Released originally under the name ‘Matrix Pricing’
What is Segmented Account Pricing in 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 service and receiving an increase)
- Your products can be grouped into Machines, Drinks and Services Product Groups
With Segmented Account 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 combination, controls can be added to limit the discount that a sales user can offer on the newly calculated price or prevent them from editing either the sales price field or discount field or both!
Use Segmented Account Pricing to create compelling offers of complementary products and increase the value of the sale.
Setup Segmented Account Pricing in Salesforce
- Ensure that you have the Flexpricer (Admin) permission set
- Go to Flexpricer® Settings page
- On the Onboarding tab, ensure that Flexpricer fields have been added to Product and Account page layouts
- On the Settings under the ‘Account-Focused Strategies’ section slide the slider next to Segmented Account Pricing
- Search for the Flexpricer App to view the Product Group tab and Account Group tab.
- Select the Product Group tab and create Product Group records of record type Membership as appropriate (e.g. Electronics, Furniture, Professional Services)
- For each Product that you wish to place into a Product Group, create a Group Member record that associates the Product with the Product Group. Check the checkbox called ‘Allow Segmented Account Pricing’ on the Group Member record.
- Select the Account Group tab and create Account Groups as appropriate (e.g. Gold, Silver, Bronze)
- 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.
- Create Matrix Price Adjustment records by selecting either an Account Group record or a Product Group record and pressing ‘New on the Matrix Price Adjustment related list.
- 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. If you have selected Increase in the Type picklist, then the List Price will be increased by this percentage. If you have selected 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 used to generate the Sales Price.
- Checkbox: Discount Lock. If selected, the Discount field will not be editable in the Flexpricer interface when this Matrix Price Adjustment is used to generate the Sales Price.
- Percentage: Max Discount on New Price (4 decimal places). If set, this value will, in the Flexpricer interface, restrict the maximum discount percentage that is permissible on a line item where this Matrix Price Adjustment is used to generate the Sales Price.
Interaction with other Flexpricer features
- If the selected product has a Contracted Price record for the related Account, the value on the Contracted Price record will be used in preference to any Matrix Price Adjustments. (Contracted Pricing is considered as a higher priority than Segmented Account 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 Target Total feature and the new price takes the percentage discount on any line item that has been added using Segmented Account Pricing to beyond that line item’s Max Discount on New Price, the Target Total operation will report an error.
Advanced Segmented Account Pricing Features
- To prevent a Matrix Price Adjustment record being used on an Opportunity or Quote unless other products also exist on the Opportunity/Quote, create a Product Group with Group Members that the Matrix Price Adjustment will be dependent upon.
- Set the Dependent Line Items lookup field on the Matrix Price Adjustment record to this Product Group and with the ‘Dependency Criteria’ picklist, specify whether all the products in the product groups must be present as line items (Require All), or just one (Require 1)