricing allows you to create groups of products and apply a sales price adjustment (increase or decrease) for a group of customers.

Consider the scenario… 

  • You have groups of customers to whom you would like to reduce on certain products and increase on others.  You decide to categorise them into Gold, Silver and Bronze Account Groups (with Bronze accounts being difficult to serve and receiving an increase)
  • Your products can be grouped into Machines, Drinks and Services Product Groups

With Matrix Pricing, each Account Group could have a different sales price adjustment (increase or decrease) for each Product Group.

  • Gold Customers could have sales prices adjusted by…
    • 40% reduction on Drinks with NO further discount allowed
    • 10% reduction on Machines with up to 10% discount allowed
    • 5% reduction on Services
  • Silver Customers could have sales prices adjusted by…
    • 20% discount on Drinks with up to 5% discount allowed
    • 5% discount on Machines with NO further discount allowed
    • 2.5% discount on Services
  • Bronze Customers could have sales prices adjusted by…
    • 10% increase on Machines but with up to 20% discount allowed
    • 0% adjustment on Drinks with up to 20% discount allowed

AND for each Matrix, controls can be added to prevent sales users from editing either the sales price field or discount field or both!

  


Use Matrix Pricing to create compelling offers of complementary products and increase the value of the sale.
 

Setup Matrix Pricing

  • Go to FlexPricer Settings page
  • Under the ‘Price Controls’ section check the box to Enable Matrix Pricing > Save

  • Go to Setup > Search (type Product) > Product > Page Layouts > Edit
  • In the appropriate Product Page Layout add the ‘Product Group’ lookup
  • Click Save and Yes to override users’ customisations.  

  • Go to Setup > Search (type Product) > Account > Page Layouts > Edit
  • In the appropriate Account Page Layouts add the ‘Account Group’ lookup
  • Click Save and Yes to override users’ customisations.

Using Matrix Pricing

  • Visit FlexPricer App to view the Product Group tab and Account Group tab.  (Make sure you have permissions to see these tabs by either adjusting your profile or applying the FlexPricer (Admin) permission set)
  • Select the Product Group tab and create Product Group records as appropriate (e.g. Electronics, Furniture, Professional Services)
  • For each Product that you wish to place into a Product Group, visit the Product record and set the Product Group in the Product’s Product Group lookup field.
  • Select the Account Group tab and create Account Groups as appropriate (e.g. Gold, Silver, Bronze)
  • Select an Account Group record and from the Matrix Price Adjustment related list, click New to create a new Matrix Price Adjustment record.
  • For each Account that you wish to place into a Account Group, visit the Account record and set the Account Group in the Account’s Account Group lookup field.

Matrix Price Adjustment Records

A Matrix Price Adjustment record sets the sales price adjustment for the products in the related Product Group for the related Account Group.

  • Picklist: Type with values Increase or Decrease.  Select Increase if you wish to increase the List Price to create a new Sales Price or Decrease if you wish to decrease the List Price to create a new Sales Price.
  • Percentage: Adjustment (4 decimal places).  The percentage adjustment to the List Price to create the new Sales Price.  Note that if you select Increase in the Type picklist, then the List Price will be increased by this percentage.  If you select Decrease in the Type picklist, then the List Price will be decreased by this percentage.
  • Checkbox: Sales Price Lock.  If selected, the Sales Price field will not be editable in the FlexPricer interface when this Matrix Price Adjustment is applied.
  • Checkbox: Discount Lock.  If selected, the Discount field will not be editable in the FlexPricer interface when this Matrix Price Adjustment is applied.
  • Percentage: Max Discount on New Price (4 decimal places).  If set, this value will, in the FlexPricer interface, restrict the maximum amount of discount that is permissible on the newly generated Sales Price of the line item when this Matrix Price Adjustment is applied. 

Important Notes on Matrix Pricing

  • If the selected product has a Client Price record for the related Account, the value on the Client Price record will be used in preference to Matrix Price Adjustments.  (Client Pricing is considered as a higher priority than Matrix Pricing.)
  • If you set a figure in the Max Discount on New Price on the Matrix Price Adjustment record, then this control will apply to the total discount applied to a line item using the Matrix Price.
  • If using the Total Price Revision feature and the new price takes the percentage discount on any line item that has been added using Matrix Pricing to beyond that line item’s Max Discount on New Price, the Total Price Revision operation will report an error.

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