Introduction

Accurate pricing and intelligent configuration are at the heart of modern revenue operations. As product offerings grow more complex, organizations need flexible pricing procedures and constraint-based configuration to ensure that quotes are accurate, deals are optimized, and revenue recognition is seamless.

Salesforce Revenue Cloud Advanced (RCA) empowers businesses with a Pricing Procedure Builder and an advanced configurator, allowing sales, operations, and finance teams to work together efficiently without manual intervention or errors.

In this blog, part of our Revenue Cloud Advanced series, we will cover:

• How to build pricing procedures using RCA’s drag-and-drop Pricing Procedure Builder.

• Running simulations and testing pricing scenarios before rollout.

• Leveraging constraint-based configuration for intelligent product selection.

• Key differences between RCA’s advanced configurator and traditional CPQ.

• Best practices for pricing and configuration management.

Building Pricing Procedures with the RCA Pricing Procedure Builder

Why Advanced Pricing Matters

Pricing in modern business is no longer static. Organizations need to:

• Offer dynamic discounts, promotions, and derived pricing.

• Support ramp deals and usage-based models.

• Handle pricing across multiple geographies and currencies.

• Ensure accurate revenue recognition aligned with contracts.

The Pricing Procedure Builder in RCA addresses these challenges by providing a drag-and-drop interface for designing complex pricing rules without heavy coding.

Setting Up a Pricing Procedure

Key steps to building a pricing procedure include:

• Define Pricing Conditions: Specify the conditions under which pricing rules apply, such as product type, quantity, or customer segment.

• Configure Calculations: Use the builder to define formulas, derived pricing logic, and discounts.

• Apply Promotions & Ramp Deals: Easily include ramp-based or time-limited promotions for subscriptions or recurring products.

• Simulate Scenarios: Test different pricing scenarios to validate accuracy before deployment.

Best Practices

• Start with core products and standard rules before adding complex conditions.

• Maintain naming consistency for rules and conditions to simplify maintenance.

• Document all pricing logic to ensure clarity for finance and sales teams.

• Periodically review rules to ensure they reflect current business strategies and market conditions.

Advanced Configurator Deep Dive: Constraint-Based Configuration

What Is Constraint-Based Configuration?

RCA’s advanced configurator allows sales teams to intelligently configure products and bundles based on rules, dependencies, and constraints. Unlike traditional CPQ:

• Constraints prevent incompatible product combinations.

• Dependencies automatically adjust options based on selections.

• Dynamic attributes allow real-time updates during configuration.

This ensures that quotes are valid, pricing is correct, and fulfillment is feasible.

How It Differs from Traditional CPQ

Traditional CPQ often relied on static rules and manual validations, which could result in:

• Incorrect product combinations.

• Manual overrides and error-prone approvals.

• Longer quote cycles and frustrated sales reps.

RCA’s configurator provides:

• Rule-based guidance: Constraints prevent errors before submission.

• Inheritance & Reusable Logic: Rules and attributes can be reused across products.

• Real-time Updates: Configuration, pricing, and availability are updated instantly.

• AI Assistance: Recommendations for optimal configurations based on historical deals.

Practical Examples

• Bundled Hardware + Services: Constraints ensure that optional services are only selected if compatible hardware is chosen.

• Subscription Packages: Selecting a premium tier automatically filters out incompatible add-ons.

• Global Pricing Adjustments: Attribute-based rules update pricing dynamically based on currency, region, and contract terms.

Best Practices

• Define clear constraints and dependencies before enabling sales access.

• Reuse configuration rules wherever possible to reduce maintenance overhead.

• Test configurations with multiple scenarios to catch edge cases.

• Train sales teams to leverage configurator suggestions rather than bypassing rules.

How Pricing & Configuration Work Together

When implemented effectively, pricing procedures and constraint-based configuration create a unified workflow:

• Sales reps can generate error-free quotes faster.

• Pricing and product rules automatically enforce business logic.

• Revenue recognition aligns with contracts, subscriptions, and billing cycles.

• Complex deals, bundles, and promotions can be executed with minimal manual effort.

Real-World Use Cases

• SaaS Company: Uses ramp deals and usage-based pricing rules in RCA to create accurate subscription quotes without manual intervention.

• Manufacturing Enterprise: Employs constraint-based configuration to ensure that hardware bundles and services are sold correctly, avoiding incompatible selections.

• Telecom Provider: Dynamically adjusts prices for global regions using pricing procedures and attribute-driven logic, reducing errors in invoicing.

Conclusion

Mastering pricing procedures and advanced configuration is essential for organizations adopting Revenue Cloud Advanced. By leveraging RCA’s Pricing Procedure Builder and constraint-based configurator, businesses can:

• Ensure accurate, dynamic pricing across all products and markets.

• Automate error-free configuration of complex bundles and subscriptions.

• Reduce quote cycle time and manual intervention.

• Align sales, finance, and operations for smarter revenue management.