02 — Capability · BC-470
Pricing & Offers
Decide what the organization charges and when it charges less — the price architecture, the lists and agreements that carry it, the discounts sellers may give, and the promotions that move volume — so every price is a choice someone made on purpose and can defend.
- Pricing
- Price Management
- Promotions
- Offer Management
In scope
- Pricing strategy and the structure of prices and tiers
- Setting and maintaining list prices, price books and contract prices
- Discount authority, deal pricing and exceptions
- Offers and promotions and the analytics that show whether pricing works
Out of scope
- Invoicing at the agreed price and collecting the cash (see BC-250)
- Product cost and margin accounting (see BC-210)
- Trade promotion funding with retail partners (see BC-1340)
Realized by · 2
- SAP S/4HANA · Salescore via BC-470.20
- Salesforce · Revenue Cloudstrong via BC-470.30
Used in · 4
- Shelf-to-Basket · 03 Price & Promote via BC-470.20
- Lead-to-Cash · 03 Quote & Contract via BC-470.30
- Idea-to-Product · 05 Prepare to Launch via BC-470.20
- Order-to-Fulfillment · 01 Capture & Validate via BC-470.20
Build it · 0
- Nothing in the library points here yet.
Decomposes into · 5
- BC-470.10Pricing StrategyDecide how the organization prices relative to the value it delivers and the alternatives customers have, and shape the tiers, metrics and models that express that decision.
- BC-470.20Price Setting & MaintenanceSet the list prices, keep every price book and currency variant consistent with them, and change prices through a controlled process that reaches every system and customer that needs to know.
- BC-470.30Discounts & Deal PricingDefine who may discount, by how much and why, price individual deals and customer agreements within those limits, and handle the exceptions with a record of what was conceded and in return for what.
- BC-470.40Offers & PromotionsPlan and run time-bound offers that move volume, win trial or clear stock, construct the bundles and coupons that carry them, and know afterward whether each paid for itself.
- BC-470.50Pricing Analytics & ComplianceSee what customers actually pay after every discount and leak, watch what competitors charge, and ensure prices are set and applied within the law and the organization's own rules.