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Where it lives

Pricing & Discounts sits under CPQ, at CPQ.
The Discount section of a product, choosing between no discount, a partner-based rate, a tier-based rate, or letting the partner set their own price.

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Before you start

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How it works

Pricing is set per product in the product’s detail panel under CPQ. A discount method selector lets you choose No discount, Partner based, Tier based, Custom price, or Custom discount. Partner-based pricing maps a numeric or currency CRM property on the partner to a discount percentage. Tier-based pricing uses a per-tier discount table, with tiers defined in Settings. The two custom methods hand the decision to the partner as they add a line item: Custom price lets them set the unit price, while Custom discount keeps your unit price and lets them set a discount percentage against it. When a partner builds a quote, the configured rule is applied automatically to the line item price. Every method resolves through one shared rule, and partner-based and tier-based discounts are calculated server-side as line items are added, so the quote always reflects your policy no matter where the line item was added from.

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Settings & configuration

Pricing rules are set per product at CPQ.

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Discount method

In the product’s detail panel, the discount method selector offers five mutually exclusive options, each with its own inline configuration: The same selector is used in the bulk edit modal, so you can apply a method across many products at once instead of product by product.
The discount method is not the only way to control margin. The Segments and Deal filters sections in the same product panel decide whether a partner sees the product at all, so you can give different partners different SKUs instead of the same SKU at different percentages. See Govern which products a partner can quote.

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Partner-based discount

Choose the CRM discount property on the partner record that holds the discount percentage. Each partner’s value drives their price for the product.

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Tier-based discount

Fill in the Tier Discounts table with a percentage per tier. Partners are priced by the tier they belong to.

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Custom price versus custom discount

Both hand the decision to the partner, but they record it differently, and that difference matters downstream.
  • Custom price lets the partner overwrite the unit price. The list price is gone from the line item, so the margin they took is implicit.
  • Custom discount keeps your unit price and records a discount percentage against it. The line item carries both numbers, so the discount is explicit and reportable.
Prefer Custom discount when you want to see how much partners are actually discounting, and Custom price when the partner genuinely sets their own price (their own currency, bundles, or local market pricing) and your list price is not the reference.

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How-to guides

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Troubleshooting

A product uses one discount method at a time; the methods are mutually exclusive. Partner-based discounts depend on the chosen CRM property being populated on each partner, so a missing value means no discount. Tier-based discounts require partners to be assigned to a tier. Custom price and Custom discount both hand the decision to the partner, so use them for trusted partners only. Partners can only set a price or discount at all when Show pricing is on for the deal’s line items.
The partner discount property is empty, or the partner has no tier.
The product is not on Custom price, or Show pricing is off on the deal embed.
The product is on Custom price rather than Custom discount, which is the method that keeps your unit price and lets them discount it.
Confirm the correct discount method and that the base price in the CRM is current.