TABLE OF CONTENTS
- Initial Opportunity and selection of price book and product
- How we create a Renewal Opportunity
The purpose of this document is to help global partners understand how certification pricing for initial and renewal certifications are set. We will be using this document as the source of truth for the current rules that have been communicated to us. The active pricebooks are on this Salesforce report.
Here is how to request changes for your pricebook or for a new pricebook. Price book changes/updates
How B Lab logic creates an Initial Opportunity and selects the price book and product:
A Review is created in the Impact App and then set to one of 4 mapped stages which triggers the Opportunity creation - typically the initial review stage is “evaluation-queue” which is mapped to the “Submitted” opportunity stage.
The Opportunity is created with currency same as Account’s currency
(Example: if Account Currency is EUR - Euro then the opportunity currency will also be in Euros)
The price book is selected by finding price books with the “Partners” field and the creation-date of the Opportunity in the date-range (start-date to end-date) of the price book.
If more than one price book matches both of those criteria, then the most recent pricebook is chosen (the one with the most recent “Start Date”).
Now that the price book is determined, we find the product where the currency matches the product’s max_revenue value is the lowest value where the account’s AnnualRevenue is less than the max_revenue.
How we create a Renewal Opportunity:
A renewal opportunity is created for the following year immediately when an existing Initial or Renewal opportunity is closed with a stage = “Closed/Won”
The price book and currency are copied from the opportunity that’s being closed - that means a company stays on the same price book indefinitely until their next open opportunity is manually updated to a new price book.
The Close Date of the opportunity is the end of the month, in the month the company certified, one year in the future. The Invoice Date is the first day of that same month.
The product is selected based on the new Account Annual Revenue so if the company’s revenue has changed enough to put it in a new price tier, they’ll get a new certification fee.
If the Account Annual Revenue changes while the Renewal opportunity is open (in the “Future Renewal” stage), the product will be updated to be consistent with the new Annual Revenue.
The pricing from Salesforce as of Nov 1, 2022 is extracted to this Sheet which can be used to find the price for a given Global Partner and company revenue.
Let’s consider a couple of examples to illustrate:
Company “Alpha” has 22M revenue in USD and the Account’s Global Partner region is “B Lab Taiwan”. Their review process started Oct 1, 2022 (aka - the review “open date”).
We go to the Sheet, look in column A for “B Lab Taiwan” and find rows 122 to 137. We see their date is in the start/end date range (columns B and C) and find the price book is Asia Partners Regional Pricing 1.0. The currency matches so then we find the row where 22,000,000 is less than column F (but greater than the prior value in column F) - we get Row 130 and see the product is called “Asian partners pricing block 9” and is priced at $10,000.
Company “Beta” has 198M in revenue in NZD and the Global Partner Region is “B Lab Australia/NZ”. Their review process started June 30, 2022.
We go to the Sheet, look in column A for B Lab Australia/NZ and find rows 20 to 61. We see their date is in the start/end date range (columns B and C) and find the price book is AU/NZ Pricing Schedule 1.0. We find matching currency which gives us rows 42 to 61. We then find the row where 198,000,000 is less than column F (but greater than the prior value in column F) - we get Row 58 and see the product is called “Certification Fee $175000001 - $250000000” and is priced at NZD 35,000.