The Source of Truth for What You Sell.
Before a sales rep can send a proposal, the system needs to know what they are selling. The Product Catalog is your central database of goods, services, and subscriptions. It replaces messy Excel price lists with a structured, intelligent library that prevents pricing errors and ensures every quote adheres to company strategy.
A. Defining Products & Services (The SKUs)
Turn Items into Assets.
Every item you sell – whether it’s a physical widget, a software license, or a consulting hour – is defined here as a specific SKU (Stock Keeping Unit).
- Product Types:
- One-Time: Hardware, setup fees, or perpetual licenses.
- Recurring (Subscription): SaaS seats, monthly retainers, or annual maintenance contracts.
- Usage-Based: Metered billing (e.g., “Per GB” or “Per API Call”).
- Attributes:
- Name & Description: The customer-facing text that appears on the quote PDF.
- Image: A visual thumbnail (crucial for manufacturing or hardware sales).
- Category: Group items logically (e.g., “Hardware,” “Software,” “Professional Services”).
B. Pricing Rules & Currencies
Global Selling made Simple.
Pricing isn’t always static. The catalog allows you to build sophisticated logic to handle different markets and deal sizes.
- Base Price Lists: Define the standard “List Price” for every item.
- Multi-Currency Support:
- Scenario: You sell to both US and European customers.
- Solution: Define a price in USD ($100) and a separate fixed price in EUR (€95). The system automatically selects the correct currency based on the Deal Room settings.
- Volume Pricing (Tiers):
- Logic: “If they buy 1-10 units, price is $50. If they buy 11-50 units, price drops to $45.”
- Benefit: Automates discounts without needing manager approval.
C. Bundles & Packages (Guided Selling)
Sell Solutions, Not Parts.
Top reps don’t just sell a “Login”; they sell a “Solution.” Bundling allows you to group related items together to increase deal size and ensure customer success.
- Fixed Bundles: “The Starter Pack” includes 10 Licenses + 5 Hours of Training + 1 Year Support. The rep selects one item, and all three components are added to the quote automatically.
- Configurable Bundles: “The Enterprise Suite” includes the Core Platform, but allows the rep to choose between “Gold” or “Platinum” support add-ons.
- Why it matters: Cross-Selling. It reminds reps to include necessary services (like implementation) that might otherwise be forgotten.
D. Constraints & Dependencies
Stop Impossible Deals.
The catalog can enforce logic to prevent reps from selling incompatible configurations.
- Inclusion Rules: “If you sell Software X, you MUST also sell Implementation Package Y.”
- Exclusion Rules: “You cannot sell Starter Support to an Enterprise Customer.”
- Why it matters: It eliminates “Bad Revenue”—deals that lose money or cannot be delivered by the operations team.