How does Salesforce CPQ categorize “Internal” and “External” pricing?

Salesforce CPQ categorizes "Internal" and "External" pricing based on their intended audience and purpose. Internal pricing is specifically designed for internal stakeholders, often involving pricing structures that may not be offered to customers, such as pricing meant for employee situations or special internal promotions. Conversely, external pricing is aimed at customers and is typically what is presented in sales transactions, representing the pricing that customers see and interact with.

This distinction is essential for businesses because it allows them to create tailored pricing strategies that fulfill different needs. Internal pricing can include discounts or special offers that are exclusive to employees or internal staff, enhancing their engagement and satisfaction. At the same time, external pricing is aligned with market rates and customer expectations, ensuring competitiveness in the marketplace.

Understanding this differentiation helps companies utilize Salesforce CPQ effectively, as it allows for a strategic approach to pricing that meets the internal requirements for staff and the external needs for customer-facing transactions. This clear categorization supports effective sales operations while maintaining organization-wide pricing policies.