Understand B2B promotions
What a promotion is, where it runs relative to the buyer's price, and which mechanics a professional buyer responds to.
A B2B promotion is arithmetic the buyer can defend to their own purchasing department. Before any of it becomes a rule, three things need to be clear: what a promotion is (a condition and an effect, applied after the buyer's price has been resolved), how it meets the contract prices your largest accounts already have, and which mechanics move a professional buyer at all. Get the second one wrong and a campaign aimed at walk-up customers spends its budget on the accounts that already negotiated a discount.
Read the three pages in order. The first sets the model, the second is the margin warning, the third is the menu.
Cockpit screens: planned. The Promotions screens are not yet available on
your tenant. The three pages in this chapter are concept and hold regardless;
the sections that describe the rule engine in the Revenue Cloud describe how it
will work once it ships. What you can already use today:
price lists with a validity window and a
contact, organization or channel binding, and
segments, which are the objects the planned
conditions will test.
- How promotions work — The rule engine: conditions, effects, and how a promotion resolves against a price list.
- Promotions vs. contract prices — Two mechanisms that both lower a price, and why you must not confuse them.
- Promotion types that work in B2B — Volume tiers, bundles, free goods, rep coupons, assortment expansion.