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Pricing Rules automatically adjust the price on a quote without requiring manual intervention from the rep. Unlike Quote Validation and Row Validation rules (which warn or block), Pricing Rules change the numbers directly. When a Pricing Rule fires, it produces a System Adjustment on the affected line items. This adjustment appears in the pricing waterfall between the List Price and the System Price, giving both the rep and deal desk full visibility into what changed and why. 
List Price (from price book)
    ↓
System Adjustment ← Pricing Rules apply here
    ↓
System Price (post-automation, pre-rep)
    ↓
Rep Discount (manual)
    ↓
Net Price
Pricing Rules run automatically as reps build quotes. The rep doesn’t configure them — they see the results as adjustments on the line items.

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When to use Pricing Rules

Pricing Rules are the right kind when:
  • You want to automatically discount or mark up prices based on deal conditions
  • The adjustment should happen without rep intervention (the system applies it)
  • The logic depends on what’s on the deal (product combinations, deal size, currency, category)
  • You want the adjustment to be visible and traceable in the pricing waterfall (not hidden)
For rules that validate and block/warn without changing the price, use Quote Validation or Row Validation. For complex multi-variable calculations, use Formula Rules.

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Creating a Pricing Rule

  1. Navigate to Admin Console > Price Books > Rules.
  2. Click Create New Rule.
  3. Set the Kind to Pricing Rule.
  4. Enter a Name and Description.
  5. Set the Status to Active.
  6. Click Save, then click New Rule Set to build the logic.

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Building the rule set

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Scope

Pricing Rules can evaluate at two levels:
  • Option — the rule looks at deal-level metrics (total value, product count, currency) and applies adjustments across line items.
  • Row — the rule looks at individual line items and applies adjustments to specific products.

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Available facts

FactWhat it evaluatesExample use
Product CountNumber of distinct products on the option.Apply bundle discount when 3+ products are present.
TotalTotal deal value.Apply volume incentive on large deals.
Recurring TotalTotal recurring value.Adjust pricing when ARR exceeds a threshold.
One-time TotalTotal one-time value.Discount services when bundled with recurring products.
Currency CodeThe currency of the option.Apply currency-specific markup for international deals.
Billing FrequencyThe billing cadence.Adjust pricing for monthly vs. annual billing.
Discount %Overall discount percentage.Cap or adjust the system discount based on deal-level discount.
YearThe year of the commitment.Apply different rates for Year 1 vs. Year 2 in ramp deals.

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Operators

Same operators as other rule types: Equals, Not Equals, Is Greater Than or Equal To, Is Less Than, Is In, Is None Of.

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Actions: the adjustment

When a Pricing Rule’s conditions are met, the action is a price adjustment rather than a message. The adjustment modifies the System Adjustment column on affected line items.

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Adjustment types

TypeWhat it doesExample
Percentage discountReduces the price by a percentage.-5% bundle discount on all recurring lines.
Percentage markupIncreases the price by a percentage.+8% currency adjustment for EUR deals.
Fixed amount discountReduces the price by a dollar amount.-$500 on the implementation fee when bundled.
Fixed amount markupIncreases the price by a dollar amount.+$1,000 surcharge for expedited onboarding.

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Adjustment scope

You can control which line items the adjustment applies to:
  • All lines — the adjustment is applied to every line item on the option.
  • Recurring lines only — only recurring products are affected (one-time fees are excluded).
  • One-time lines only — only one-time products are affected.
  • Specific lines — target lines matching a specific SKU, category, or other row-level fact.

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Pricing Rules and Data Sheets

For dynamic adjustments that vary by customer attribute, region, or other external data, Pricing Rules can reference Data Sheets. Instead of hard-coding a percentage into the rule, the rule looks up the adjustment value from a Data Sheet at quoting time. This means you can change the adjustment by updating the Data Sheet without editing the rule itself. Example: A currency adjustment rule that looks up the markup percentage from an FX_Adjustments Data Sheet based on the deal’s currency code. EUR gets +8%, GBP gets +5%, JPY gets +12%. When rates change, you update the Data Sheet — the rule itself stays the same.

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Examples

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Multi-product bundle discount

Automatically discount when a customer buys multiple products together.
SettingValue
Name3+ Product Bundle Discount
KindPricing Rule
ScopeOption
ConditionProduct Count ≥ 3
Action-5% on all recurring lines
When a rep adds a third product to the option, the 5% discount appears automatically as a System Adjustment on every recurring line item.

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Currency markup

Adjust pricing for international deals to account for currency-specific costs.
SettingValue
NameEUR Currency Adjustment
KindPricing Rule
ScopeOption
ConditionCurrency Code equals EUR
Action+8% on all lines
All line items on EUR-denominated deals receive an automatic 8% markup. The rep sees the adjustment in the System Adjustment column but doesn’t need to apply it manually.

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Annual billing incentive

Offer a discount for customers who choose annual over monthly billing.
SettingValue
NameAnnual Billing Discount
KindPricing Rule
ScopeOption
ConditionBilling Frequency equals Annual
Action-10% on recurring lines only
Customers paying annually get a 10% discount on recurring line items. Monthly customers pay the full rate. The rep sees the incentive applied automatically when they select annual billing.

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Category-specific adjustment

Apply a margin-protection markup to a low-margin product category.
SettingValue
NameHardware Margin Protection
KindPricing Rule
ScopeRow
ConditionCategory equals “Hardware”
Action+3% on matching lines
Every Hardware product receives an automatic 3% markup. Software and Services products are unaffected.

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Volume incentive on large deals

Reward large commitments with an automatic discount.
SettingValue
NameEnterprise Volume Incentive
KindPricing Rule
ScopeOption
ConditionRecurring Total ≥ 100000
Action-3% on all recurring lines
Deals with $100k+ in recurring revenue receive a 3% automatic discount. The rep sees it applied to every recurring line item, and can apply additional discretionary discounts on top.

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Data-sheet-driven regional adjustment

Use a Data Sheet to vary the adjustment by region.
SettingValue
NameRegional Pricing Adjustment
KindPricing Rule
ScopeOption
ConditionCurrency Code is not equal to USD
ActionApply markup from Regional_Adjustments Data Sheet, keyed by Currency Code
The Data Sheet contains the markup for each currency. The rule looks up the value at quoting time and applies it. No hard-coded percentages in the rule.

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How Pricing Rules interact with rep discounts

Pricing Rules and rep discounts operate in different stages of the pricing waterfall:
  1. List Price is calculated from the price book.
  2. System Adjustment is applied by Pricing Rules (automatic).
  3. System Price = List Price + System Adjustment.
  4. Rep Discount is applied manually by the rep.
  5. Net Price = System Price - Rep Discount.
This means the rep’s discount is applied after the Pricing Rule adjustment. If a Pricing Rule applies a -5% bundle discount and the rep adds a -10% discretionary discount, the total discount stacks (though Validation Rules may flag the combined discount if it exceeds a threshold). The System Adjustment column gives full transparency into what the system changed versus what the rep changed. Deal desk and approvers can see both adjustments independently.

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Tips

Make adjustments visible. The whole point of the System Adjustment column is transparency. Don’t use Pricing Rules to hide discounts — use them to systematize discounts that your organization has already decided to offer. Combine with Validation Rules. A Pricing Rule might automatically apply a -5% bundle discount, but a Quote Validation Rule should still enforce that the total discount (system + rep) doesn’t exceed your maximum threshold. Use Data Sheets for variable adjustments. If the adjustment varies by region, customer segment, or product tier, put the values in a Data Sheet rather than creating separate rules for each variation. Test stacking behavior. Multiple Pricing Rules can fire on the same quote. Make sure the combined adjustments produce the expected result. Build a test quote that triggers multiple rules and verify the System Adjustment totals.

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What’s next

Quote Validation Rules

Enforce deal-level constraints that warn or block.

Row Validation Rules

Enforce line-item-level constraints.

Formula Rules

Complex multi-variable pricing logic.

Data Sheets

Reference tables for dynamic, data-driven adjustments.