SPOM-Based Pricing Guidance in Deal Guidance
Deal Guidance and Smart Price Optimization and Management (SPOM) system work together to help sales teams make informed, policy-compliant pricing decisions directly within the quoting process, reducing the need for manual review or approval workflows.
SPOM analyses historical transactions, market conditions, and business rules to generate recommended pricing thresholds for each line item, including Floor Price, Target Price, and Expert Price. These recommendations are calculated at the line-item level and made available during pricing.
Because Deal Guidance does not support dynamic price optimisation values such as Floor Price, Target Price, or Expert Price, administrators can use a custom formula field to incorporate SPOM recommendations into Deal Guidance rules.
- If the Target Price is 100 and the Net Price is 90, the formula returns -10%.
- If the Target Price is 100 and the Net Price is 110, the formula returns 10%.
- Measure = Custom
- Source Field = SPOM DealGuidance Custom field
- Criteria = SPOM DealGuidance Custom field is Not Null
Rule entries can be defined based on the desired percentage thresholds. This enables Deal Guidance to display context-sensitive pricing guidance on cart line items based on SPOM price recommendations.
Based on the values shown in Optimize Unit Price popup and the rule set by the Admin, a Sales rep has meaningful pricing guidance on the cart line items, helping sales reps make pricing decisions that align with business objectives.