Apply Customer Negotiated Rates

1. Setting Up the Opportunity

The process begins in Salesforce Sales Cloud . By linking your deal to an established account, you ensure all pre-negotiated terms are automatically applied.

  1. Create the Opportunity: Navigate 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 appropriate Account Name (Meta).
  3. Stage Selection: Move the opportunity to the Proposal/Price Quote stage to begin the estimation process.


2. Initiating the PSC Quote Request

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

  1. Create Quote Request: On the Opportunity record, locate the PSC Quote Requests related list and click New .
  2. Define Scope: Provide a clear name for the request (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

After creating the request, you will transition into the QuoteX interface to build the financial model.

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


4. Designing the Project Timeline

A robust estimate requires a clear timeline of when resources will be utilized.

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


5. Strategic Resource Allocation

QuoteX allows you to pull specific roles that are 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: You can apply specific phases (e.g., Develop ) across the entire timeline to ensure work is scheduled logically.
  3. Full-Time Allocation: For dedicated teams, allocate resources 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, you can apply top-level adjustments.

  1. Timeline Discount: Apply a percentage-based 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 the Total Fees , Net Fees , and ASM (Adjusted Service Margin) in the header as you make changes.


7. Finalizing the Statement of Work (SOW)

The final step is converting 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:
  4. Specific Role Responsibilities.
  5. The 52-week Resource Schedule.
  6. Detailed Pricing Tables (Role, Rate, Hours, and Total Price).
  7. Total Fees and Applied Discounts.



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