Use Case: How to Manage Discounts, Lists & Catalogue Pricing to Unique Customers
How one client transformed their sales process by automating customer-specific pricing.
The situation
A manufacturing client came to us struggling to manage pricing across more than 500 products for a diverse customer base. Each customer had their own negotiated discounts or agreed price lists — but none of this was automated. Sales reps had to look up the right price for every order, manually.
The results were exactly what you'd expect: slow quotes, pricing errors, and frustrated customers.
The implications
The friction in their sales process was costing them in every direction:
- Sales reps spent time hunting for and correcting prices on every order
- Quotes were delayed because reps weren't confident the pricing was right
- Customers were being overcharged and having to raise it themselves
- Credit notes created extra work for reps, customers, and the accounts team
- Managers had no reliable way to ensure the correct prices were being used
The solution
HubDo configured DoPricer CPQ for their HubSpot portal. For each Company in HubSpot, DoPricer was set up with the customer's specific pricing rules — chosen from a combination of the following options:
- Individual product (SKU-level) discount % — a specific discount for a specific product
- Product category discount % — a blanket discount across all products in a category (e.g. 15% off all Pumps)
- Default discount % — a fallback discount applied to all remaining products
- Custom price list — a completely separate set of prices, replacing the standard list price entirely
Every time a sales rep added a new Line Item to a Deal or Quote, DoPricer automatically identified the Company associated with the Deal and applied pricing in strict priority order:
- If a SKU-level discount exists for this product → apply it
- Otherwise, if a category discount exists for this product's category → apply it
- Otherwise, if a default discount exists for this Company → apply it
- Otherwise → no discount applied
If the Company also had a Custom Price List assigned, DoPricer replaced the standard list price with the customer's specific price — matching on currency so the right price was always used.
Certain products — such as delivery charges — were marked as non-discountable, so no discount was ever applied to them regardless of the Company's settings.
Every Line Item also records exactly what DoPricer did. The DoPricer Discount Message and DoPricer Price Message properties on each Line Item show which rule was applied — giving managers and reps a full audit trail without having to ask.
The result
Reps no longer needed to know what each customer was entitled to. The correct price appeared automatically, every time. Quoting became faster, pricing errors dropped, and customer satisfaction improved.
"We have had DoPricer configured for a few months now. It has led to far greater efficiency, fewer questions and higher customer satisfaction."
— Martin Saunders, Rivertrace
Want to set this up for your business?
See DoPricer CPQ on the HubSpot Marketplace
Book a chat with Pete to talk through your pricing requirements.
Related articles
- Managing Custom Price List Properties
- How does DoPricer pricing work?
- How do I set up pricing rules for different customers?
- How do I update custom prices on product records?
- What happens to existing line items when I update a price list?
For more help please email support@hubdo.com