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Some deals need a price set in the moment, and some partners have earned that trust. Custom pricing lets a partner set the unit price when they add the product as a line item, so they can close flexible deals without coming back to your team for every adjustment. Reach for this on products where the price is genuinely negotiable and only for partners you trust.

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What you’ll achieve

A product whose unit price is editable by the partner on the quote. When a trusted partner adds it as a line item, they type the price they have agreed, so they self-serve flexible deals while your fixed rules still govern every other product.

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Before you start

1

Decide who should get this flexibility

Custom pricing hands price control to the partner, so reserve it for trusted partners. Pair it with product visibility so only the right partners can see and price the product.

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Watch it

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Steps

1

Open the product

Go to CPQ, stay on the Products tab, and click the product you want to make negotiable to open its detail panel. Scroll to the Discount section. Changes save automatically, so there is no separate Save button.
Open the product you want to price.
2

Choose Custom price

In the Discount switcher, select Custom price. A product uses one discount model at a time, so this clears any partner-based or tier-based rule on the product. The option spells out what it grants: partners set their own unit price when adding this product.
Custom price lets the partner set the unit price themselves, and it saves to the product immediately.
3

Confirm custom pricing is on

The selection saves immediately and Custom price stays marked on the switcher, so the partner can edit the unit price when adding the product to a quote. Moving the product back to No discount removes that flexibility while keeping it listed.
The product now allows custom pricing, applied across quotes for partners.

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Verify it worked

Open a deal as a partner who can see the product, add it as a line item, and confirm the unit price field is editable so the partner can set their own price.

Set tier-based discounts

Use a fixed per-tier rule instead.

Govern product visibility

Limit which partners see the product.

Implementation reference

Full pricing configuration options.