Base Price — List, Block & Contracted

The first thing the waterfall does is establish a starting unit price. Three methods can set it, in order.

List price

The default. The unit price is seeded from the product’s pricebook entry (the List price on the active pricebook). Every line starts here unless a later step replaces it.

Block pricing

If the product is switched to Block pricing, its quantity band supplies the unit price instead of the list price — 1–10 seats at one rate, 11–50 at another. The band matching the line’s quantity (and any tier conditions and effective dates) wins; a product on Block pricing with no matching tier falls back to the List price.

Block pricing is per-product and authored in Catalog & Pricing Setup → Block Pricing.

Contracted pricing

A Contracted price is a negotiated rate for a specific Account and Product — the price that customer gets regardless of the list or block price. When one applies, it replaces the running unit price.

  • Where it sits: after List/Block, before discounts. Contracted price is the new starting point — volume, term, and manual discounts still apply on top of it.
  • Resolution (most specific first): a row scoped to the deal’s pricebook wins over a pricebook-agnostic row; if neither exists, the line keeps its list/block price. When two rows match at the same specificity, the most recently created one wins. Only active rows are considered.