Scenario

A cloud communications provider sells products such as API calls, voice minutes, and message transactions. Buyers can either:

• Commit to purchasing a minimum volume upfront, or
• Lock in future rates through a rate card, without immediate purchase.

Sales needs a way to configure deals that reflect both committed usage (which is billable now) and rate card agreements (which are informational for future usage), all in the same proposal and order form.

The goal is to set up a pricing and proposal structure in DealHub that:

• Differentiates between committed usage (charged now) and rate card usage (charged later).
• Displays tiered rates and volumes for both types.
• Automatically updates the order form with correct product details, quantities, and pricing.
   

Solution

Playbook configuration

Using a repeatable table in the playbook is a great tool to create custom tiers or prices for usage products.

Suggested questions: 

1. Is this a commit or rate card product?
   1. This question allows you to know if you need to include the product price in TCV or make list price 0$ since it’s a negotiated/rate card price.
2. Minimum X 
   1. Whatever is being sold - data points, minutes, connections, touchpoints, etc.
3. Maximum X
   1. Whatever is being sold - data points, minutes, connections, touchpoints, etc.
4. Price per unit

Product configuration

Commit type products

1. If the product added to the quote is labeled as commit, we need to add it to the product summary and charge its quantity the price that was selected in the tier line. Use an assignment rule similar to this:
   1. 0ID of question for commit or ratecard/usage] = "Commit"
   2. Quantity should pull from either the minimum or maximum columns (depending on the client’s need)
   3. Matching pricing rule should pull price from the price per X column (since we’re charging for this product)

Rate card/usage type products

1. If the product added to the quote is labeled rate card/usage, we need to add it to the product summary, add its quantity, but charge 0$ since it’s a negotiated price for a product, not being charged now. Use an assignment rule similar to this:
   1. oID of question for commit or ratecard/usage] = "Rate Card" AND RMax column quantity] > 0
   2. Quantity should pull from either the minimum or maximum columns (depending on the client’s need)
   3. Matching pricing rule should be set at 0

Proposal attributes

1. Create a few proposal attributes that pull the minimum, maximum, and price per quantity from the playbook into the products. These are useful for the order form.

Order Form pricing table

1. Create a new rate card pricing table, make sure to filter the products that go into the pricing table to only include the product(s) that have rate cards.
2. Add in the proposal attribute for the minimum, maximum, and price as columns in the table. That way you can present in the order form the price per tier without actually charging for it.

TABLE SETTINGS:

PLAYBOOK SELECTIONS:

OUTPUT DOCUMENT RESULT: