Price Calculation in Zuora Connector for Salesforce CPQ
This article presents how each Salesforce CPQ price setting is mapped to a Zuora charge model and provides sample calculation for the mappings.
Salesforce CPQ prices are translated to Zuora charges as below.
Salesforce CPQ Price Setting 
Zuora Charge Model 
Price Format 

Price Book Entry 
Flat Fee 
n/a 
Price Book Entry 
Per Unit 
n/a 
Discount Schedule  Slab 
Tiered Pricing 
Per Unit 
Discount Schedule  Range 
Volume Pricing 
Per Unit 
Block Price 
Volume Pricing 
Flat Fee 
Price calculation in Zuora Connector for Salesforce CPQ can be summarized as below:
 Per unit, flat rate, and tier charges without an additional discount: The price is copied from the product catalog.
 Tier charges with an additional discount percentage: The price is copied from the product catalog, and each tier is multiplied by the discount percentage.
 Tier charges with an additional discount amount: Using the net total as total price over the term, a flat rate of price per billing period is calculated. In Salesforce CPQ, the net price calculations differ among Discount Schedule Range, Discount Schedule Slab, and Block Price. See the below sections for how the net prices are calculated for each type of pricing.
Sample Price Calculations for Price Book Entry
Salesforce CPQ price book entries are translated to the flat fee or per unit charges in Zuora in the following steps:
 Salesforce CPQ calculates the Net Price, a unit price over the full term:
 Net Price for newly added products = Salesforce CPQ Customer Price * Prorate Multiplier
 Net Price for updates and renewals = Salesforce CPQ Renewal Price * Prorate Multiplier
 Zuora Connector for Salesforce CPQ calculates the Zuora Price and sends it to Zuora:
 Final Net Price = Net Price with any additional discount is applied against
 Zuora requires a unit price for a single billing period:
Zuora Price = Final Net Price / Prorate Multiplier
The following table shows sample price calculations for Price Book Entry prices.
The Contract Terms for all the examples are assumed to be 12 months.
Billing Period  Prorate Multiplier  Customer Price  Quantity  Net Price  Additional Discount Amt 
Additional Discount % 
Zuora Price 

Month  12  1200  1  1200  100  
Month  12  1180  1  1200  20  98.33333  
Month  12  840  1  1200  30  70  
Annual  1  100  1  100  100  
Month  12  3600  3  1200  100  
Month  12  3480  3  1200  40  96.66666667  
Month  12  1800  3  1200  50  50  
Annual  1  300  3  100  100 
Sample Price Calculations for Discount Schedule  Range
Salesforce CPQ Discount Schedule  Range prices are translated to Per Unit Volume Charges in Zuora.
Overriding any tiers outside the range is not supported.
 For no additional discount
Zuora Connector for Salesforce CPQ copies the Salesforce CPQ List Price to Zuora Price.  To apply an Additional Discount Percentage
Zuora Connector for Salesforce CPQ multiplies each tier price by the Additional Discount %.  To apply an Additional Discount Amount
Any additional discount is applied against the Net Unit Price, then divided by the Prorate Multiplier:
 Salesforce CPQ calculates the Net Price. For Discount Schedule  Range, the Net Price is a unit price over the full term:
 Net Price = Unit Price * Prorate Multiplier
 Zuora Connector for Salesforce CPQ calculates the Zuora Price and sends it to Zuora:
 Final Net Price = Net Price  Additional Discount Amount
 A single flat fee is sent to Zuora.
Zuora Price = (Final Net Price / Prorate Multiplier) * Quantity
The following table shows sample price calculations for Discount Schedule Range. The Contract Terms for all the examples are assumed to be 12 months.
Billing Period  Prorate Multiplier  List Price  Quantity  Net Unit Price  Additional Discount Amt 
Additional Discount % 
Zuora Price 

Month  12 
110: $100 10100: $50 
11 
600 = 50 * 12 
110: $100 10100: $50 

Month  12 
110: $100 10100: $50 
11 
600 
30 
110: $70 10100: $35 

Month  12 
110: $100 10100: $50 
11  600  20 
$531 Flat Fee


Annual  1 
110: $100 10100: $50 
11  50 
110: $100 10100: $50 
Sample Price Calculations for Discount Schedule Slab
Salesforce CPQ Discount Schedule  Slab prices are translated to Per Unit Tier charges in Zuora as below.
 For no additional discount
Zuora Connector for Salesforce CPQ copies the Salesforce CPQ List Price to Zuora Price.  To apply an additional discount percentage
Zuora Connector for Salesforce CPQ multiplies each tier price by the Additional Discount %.  To apply an additional discount amount
Any additional discount is applied against the Net Unit Price, then divided by the Prorate Multiplier:
 Salesforce CPQ calculates the Net Price. For Discount Schedule  Slab, the Net Price is calculated:
 Net Price = (Unit Price * Quantity) for all applicable tiers * Prorate Multiplier
Note that in Salesforce CPQ, the end of a tier range is exclusive.
 Net Price = (Unit Price * Quantity) for all applicable tiers * Prorate Multiplier
 Zuora Connector for Salesforce CPQ calculates the Zuora Price and sends it to Zuora:
 Final Net Price = Net Price  Additional Discount Amount
 A single flat fee is sent to Zuora.
Zuora Price = Final Net Price / Prorate Multiplier
The following table shows sample price calculations for Discount Schedule Slab. The Contract Terms for all the examples are assumed to be 12 months.
Billing Period  Prorate Multiplier 
List Price  Quantity  Net Price  Additional Discount Amt 
Additional Discount % 
Zuora Price 

Month  12  110: $100 10100: $50 
11 
12000 = (9 * 100 
110: $100 10100: $50 

Month  12  110: $100 10100: $50 
11  12000  40 
$996.666 

Month  12  110: $100 10100: $50 
11  12000  50  110: $50 10100: $25 

Annual  1  110: $100 10100: $50 
11  1000  110: $100 10100: $50 
Sample Price Calculations for Block Price
Salesforce CPQ Block Prices are translated to Flat Fee Volume charges in Zuora as below.
 For no additional discount
Zuora Connector for Salesforce CPQ copies the Salesforce CPQ List Price to Zuora Price.  To apply an additional discount percentage
Zuora Connector for Salesforce CPQ multiplies each tier price by the Additional Discount %.  To apply an additional discount amount
Any additional discount is applied against the Net Unit Price, then divided by the Prorate Multiplier:
 Salesforce CPQ calculates the Net Price. For Block Price, the Net Price is a unit price over the full term:
 Net Price = Unit Price * Prorate Multiplier
 Zuora Connector for Salesforce CPQ calculates the Zuora Price and sends it to Zuora.
 Final Net Price = Net Price  Additional Discount Amount
 A single flat fee is sent to Zuora.
Zuora Price = Final Net Price / Prorate Multiplier
The following table shows sample price calculations for Block Price. The Contract Terms for all the examples are assumed to be 12 months.
Billing Period 
Prorate Multiplier  List Price  Quantity  Net Price  Additional Discount Amt 
Additional Discount % 
Zuora Price 

Month  12  110: $100 flat 10100: $50 flat 
11 
600 = 50 * 12 
110: $100 flat 10100: $50 flat 

Month  12  110: $100 flat 10100: $50 flat 
11  600  20  $48.333 flat  
Month  12  110: $100 flat 10100: $50 flat 
11  600  30 
110: $70 flat 

Annual  1  110: $100 flat 10100: $50 flat 
11  50  110: $100 flat 10100: $50 flat 