Growth-stageWorkforce & Education Technology
Rebuilding a CPQ catalog around new tiered packaging, while the pricing model was still being decided
The new packaging became quotable in production, one segment at a time
The new packaging became quotable in production, one segment at a time
The company sold a platform subscription alongside volume-metered units and a long list of à-la-carte add-ons, priced differently across customer segments, frequently across multiple contract years and multiple billing entities under a single parent account. Leadership decided to collapse that into a small set of named tiers per segment.
New tiered core bundles per segment, plus separate bundles for the add-on families, built as nested structures at one and two levels of product options so a rep configures a tier and then adjusts within it. The full à-la-carte catalog was reconstructed as options underneath the bundles rather than as free-standing products.
Built per-segment pricing-table objects keyed by a pricing-tier field, then wrote price rules that carry the account's segment and tier down onto the quote line on initialization and resolve the price by lookup query on calculate, with price-lift and price-reset rules layered for multi-year quotes.
For the volume-metered add-ons, quantity on the product option drives the entitlement volume and the price in the same step, with the ratio documented on the option itself, so a rep can size a deal at the quote line without raising a pricing exception.
Product and error-condition rules for combinations that should never be quotable, an add-on that only makes sense alongside its parent product, a bundle with bad term dates. Value-override checkboxes where a rep genuinely needs to exceed a band.
The new packaging became quotable in production, one segment at a time
Each segment was built, tested in a partial-copy sandbox with the client's own sales leaders, and promoted to production, with post-deployment testing and issue triage in the shared channel.
4 steps
A custom CPQ that broke on multi-year and ramped deals, rebuilt on a document platform
Five quote types live in production
Quote to cash
+1
6 steps
Building quote-to-cash and CPQ where quoting was still manual
One reconciled recurring-revenue number, produced by the system
Quote to cash
5 steps
CPQ, contract workflow and supply allocation for a sales org built from scratch
CPQ and CLM stood up
