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Pricing rules

Updated September 16, 2026

Pricing rules are the guardrails behind every margin and floor check: each one sets a Floor Price, a Max Discount %, and a Min Margin % for a scope of products or customers, for a period of time. Administrators maintain them in the Configuration area.

Before rules can apply

  • In the Deal Desk app, open Configuration → Price Lists and, on the Deal Desk tab of each price list Deal Desk 365 should manage, set Govern Pricing to Yes. Rules, margin, and floor checks run only on governed price lists, so pricing elsewhere in Sales is never disturbed.
  • Under Sales → Products, set a Standard Cost on each product's Deal Desk tab. Margin is revenue minus this cost; a product with no cost reads as 100% margin. A seller can still override the cost on an individual line.

Create a rule

  1. In the Deal Desk app, switch to the Configuration area and choose Pricing Rules.
  2. Create a New rule and give it a Name.
  3. Set the guardrails: any of Floor Price (a per-unit hard floor), Max Discount %, and Min Margin %.
  4. Set the Effective From date and, optionally, an Effective To date. Both are inclusive; leave Effective To blank for an open-ended rule.
  5. Scope the rule, or leave the scope empty to make it the org-wide default:
    • Product: a single product, or a product family (a Family-type product covers its children).
    • Customer Segment: Enterprise, Mid-Market, SMB, or Public Sector to start; your organization can extend the list. The segment is read from the Customer Segment field on the account's Deal Desk tab.
    • Region: North America, EMEA, APAC, or LATAM to start; also extendable, read from the Region field on the account's Deal Desk tab.
  6. Make sure Active is Yes.

A rule scoped to a segment or region matches only accounts that carry those values, so set Customer Segment and Region on each account's Deal Desk tab first.

Start with one broad default rule (for example, max 15% discount, min 20% margin) and add sharper rules for specific products or segments later. Quotes evaluate against whatever rules are effective on the quote date.

Which rule wins

For each line, Deal Desk 365 considers the active rules whose effective window contains the quote date and whose set scope fields all match the line and the customer. Among those:

  1. The most specific rule wins: the one with the most scope fields filled in.
  2. Priority breaks a tie between equally specific rules.
  3. A rule with no scope at all is the org-wide default and applies when nothing narrower matches.

The winning rule's floor and maximum discount are written onto the line, which is how the editor knows what to flag. See Floor breaches.

Changing rules later

Rules are effective-dated, so give a replacement rule a new Effective From date rather than editing history. Existing quotes are re-evaluated the next time one of their lines changes, and every approval request keeps a snapshot of the numbers at submission, so changing a rule never rewrites a decision that has already been made.