Overview:
This article explains how Deal Analyzer handles Pricing Terms, Multi-Configuration quotes, Multi-Period deals, and Manual Override scenarios. It provides guidance on selecting the correct Pricing Term, understanding TCV and TCC calculations, and ensuring contract values are calculated accurately when standard automation does not meet the deal requirements.
Table of contents:
What is a Pricing Term?
Why is the Pricing Term required?
Can different Pricing Terms exist on the same quote?
What Pricing Terms are allowed for Single Configuration quotes?
What Pricing Terms are allowed for Multi-Configuration quotes?
How do Multi-Configuration quotes work?
How are TCV and TCC calculated for Multi-Period deals?
When should Manual Override be used?
What is the most common reason for using Manual Override?
How do I complete a Manual Override?
Can you provide an example of when a Manual Override might be necessary?
Are there other situations where Manual Override may be required?
What should be included in billing amounts during a Manual Override?
How important is billing frequency?
Question #1: What is a Pricing Term?
Answer: A Pricing Term identifies the duration used to price a SKU and is required for accurate quote calculations.
Available Pricing Terms include:
1 month
12 months
24 months
36 months
48 months
60 months
72 months
84 months
Important: The Pricing Term must always be entered correctly to ensure TCV and TCC calculations are accurate.
Question #2: Why is the Pricing Term required?
Answer: The Pricing Term drives how the system calculates quote values, including TCV and TCC.
Without a valid Pricing Term:
Contract values may calculate incorrectly.
TCV and TCC may not populate as expected.
Quote reporting may be inaccurate.
Question #3: Can different Pricing Terms exist on the same quote?
\Answer: Yes. A single quote can contain SKUs with different Pricing Terms. For example:
A Pricing Term of 12 represents a 12-month SKU.
A Pricing Term of 1 represents a one-month SKU.
Each SKU should be assigned the appropriate Pricing Term based on its pricing structure.
Question #4: What Pricing Terms are allowed for Single Configuration quotes?
Answer: Single Configuration quotes can include any supported Pricing Term, such as:
1 month
12 months
24 months
36 months
48 months
60 months
72 months
84 months
Question #5: What Pricing Terms are allowed for Multi-Configuration quotes?
Answer: Multi-Configuration quotes are limited to:
1 month
12 months
No other Pricing Terms should be used in multi-configuration scenarios.
Question #6: How do Multi-Configuration quotes work?
Answer: Each configuration represents pricing for a specific payment period.
When creating a multi-configuration quote:
Use only the supported Pricing Terms (1 or 12 months).
Ensure each configuration reflects the correct pricing for the applicable period.
Add any necessary explanations or details in the Comments section for each configuration.
Question #7: How are TCV and TCC calculated for Multi-Period deals?
Answer: For Multi-Period deals, TCV and TCC are calculated automatically based on:
The deal information entered
The pricing data provided
The selected Pricing Term
To view the calculated values:
Use the Sales View
Do not use the Sales Standard View
TCV and TCC are only visible in the Sales View.
Question #8: When should Manual Override be used?
Answer: Manual Override should be used only when TCV and TCC are not calculating correctly despite accurate pricing data being entered. It is intended for exception scenarios and should not be used as part of the normal quoting process.
Question #9: What is the most common reason for using Manual Override?
Answer: The most common scenario occurs when:
A quote contains multiple payment periods, and
The payment amounts are different across those periods.
Because the system may not calculate TCV and TCC correctly for unequal payment amounts, a Manual Override may be required.
Question #10: How do I complete a Manual Override?
Answer: When a Manual Override is needed:
Enter the billing information for each year or billing period.
Enter the billing amount associated with each period.
Verify that the resulting TCV and TCC values are correct.
This ensures contract values accurately reflect the deal structure.
Question #11:Can you provide an example of when a Manual Override might be necessary?
Answer: Yes. Proofpoint is an example of a vendor where differing payment amounts across contract periods may require a Manual Override to ensure accurate TCV and TCC calculations.
Question #12:Are there other situations where Manual Override may be required?
Answer: Yes. Manual Override may also be necessary when billing frequencies contain different billing amounts, such as:
Annual billing with different billing amounts each year
Monthly billing with different billing amounts by year
In these situations, manually entering the billing amounts helps ensure accurate contract value calculations.
Question #13:What should be included in billing amounts during a Manual Override?
Answer: Billing amounts must include all products billed during that period, including:
Software
Services
Hardware
Excluding products may result in inaccurate TCV and TCC calculations.
Question #14:How important is billing frequency?
Answer: Billing frequency is critical because it directly impacts pricing configurations and contract value calculations.
Always verify that:
The billing frequency is correct.
The billing amounts align with the selected billing frequency.
All billed products are included in the totals.