Advanced Pricing in B2B stores: when Revenue Cloud?

A B2B store needs Advanced Pricing powered by Revenue Cloud when its prices follow rules that price books cannot express, and when those rules already live, or should live, in Salesforce. Salesforce sells it as Agentforce Revenue Management for B2B Commerce: a Commerce Growth or Advanced licence plus Revenue Cloud Advanced. It adds pricing procedures, decision tables, contract prices, volume tiers, configurable bundles and qualification rules, and Salesforce lists it as a requirement for Request for Quote. My rule: worth it when sales already prices in Revenue Cloud. If SAP is the price master, it mostly gives you a second pricing engine.

What does Advanced Pricing add to a B2B store?

Standard pricing in Salesforce B2B Commerce, which Salesforce now also markets as Agentforce Commerce for B2B, works with price books and a pricing strategy. That covers list prices and dealer tiers, as I describe in customer prices in B2B Commerce. Everything that is a calculation rather than a stored price needs either custom code or a pricing engine.

Salesforce Help on Agentforce Revenue Management for B2B Commerce1 lists what the Revenue Cloud side brings into the store:

• Complex pricing with pricing recipes, decision tables, context definitions and pricing procedures, applied across quotes, orders and subscriptions without custom code.
• Tiered pricing, where volume discounts adjust at quantity thresholds and the tiers are shown to buyers.
• Configurable bundles with a constraint-based configuration engine for made-to-order products.
• Request for Quote, so buyers can start a price negotiation from the cart.
• Qualification rules, which decide product and category visibility for buyer groups from account data and replace manual upkeep of entitlement policies.
• Subscriptions for digital products, one-time, evergreen or term-based.

Two terms explained, because the rest of the article uses them. A pricing procedure is the ordered sequence of steps that turns a list price into a net price. A decision table is a lookup table the procedure reads, for example the discount per customer group and material group. The pricing section of Salesforce Help for B2B stores2 has its own articles for Advanced Pricing, among them pricing procedure plans, refreshing the store’s pricing decision tables, custom fields in the pricing procedure and contract-based pricing for B2B stores.

Commerce Growth or Advanced plus Revenue Cloud Advanced

According to Salesforce Help, the Revenue Management features for B2B Commerce are available in orgs with a Commerce Growth or Commerce Advanced licence together with a Revenue Cloud Advanced licence. Revenue Settings must be enabled, and you buy the licences through your account executive.

Two facts from the official pricing pages for budgeting. The B2B Commerce editions3 show “Contact for Pricing” and are charged as a share of gross merchandise value through the storefront; Salesforce publishes no percentage. The Revenue Cloud pricing page4 lists Revenue Cloud Advanced at $200 per user and month, billed annually, and describes it as a separate product bought in addition to a Sales Cloud subscription.

How do contract prices reach the buyer?

Contract prices are the most common reason manufacturers look at Advanced Pricing. A large dealer negotiates a price for a set of spare parts for two years, and the store should show exactly that price.

The Trailhead unit on contract-based pricing5 shows how Revenue Cloud does it. The negotiated price sits on a Contract Item Price record linked to a contract. Volume discounts on top come from Contract Item Price Adjustment Tiers. The pricing procedure has a list price step with “Use contract-based pricing” selected, which looks for a contract price on the active contract and replaces the list price with it. Two operational details matter: the contract must be activated, and the decision tables for contract pricing entries and volume tiers must be refreshed before pricing sees the data. The unit shows this on a quote; for the store, Salesforce Help has its own article on contract-based pricing for B2B stores.

The refresh is where I would look first in a design. If contract prices are created in Salesforce, the refresh is part of the process. If they come from SAP, every SAP change needs an import plus a refresh before the store is right.

When is Advanced Pricing worth it?

The strongest argument is consistency. Salesforce wrote in its Spring ’26 B2B innovations post6 that buyers should see “one price, one catalog, and one history” across site, agent and sales rep. With Advanced Pricing, the procedure that prices a quote for the sales desk also prices the dealer’s cart.

Where your pricing engine should live in general is covered in the chapter catalog, configurator and pricing of the Revenue Cloud masterclass. For the store, the decision follows the price master: the system that sales trusts for a quote should also price the cart.

Worked example: spare parts store with 30 contract customers

Assume a manufacturer of packaging machines introduced Revenue Cloud for machine quotes a year ago, with pricing procedures for country surcharges and contract prices for 30 key accounts. Now it wants a store for spare parts and service kits for its 300 customers. SAP still holds list prices.

Here Advanced Pricing fits. List prices come from SAP into price books as today, the existing procedure adds the country surcharge and applies the contract prices, and key accounts see in the store what their sales rep would quote. Large or unusual orders go through Request for Quote to the same sales desk.

Change one assumption: the manufacturer quotes machines in SAP and has no Revenue Cloud. Then I would price spare parts with price books for tiers and a live SAP call for the 30 key accounts, and not buy a pricing engine only for the store.

Write down your pricing logic and contract prices

Write down three things before you talk to Salesforce about licences: where your pricing logic lives today, who maintains contract prices, and whether you need Request for Quote or configured bundles in the store. If two of the three point to Salesforce, Advanced Pricing is worth a proof of concept with your real procedures. The licence question belongs in the same make-or-buy review I describe under make-or-buy and licence forecasts.

The wider picture of prices, quotes and checkout is in the chapter prices, cart and checkout of the B2B Commerce masterclass. How buyers turn a cart into a quote is covered in Request for Quote in B2B Commerce, and the dealer side of AI-built quotes in AI Partner Sales Assistant.

Sources6

1. 1Salesforce Help on Agentforce Revenue Management for B2B Commerce (opens in a new tab)help.salesforce.com
2. 2pricing section of Salesforce Help for B2B stores (opens in a new tab)help.salesforce.com
3. 3B2B Commerce editions (opens in a new tab)salesforce.com
4. 4Revenue Cloud pricing page (opens in a new tab)salesforce.com
5. 5Trailhead unit on contract-based pricing (opens in a new tab)trailhead.salesforce.com
6. 6Spring ’26 B2B innovations post (opens in a new tab)salesforce.com