01
Resolve the seller and channel
The user's organization and permissions establish which sales motion is active.
Channel pricing guide
How to manage direct and dealer pricing in one CPQ system
Direct and dealer sales rarely need the same price, permissions, or customer context. The challenge is keeping those differences governed without maintaining separate quoting systems for every channel.
Channel pricing example
One product, four commercial contexts.
The same equipment can have a direct list price, dealer tier price, negotiated contract price, and government price. Those are not duplicate products; they are different commercial contexts.
02
Resolve the customer context
Customer or contract information narrows the applicable commercial policy.
03
Apply the authorized price level
The quote receives the correct price without exposing unrelated tiers to the seller.
04
Evaluate exceptions
Overrides and discounts are checked against channel-specific authority and approval rules before the quote is sent.
Operator note
The practical goal is one governed commercial catalog with controlled contexts — not one giant spreadsheet everyone can see and not a separate quoting system for every partner tier.
A multi-channel pricebook needs to answer who is selling, to whom, through which channel, and under which commercial authority.
Dealer tiers may use different prices for the same SKU.
Direct sales may have access to products or overrides that partners should not see.
Contract or government pricing can create additional exceptions.
Discount authority may differ between internal sellers and partners.
Emailed pricebooks create version drift across the channel.
How QuotePoint approaches it
01
Start with channel identity
Associate the seller or partner with an organization and allowed sales channels before resolving the catalog or price.
02
Separate product access from price access
A partner may be authorized for a product family but not every price level, customer type, or override capability.
03
Centralize price changes
Update governed price entries once rather than redistributing static files to each sales channel.
04
Keep approval policy channel-aware
A discount that is ordinary for direct sales may require approval for a dealer, and the workflow should know the difference automatically.
Who this is for
A strong fit when these conditions are familiar.
Manufacturers with direct and dealer sales
Distributors with reseller tiers
Organizations using contract or government pricing
Teams distributing partner pricebooks manually
Channel operations teams managing discount authority
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