Glossary

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A

adjustment

Specific type of element that alters pricing values, such as applying a discount or markup. Each adjustment element may comprise one or more scopes.


adjustment type

Predetermined set of mathematical operators used to adjust prices in a specific way. Examples: % (percentage) up, % (percentage) down, flat value up, flat value down.



B

break-even price

Price at which revenue equals total costs.


build step

Specific position of an element in the price build configuration. For example, the starting value element of a price build is build step 1.



C

calculated attribute

Any computed value (based on other static values or other calculated attributes) that provides useful business information. Gross margin, GM change, and GM trend are calculated attributes.


calculated table

Specific element in a framework. A calculated table contains values based on previously used elements and related calculations in the price build. Multiple calculated tables cannot be in sequential order in the framework.


COGS

See cost of goods sold.


commission

Fee or percentage paid to a sales representative.


configuration

Process of modifying, adding, or removing elements in a pricing framework.


contract price

Agreed-upon price for goods or services in contracts.


contribution margin

Measures the profitability of a particular product determined after subtracting all on-invoice and off-invoice items, cost to serve elements, and cost of goods sold (COGS).


core data

Also master records. Foundational data from Zilliant’s standard data model, including products, accounts, or transactions.


cost of goods sold

Total cost of obtaining raw materials and producing finished products that are sold to consumers during a specific accounting period.


customer segment

Attribute used to group similar customers. For example, various analytics documents might group customer into segments by region, type of business, or function they perform in a supply chain such as distributor, direct sales, or value-added reseller. Customer segments are not the same thing as price segments.



D

DAL

See data access layer.


data access layer

Software design pattern that separates the data access logic of an application from its business logic. It acts as an intermediary between the application's business logic and the underlying data storage.


direct costs

Expenses directly attributable to the production of goods or services. Examples include materials, labor, and specific equipment used in the production process.


discount

Amount discounted from a list price.


discount price

Reduced price during promotions or sales.


discount percentage

Discount percentage of a list price.



E

EBITDA

Earnings before interest, taxes, depreciation, and amortization. Financial performance measure, excluding financing and accounting effects.


effective date

Date range assigned to a price record. Specifies the dates the price record will be used by the price calculation service.


element

Component of a waterfall framework that performs a specific function or step in the pricing sequence. Examples include cost, discount, adjustment, and calculation.



F

FOB price

Price including transportation to a specific point.


freight in

Transportation charge that a company pays when receiving products from a product supplier.


freight out

Cost of transporting products to a customer.



G

GM

See gross margin.


gross margin

Result of deducting variable and fixed cost of goods sold from total revenue, expressed as an absolute value.


gross margin percentage

Result of deducting variable and fixed cost of goods sold from total revenue, expressed as a percentage.



I

indirect costs

Costs not directly associated with the production or sale of products. Examples include rent, utilities, and marketing expenses.


invoice price

Price before adding shipping or taxes.



K

KPI

See key performance indicator.


key performance indicator

Specific type of calculated attribute whose purpose is to provide at-a-glance summary information to facilitate rapid decisions.



L

landed cost

Total cost of a product, including production, shipping, and other fees, such as a customs duties.


list price

Manufacturer's suggested retail price (MSRP) for a product.



M

margin

Percentage of selling price that represents profit.


markup

Amount added to the cost price of goods to cover overhead and determine selling price.



N

net price

Actual price paid after deducting discounts or rebates.



O

overhead

Also indirect costs. Costs not directly associated with the production or sale of products.


override

Also price exception. Manual adjustment of input or output (computed) values in a given scope or element.



P

payment terms

Cost related to the terms of payment.


PGA scope

Combination of action type scope, customer ID, product group ID, and record ID.

In Campaign Manager, PGA scope defines unique actions. It specifies how Campaign Manager handles potential duplicate actions in a single publish, as well as how new actions are published against active, published actions.


price build

Logic and parameters that describe the pricing sequence used to incorporate elements, scopes, and adjustments. See also pricing waterfall, pricing framework.


price build version

Specific iteration of a price build that tracks changes made to a framework, underlying price records, or both. Supports the ability to revert to previous versions.


price execution

Process of using active price records for quotes, orders, agreements, or similar objects in ERP, CPQ, or eCommerce systems. Focus is on speed and accuracy.


price management

Process of reviewing and updating data inputs and outputs based on a pricing strategy to derive prices for use in execution. Primary focus is on structure and governance.


price records

General term that describes starting values, adjustments, and calculated prices.


pricing framework

Structured approach for defining the pricing waterfall, enabling users to configure element sequencing and granularity. The pricing framework governs data structure and computation logic. See also pricing waterfall, price build.


pricing sequence

Defined relationship between pricing elements that enables appropriate calculations.


pricing waterfall

Step-by-step pricing model that calculates prices by applying sequential elements.


publish

Process that enables users to analyze pending changes and then make them active in the Zilliant ecosystem.



R

rebates in

Rebates received from a product supplier.


rebates out

Rebates given to a customer.


retail price

Final price for consumers.



S

scope

Set of attributes that defines the rules or subsets of prices. Attributes can be from standard data fields or extensions (such as product category). Scopes help apply adjustments to specific data sets.


selling price

Price at which a product is sold to a customer.


starting value

Also price, cost, reference value, base value. Data in the first element of the waterfall framework. Starting values typically are price (value based) or cost (standard) and serve as the foundation for subsequent calculations.



T

target price

Price at which a seller expects to sell a product, considering both market prices and desired profit margins.


template

Predefined framework with standard elements for common pricing waterfalls. Provides an efficient starting point for pricing waterfall setup.


total price

Cumulative cost of all purchased units, including discounts or fees.


transfer price

Internal price for goods or services between company divisions.



U

unit price

Price of a single unit of a product or service.


usage rule

If multiple scopes exist for an element, determines which values (reference value or adjustments) are used first when calculating prices.



W

waterfall

See pricing waterfall.


waterfall framework

Predefined, configurable framework used to define and adjust pricing rules, adjustments, and calculations.


wholesale price

Price for bulk buyers or retailers.



Z

ZOrg

Also Zilliant org. A ZOrg is a virtual space provided to a Zilliant customer. It includes all customer data, applications, and customizations. A ZOrg can include a Salesforce org and ZCloud configurations.