Pricing

Pricing in a CRM and B2B sales context refers to the strategy and methodology by which a company sets the commercial value of its products or services — including decisions about pricing model (subscription, perpetual, consumption-based), tier structure (starter, professional, enterprise), discount policy, volume pricing, geographic market adjustments, and partner pricing. CRM and CPQ systems operationalize pricing strategy: price books store approved list prices, discount approval workflows enforce margin policies, and deal desk processes govern non-standard commercial arrangements. Consistent, well-governed pricing supported by CRM tooling reduces revenue leakage from unauthorized discounting and ensures that pricing data in the CRM accurately reflects the commercial terms of closed deals for revenue recognition and forecasting purposes.