Help CenterPurpose
The Price Leverages configuration allows Sales administrators to define the classifications used to represent the organization’s ability to negotiate, maintain, or increase pricing conditions with an Account.
These values become available in the Price Leverage field of the Account’s Segmentation tab, helping Sales teams assess their pricing power within the commercial relationship.
Consistent Price Leverages support Account segmentation, pricing strategy, negotiation preparation, reporting, and commercial decision-making.
Access Path
Control Center → Sales Management → Account → Price Leverages
Overview
Price Leverage answers the following question:
💡How much influence does the organization have when defining or negotiating prices with this Account?
Depending on the organization’s segmentation model, examples may include:
- High
- Medium
- Low
- None
A high Price Leverage may indicate that the organization has a strong position when maintaining or increasing prices. A low Price Leverage may indicate limited negotiation power or greater pressure to offer discounts.
Price Leverage should be distinguished from Price Sensitivity:
| Configuration | Measures |
|---|---|
| Price Leverage | The organization’s ability to influence or maintain pricing conditions |
| Price Sensitivity | How strongly the Account’s purchasing decisions are affected by price |
| Account Tier | The Account’s strategic importance or commercial value |
| Relationship Health Type | The quality and stability of the commercial relationship |
| Upsell Potential | The possibility of increasing the value or scope of services sold |
An Account can have both high Price Leverage and high Price Sensitivity. These values assess different aspects of the commercial relationship.
Price Leverages Landing Page
The landing page displays the Price Leverages already configured in UNEEVO.
From this page, Sales administrators can create new classifications, review existing records, and maintain the values available in the operational Account feature.
Displayed Information
| Column | Description |
|---|---|
| Name | Name used to identify the Price Leverage classification. |
| Company | Company or organizational scope to which the Price Leverage applies. |
The displayed columns may vary according to the list configuration and the user’s permissions.
Available Actions
| Action | Description |
|---|---|
| Add Price Leverage | Creates a new Price Leverage classification. |
| Refresh | Reloads the list with the latest information. |
| Include Deleted | Includes previously deleted values in the list, subject to permissions. |
| Export | Exports the Price Leverage information displayed in the list. |
| Columns | Allows users to select which columns are displayed. |
| View | Opens the selected Price Leverage for review or update. |
| More options (…) | Displays additional actions available for the selected record. |
The list also supports sorting, filtering, pagination, and configuration of the number of records displayed per page.
Creating a Price Leverage
Select Add Price Leverage to create a new classification.
Complete the required information and save the record. Once created, the value becomes available in the Price Leverage field for the applicable company scope.
Field Descriptions
| Field | Description |
|---|---|
| Name | Name used to identify the level of pricing influence the organization has within the commercial relationship. It should be clear and consistently understood by Sales users. |
| Company | Defines the company or organizational scope in which the Price Leverage is available. |
Fields marked with an asterisk are mandatory.
Available Actions
- Save – Creates the Price Leverage and closes the form.
- Save and New – Creates the value and opens a new form to create another.
- Cancel – Closes the form without saving.
Updating a Price Leverage
To update an existing value:
- Open the Price Leverages landing page.
- Locate the required record.
- Select View.
- Update the applicable information.
- Select Save.
Before changing an existing value, administrators should verify whether it is already assigned to Account Records. Renaming it may change how the pricing position of existing Accounts is displayed and interpreted.
Where the Configuration Is Used
Price Leverages are used in:
Sales Management → Accounts → Open an Account → Segmentation → Price Leverage
When segmenting an Account, users can select one of the values configured for the applicable company scope.
| Control Center | Operational Feature |
|---|---|
| Price Leverage – Name | Segmentation – Price Leverage |
| Price Leverage – Company | Determines the organizational scope in which the value is available |
The selected value can be assessed alongside Price Sensitivity, Relationship Health Type, Market Position, Account Tier, and Upsell Potential to provide a broader view of the Account’s commercial profile.
Business Examples
| Price Leverage | Possible Use |
|---|---|
| High | The organization has a strong position and may be able to maintain or increase prices without significantly affecting the relationship. |
| Medium | Pricing conditions can be negotiated, but concessions may be required depending on the circumstances. |
| Low | The organization has limited pricing power and may face significant pressure to reduce prices or provide discounts. |
| None | The organization has little or no ability to influence the applicable pricing conditions. |
These examples are illustrative. The final classifications should reflect the organization’s pricing and Account-management model.
Configuration Recommendations
-
Define a clear and limited Price Leverage scale.
-
Use values that Sales users can apply consistently.
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Ensure that each level has a distinct business meaning.
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Consider documenting the criteria for assigning each level, such as differentiation, competition, dependency, switching costs, or negotiating position.
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Do not use Price Leverage to represent how strongly the Account reacts to price; use Price Sensitivity for that purpose.
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Do not assume that a strategically important Account automatically provides high Price Leverage.
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Avoid creating overlapping or excessively detailed classifications.
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Use a scale consistent with related segmentation parameters where practical.
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Confirm the correct company scope before saving.
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Validate the scale with Sales, Account-management, and pricing stakeholders before operational use.
Important Notes
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Price Leverages should be configured before users begin segmenting Accounts.
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The selected value represents a commercial assessment and may change as the relationship, competitive environment, or services provided evolve.
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UNEEVO provides the selectable classifications, but the organization should define the criteria for applying them consistently.
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Price Leverage and Price Sensitivity are complementary but independent assessments.
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The classification should be reviewed periodically to ensure that it remains accurate.
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If no values are configured for the applicable scope, users may have no options available in the corresponding Account field.
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Changes to existing values may affect Account Records where they are already assigned.
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Before deleting a Price Leverage, verify whether it is currently in use.
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Deleting a configuration value may not remove it from historical records.
-
Access depends on the user’s Control Center permissions and company scope.
Related Articles
Control Center – Sales Management – Account Overview
Control Center – Sales Management – Market Positions
Control Center – Sales Management – Price Sensitivities
Control Center – Sales Management – Upsell Potentials
Control Center – Sales Management – Account Tiers
Sales Management – Accounts