Apply Customer Negotiated Rates

Published on June 15, 2026 QuoteX

Applying Pre-Negotiated Rates in QuoteX: From Opportunity to SOW

This guide walks you through using QuoteX to build an estimate with customer-negotiated rates and generate a client-ready Statement of Work (SOW). The example uses the account Meta and the opportunity Mid Size Scrum Supply to Meta.

Workflow at a glance: Opportunity → PSC Quote Request → Quote → Timeline → Resources → Discounts → SOW.

1. Setting Up the Opportunity

The process begins in Salesforce Sales Cloud. Linking your deal to an established account ensures all pre-negotiated terms are applied automatically.

  1. Create the Opportunity: Go to the Opportunities tab and select New.
  2. Key Details: Enter the Opportunity Name (e.g., Mid Size Scrum Supply to Meta), set the Close Date, and select the Account Name (Meta).
  3. Stage Selection: Move the opportunity to the Proposal/Price Quote stage to begin estimation.

2. Initiating the PSC Quote Request

Once the opportunity is live, initiate a formal quote request.

  1. Create Quote Request: On the Opportunity, find the PSC Quote Requests related list and click New.
  2. Define Scope: Give the request a clear name (e.g., Create SOW/Estimate for a Scrum to Meta - Mid Size).
  3. Status Tracking: Set the initial status to Requested and save.

3. Building the Quote Record

Next, move into the QuoteX interface to build the financial model.

  1. Create Quote: Click Create Quote within the Quote Request.
  2. Account-Specific Integration: Because the account is Meta, QuoteX uses the pre-negotiated rates specific to that client.
  3. Assumptions: Use the Quote Assumption field to document the pricing rationale (e.g., "Applying pre-negotiated rates for a high-value account").

Tip: Rate-card roles appear automatically when the quote is tied to the correct account.

4. Designing the Project Timeline

A robust estimate needs a clear timeline of when resources are used.

  1. New Timeline: Select New Timeline from the Navigation Menu.
  2. Configuration:
    • Frequency: Set to Weekly.
    • Duration: Define start and end dates (e.g., a one-year contract).
    • Contract Type: Choose Fixed Fee or T&M based on the deal structure.

5. Strategic Resource Allocation

QuoteX lets you pull roles already mapped to the client's rate card.

  1. Adding Roles: In the Resources tab, search for roles like Meta - Project Manager or Meta - Developer.
  2. Applying Phase Logic: Apply phases (e.g., Develop) across the entire timeline so work is scheduled logically.
  3. Full-Time Allocation: For dedicated teams, allocate at 100% to reflect a full-time commitment across the 52-week period.

6. Applying Adjustments and Discounts

To meet competitive targets or executive requests, apply top-level adjustments.

  1. Timeline Discount: Apply a percentage discount (e.g., 5%) to the entire timeline.
  2. Buffer Management: Adjust the FF Buffer % to manage risk and protect margins.
  3. Real-time Totals: Monitor Total Fees, Net Fees, and ASM (Adjusted Service Margin) in the header as you make changes.

Note: Review ASM after every discount or buffer change to confirm margins remain acceptable.

7. Finalizing the Statement of Work (SOW)

The final step converts your data-driven estimate into a client-ready document.

  1. Generate SOW: Click the Navigation Menu and select Generate SOW.
  2. Template Selection: Choose the standard Salesforce SOW Template.
  3. Automated Content: QuoteX automatically populates the document with:
    • Specific role responsibilities
    • The 52-week resource schedule
    • Detailed pricing tables (Role, Rate, Hours, and Total Price)
    • Total fees and applied discounts

Video Walkthrough

https://www.youtube.com/watch?v=gJv43bx2eV0

Knowledge Article Number: KA-00250

View more articles in the knowledge base