Contract Pricing for CPQ
The framework renewed in January. March quotes still use last year's schedule. Apply the active agreement before the PDF leaves sales.
Contract pricing · session
Nordic Process Systems · X-Series Pump
Scope
- · X-Series Pumps
- · Service Kits
- · EU entities
Quote date
Contract rate applied
What this controls
Active contract
Rates tied to the agreement in force
Valid dates
Renewal and expiry visible on the quote
Before send
Contract schedule on the quote before approval
The challenge
The framework renewed in January. Quotes still use last year's schedule.
Legal signed an amended lubricants framework with a national manufacturer in Q1. Inside sales opens a quote in March and applies the 2024 price schedule because the renewal PDF sits in a shared drive folder nobody checks. Procurement rejects the quote and asks for the current contract version.
Amendments, product scope, and index clauses are tracked in spreadsheets beside the master agreement. Reps quote SKUs that left the contract last year. Finance discovers margin drift only when the customer reconciles against their copy of the framework.
Customer-specific pricing applies the account list when you select the customer. Volume pricing steps unit price when qty crosses breaks. Contract pricing is different: the quote must honour the active agreement version, valid dates, and approved product scope before anyone edits a line.
Inquiry to config to price to approval to order should run against the contract in force today, not the schedule someone saved when the deal first closed.
How it works
How Mercura applies framework agreements on the quote
Pricing ops and legal publish framework agreements in Mercura: customer, validity window, product scope, price schedule, and amendment history. When a rep or dealer opens a quote for a covered account, Mercura selects the active agreement and drives line prices before dynamic roll-up, volume tiers, or discounts layer on. Customer-specific pages cover how account lists attach at selection time; this page is agreement governance and compliance on the quote. Framework records need an owner when contracts renew or amend.
Price waterfall
How pricing layers combine on a deal
Illustrative stack · each page highlights its own contribution
Agreement scope
Not a blanket discount
Contract pricing has scope and validity — product, region, and entity matter.
Agreement FA-2026-14
Included
- · X-Series Pumps
- · EU region
- · Plant A / Plant B
Not included
- · Y-Series
- · Spare motors
- · US subsidiary
What's included
What contract pricing covers
Match
- Active contract schedule applied on quotes for covered accounts
- Same contract logic for inside sales, dealers, and portals
Scope
- Product scope and SKU eligibility tied to the agreement
Time
- Framework agreements with validity dates and renewal tracking
- Amendment history visible when pricing ops updates terms
Apply
- Contract rates on the quote before approval and PDF generation
- Traceability of which agreement version drove the quote total
- Works with customer-specific lists, volume, dynamic pricing, and discounts
The difference
Contract compliance before and after CPQ
PDF agreement plus manual lookup
- 01 Reps quote from last year's schedule saved on desktop
- 02 Renewals and amendments in shared drives or legal inboxes
- 03 SKUs outside current contract scope reach the quote
- 04 Dealers and inside sales use different contract assumptions
- 05 Finance reconciles contract compliance after the PDF is sent
With Mercura
- 01 Quotes pull the active framework agreement for the account
- 02 Validity and renewal dates visible before approval
- 03 Product scope enforced against the published contract
- 04 Dealers and reps share the same agreement version
- 05 Margin review sees the schedule legal expects on the quote
Real-world example
Example workflow: lubricants framework agreements
A supplier of industrial lubricants and maintenance fluids holds annual framework agreements with plant maintenance teams. Reps used to attach the wrong schedule when contracts renewed mid-year. After publishing agreements in Mercura with validity windows and SKU scope, quotes for covered plants apply the active schedule, out-of-scope products flag before approval, and reorder quotes in Q3 use the amended rates without a second legal review cycle.
Business impact
Why contract pricing is agreement compliance, not a bigger discount
Contract pricing is how CPQ honours framework agreements at quote time. It complements customer-specific account lists, volume tiers, dynamic roll-up, rule-based surcharges, and discount approval. Mercura does not replace your CLM or ERP as system of record for signed contracts. Someone must publish renewals and amendments when legal closes them. If disputes start with "that rate expired with the old agreement", tying active contracts to quotes in CPQ aligns inquiry, configuration, price, approval, and order with what legal signed.
Business impact
Agreement compliance
Active contract schedule applied on quotes for covered accounts.
Fewer pricing disputes
Validity dates and renewal tracking visible on the quote.
Lower admin overhead
Contract rates on the quote before approval and PDF generation.
Compare
Contract pricing vs customer-specific pricing
Customer-specific
What price list belongs to this account?
Primary object: account / segment / distributor tier
Price list attaches at quote time when the customer is selected
Contract pricing
Which formal agreement applies right now and to what scope?
Primary object: agreement with products, dates, commitments and conditions
Mercura checks agreement validity and scope
Pricing map
How starting price, adjustments, live calculation, discount control, and margin fit together
Starting price
Adjustment logic
Live calculation
Commercial control
Profitability check
Active agreement · rate applied
See the active contract schedule apply on the quote
Book a demo and open a quote for a framework account until current agreement rates appear before approval.
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