Enterprise / Custom Pricing
The deal-level pricing that protects enterprise margin.
Workflow
Step 1Deal Identified
ObjectiveSpot the deal that needs custom pricing.
InputPipeline, deal signals
OutputFlagged custom deal
Key activities
Identify complexity signals, flag for pricing
Decision points
Is this deal beyond standard pricing?
Tools: CRMRoles: AE · pricing
Success: Deal flagged early
Quality gate: Go: flagged. Loop back: missed.
Why it matters
- Enterprise deals are big enough to give margin away by accident. A pricing process protects the deal's value and consistency.
Best practices
- Assess complexity before pricing.
- Define who can approve what discount.
- Price the solution, then the package.
- Capture learnings from every custom deal.
Common mistakes
- Deal-by-deal discounting with no authority guardrails.
- Custom pricing invented in the moment.
- No learning loop — same mistakes on every big deal.
Key questions
- What makes this deal complex enough to price custom?
- Who approves the discount, and on what basis?
Agents that drive this
Pricing StrategistDeal Room
Tools we use · alternates in [ ]
HubSpot[ Salesforce, Pipedrive, Attio ]Notion[ Confluence, Obsidian ]