Pricing

There is no single price for an article in B2B. Ball valve 4711-A costs €19.90 in the catalogue, €16.20 for the customer who signed a framework agreement in March, €14.00 for anyone taking 50 or more, and a different number again in CHF for the Swiss subsidiary. All four are live at the same moment, and all four are correct. A B2C shop stores one number on the product. That model collapses on your first Rahmenvertrag, which is usually before go-live.

The Revenue Cloud handles this by keeping prices out of the product entirely. A price is a row in a price list, and a price list has a currency, a scope, a priority and a validity window. When a buyer looks at an article, exactly one list wins, and one rung of one ladder inside it produces the number. Learning that resolution order is most of what this area teaches, because every other page here answers some version of "which price does this buyer see?".

A buyer who sees a price that does not match their agreement does not open a ticket. They phone the Innendienst, get the right number by voice, and keep phoning. Within a quarter the shop is a catalogue with a telephone next to it.

Understand

How pricing works in B2B generally, and how that maps onto price lists here.

• How pricing works — price lists, scope and priority, and exactly which price a buyer sees.
• Price models in B2B — list, contract, scale, project and on-request pricing.
• Where your prices come from — ERP as the system of record, and where margin leaks.

Set up

The structure, decided once. Changing it later changes numbers you have already quoted.

• Design your price lists — how many lists, how to scope them, how to set priority.
• Currencies and tax — markets, rates, and net versus gross.
• Rounding, defaults and resolution rules — the settings underneath every computed price.

Work with it

The day-to-day tasks, roughly in the order a new shop needs them.

• Set a list price — the base price every other layer starts from.
• Contract prices for a customer — the negotiated price one account sees.
• Scale and volume prices — price breaks by quantity.
• Time-limited and on-request prices — campaigns that expire, and articles with no published price.
• Import prices in bulk — a price book from your ERP or a spreadsheet.
• Adjust a whole price list — the annual price round.

Keep it healthy

• Check which price a buyer sees — trace a price back to the list that produced it.
• Common pricing problems — the symptoms, with their usual causes.
• Price list hygiene — the review loop that keeps the price book explainable.