Overview of Software Pricing Changes
Software Pricing Approval
Software pricing is now controlled by Pricing Strategy and rep-driven changes, the same as equipment.
Reps may discount software up to 10% without approval; discounts greater than 10% require a Software Pricing Approval.
Always review pricing with the Requestor to ensure understanding and agreement.
Commission Impact
Expenses distributed across Equipment, Software, and Pro Services.
Standardized Pro Service pricing used for ACV GP calculations.
Instructions for Sales Reps
Step 1 — Start the Software Request
Open the proposal.
Go to the Requests tab.
Click New Request.
Step 2 — Select Request Type
Under Overlay Assistance, choose “Request Software.”
Step 3 — Complete the Software Request Form
Software Rep: Your default rep will populate; otherwise select the correct rep.
Description: Provide a detailed description, including any target price points.
Step 4 — Submit
Click Submit Request.
Instructions for Software / Solutions Overlays
Step 1 — Access the Request
Open from your PREO Home Page (double-click the request).
Or use the email alert link.
Step 2 — Add Software Items
Go to the Software page.
Click Add Item.
Select Custom Item or region-specific software.
Required Fields
Item Code (if available)
Item Name
Description
Sort Order (leave as is)
Quantity
Vendor Cost
Rep Cost (best and final selling price)
Recommended Price (rekey Rep Cost)
MSRP (if available)
Step 3 — Add Professional Services
Click Add Item.
Select the correct Pro Services item.
Pro Services have been set up in bundles of Hours with Vendor & Rep costs standardized for all of XBS.
The Item Name shows total quantity of bundled hours as part of the number:
Item Name Total Bundled Hours Included
XRX010126 1
XRX010426 4
XRX010826 8
XRX011026 10
XRX011626 16
XRX012026 20
XRX012426 24
XRX013026 30
XRX013226 32
XRX014026 40
XRX015026 50
XRX016026 60
XRX017026 70
XRX018026 80
XRX019026 90
XRX0110026 100
XRX0120026 200
Example: Solution requires 20 hours of Pro Services – select XRX012026, with a quantity of 1
Step 4 — Upload Documentation
Open the Software Request and click Click Upload to attach supporting materials.
Step 5 — Complete the Request
Click Acknowledge.
Step 6 — Communicate (If needed)
Use the Chat Page to message the Sales Rep.
Viewing Completed Requests
Change the homepage filter to Completed Requests.
Software Pricing Approval
Required when pricing discounted more than 10% of provided Rep Price.
“Request Software Pricing Approval”
- Confirm Rep Price and Recommended Price match.
- Check the Final Selling Price.
- Solutions Rep must submit the approval request from the Request tab.
- State whether the price is acceptable or needs correction.
Approval Process
If pricing is acceptable → Request will be approved
If pricing needs adjustment → Entire deal moves to Manual Pricing Mode.
Conditions Required Before Manual Corrections
Pricing strategy must be set to Price and reflect the final amount.
All WinHelper rules must be satisfied.
For deals with significant discounts, additional details and approvals may be required via the Proposal Chat page.
Manual Correction Steps (completed by Approver)
Capture the initial Achieved Revenue.
Manually correct software pricing to the proper amount.
Deduct the corrected software total from the original Achieved Revenue.
Redistribute the remaining revenue across equipment, updating all equipment pricing manually.
Once in Manual Mode, all pricing changes must be made manually — price strategy widgets will no longer function. Do NOT switch back to Auto- Pricing, it will remove the Manual Prices entered.
Post‑Correction
Once all manual changes are complete, Software Pricing approval is approved.
Manual Mode requires all pricing changes be made manually.
If further changes are needed:
Switch back to Auto-Pricing.
Make the required updates.
Submit a new Software Pricing Approval Request.
Include a summary of changes in the Comments.
Request will be reviewed per the standard process.