Managing the Price Waterfall

Price Waterfall is the industry standard for Price and Margin calculation. Price waterfall defines a sequence to handle different prices with the target of reaching the net price.

A well-defined Price Waterfall provides transparency and high visibility of pricing calculation and helps protect margins and avoid incorrect pricing.

Price Waterfall comes with features for transparency and high visibility in pricing calculation and protecting margins, avoiding incorrect pricing. In addition, Price Waterfall defines a sequence to treat different prices with the end goal of arriving at the net price charged to the customer. 

Price Waterfall enables administrators to configure the price execution flow and set the groundwork for Conga's Price Waterfall feature to display detailed pricing steps for end-users to visualize. Price waterfall is a tool that provides users with detailed information on how much revenue the company is generating from a transaction and the pocket margin of that transaction. The waterfall is typically represented in a column chart consisting of critical price or margin points and any adjustments that were applied to the list price to arrive at the final price or margin.

The advantages of the price waterfall functionalities are as follows:

• Provides Sales Representatives with the ability to drill down on any price point visible to them so that they can make better decisions and better communicate the deal to customers giving them more leverage during a negotiation.
• Provides approvers and the deal desk with a complete picture of the different price points, preapproved and non-standard adjustments, and costs to better analyze the health of the deal.
• Enables cost accountants and controllers ability to drill down on the cost (if cost is included as part of the price waterfall) to ensure that the deal's profitability is accurately calculated.

Navigating the Price Waterfall Page

When you launch the Price Waterfall page on the UI, all the existing price waterfalls are listed on this page along with their details. There are various functionalities available for you to manage the field sets.

Viewing Price Waterfall

You can view all price waterfall in Card and List view.

Price Waterfall Search in List View

You can narrow the price waterfall list using the search feature in list view. You can either define search criteria to search for a range of price waterfalls or use the price waterfall search option.

Basic Search

In basic search, you can search for a price waterfall using keywords. For example, you can search using the name of the price waterfall. 

1. In the Search this list field, enter a keyword related to your price waterfall details such as price waterfall name.
2. Click the search icon () or press Enter. CPQ returns all price waterfalls that contain that keyword in the price waterfall names.

Advanced Search

In advanced search, you can search for a price waterfall using a search query. The search query uses options provided in the Field, Operator, and Value fields and displays a search result that matches the criteria.

1. Click the Advanced Search icon (). The Advanced Search pop-up is displayed.
2. Enter the following details: 
   1. Field: All price waterfall fields are available in the drop-down list such as Text, Checkbox, Date, Date/Time, Number, Percent, Picklist, Multi-Select Picklist, Currency.
   2. Operator: Operators that are available for selection helps create the filter expression. Operators are displayed based on the field types. For example, a picklist value displays equal to and not equal operators and a text field displays equal to, not equal to, starts with, contain, does not contain operators. If it is a multi-value picklist, the application displays "includes" and "does-not-include" operators.
   3. Value: Enter a value.
3. Click Add Criteria to add more advanced search criteria.
4. Turn the Logic button on if you have more than one criterion and enter a value in the Logic field.
5. Click Apply to enable the search filter. CPQ returns all price waterfalls that match the criteria.

Sorting Price Waterfall List

You can sort the price waterfalls list by clicking the column names. Price waterfalls are sorted in alphabetical order by price waterfall name. Clicking the column name reverses the sort order from ascending to descending. You can adjust the column width by dragging the columns. Hover near the column boundaries until the two-way arrow appears, click and drag the column left or right to adjust its width.

Actions Available on this Page

• Click Create New to create a new price waterfall.
• Click the More icon () next to the price waterfall name to edit an existing price waterfall.
• Click the price waterfall name link to open the price waterfall Details page.

Items Per Page in List View

At the bottom of the page, you can see the total count of price waterfalls available. You can control the number of price waterfalls displayed on each page by selecting this number from a predefined list. Twenty records are displayed on each page by default.

By default, you can sort 10, 20, 30, 50, and 100 price waterfalls per page using the Rows per page drop-down. This feature works in association with the search and filter functions to display search records per page. You can use the < and > buttons to move to the next or the previous pages. You can also jump to a specific page using the page search component.

Navigating the Price Waterfalls Details page

1. Go to ADMIN SETUP > Pricing Administration > Price Waterfall > Price Waterfall.
2. Search for the price waterfall you want to update.
3. Click the price waterfalls name link to open the Price Waterfalls details page.