Price a scenario
Set the customer's segment and purchase source, choose markup or margin, read the totals, and edit quantities, sell prices, terms and billing on each line.
Everything above a scenario's lines sets how it's priced. The lines below show what each product costs you, what the customer pays, and your profit.
Segment
Microsoft prices differ by customer type. Choose the segment: Segment: Corporate, Segment: Government, Segment: Charity or Segment: Education. Your pick saves at once and is kept; without one, Deal Hub uses the customer record's segment, then the one the tenant's licenses settle (for example Nonprofit Portal found for Charity), then Corporate. Nothing is blocked while you decide.
When nobody has confirmed the segment, a note beside the picker says so, with Keep ... to confirm the one shown. If the tenant's licenses point elsewhere, the note says which segment they are sold as.
If a product has no offer in the customer's segment, its line is priced at another segment's offer and says why beside its price, for example Commercial price: no Charity offer for this product.
Purchase source
The price list this deal is priced from, named by its source, market and currency (for example Microsoft · UK · GBP). Each choice in the list shows its month under it (for example October 2026 list). The lists come from your procurement sources with an active price list. The star marks your organization's default list; Reset to default goes back to it.
Changing it saves at once and reprices every scenario in the background, with a small indicator beside the scenario's name. It never asks you to save As Is first. If a list sells more than one currency, a currency choice shows beside the picker; switching list keeps your currency when the new list sells it, and the note says which currency is now in use (for example Prices are now in GBP: ... has no BRL prices.).
The same setting is on the customer's M365 data tab; changing it in one place changes it in both.
The channel of the source (Direct or Indirect) also decides the incentive rate on each line.
Markup or margin, profit or prices
| Control | Choices |
|---|---|
| Pricing measure | Markup or Margin: how you enter and read the uplift on each line |
| Table columns | Profit breakdown or Price details |
The tiles above the lines follow the columns you chose:
| Table columns | Tiles |
|---|---|
| Profit breakdown | Total upfront GP, Total incentives, Total profit |
| Price details | Total billed revenue, Total customer cost, Total profit |
Right Sized and Optimized also show Annual savings.
The lines
| Column | |
|---|---|
| Product | The product, with its term and billing. A Promo badge, and a warning icon when something about it needs a look (below) |
| Agent decision | Optimized only: what the agent decided. See The agents |
| Partner cost | What you pay your supplier. You can type a negotiated cost |
| ERP price | Microsoft's list price |
| Markup % / Margin % | Your uplift. Edit it to change the customer price |
| Customer price | What the customer pays |
| Incentive | Microsoft incentives you earn. Click for the breakdown |
Search the lines with Search products by name or category....
Warning icons and $0 lines
A problem with one product shows only as a small warning icon on its row: no banners, badges or Pending labels. Open the icon to read why, with the one action that fixes it:
| The popover says | Its action |
|---|---|
| The product needs identifying | Pick the product this licence is |
| The term or billing isn't confirmed | Confirm its term and billing |
| No price in the selected price list | Enter its price by hand |
| Retired by Microsoft | Switch it to the product it renews as, in one click |
| The seat count needs a look | Confirm the seat count |
| It's waiting on something else, for example Waiting for As Is to price it | None: it settles on its own |
Such a line reads as a plain $0 line, and the totals carry one quiet line, for example 2 products have no price yet. Free products a saved scenario keeps (for example Teams Rooms Basic) are listed after the priced lines at $0, marked Included at no charge, and counted in nothing.
Matched by shows under a product only when its price came from a looser match than its exact product and SKU.
Edit a line
- Quantity: type a whole number.
- Partner cost: type a negotiated cost to override the price list (see below).
- Markup or Margin: type a new percentage to change the customer price.
- Term and billing: choose them on the line. On As Is, Apply default term and billing fills every line still waiting for one.
- Pick the product this licence is: when Deal Hub isn't sure which product a license is (Which product is this?), choose the right one from the row's warning icon and Use this product, or confirm all suggested matches at once.
- Remove a line with its remove action, and confirm Remove product.
Changes save as you make them. A retired product's price is locked: Retired by Microsoft. Switch it to price it.
Override the partner cost
If you've negotiated a better cost than the price list, type it in the line's Partner cost. The line keeps your figure, and the scenario shows a Manual price override warning: These values were entered by a person and are quoteable only while server validation remains current, with who changed it and when. Restore approved price under the figure puts the price-list cost back.
A typed partner cost and a promotion can't both apply: Remove the typed partner cost to switch a promotion on.
SKU details
Click a line to open its SKU details: Term and billing, Quantity, Price, SKU, Incentive (with its breakdown) and Promotion.
Promotions
Microsoft promotions lower your partner cost on some products. A line with a promotion has a promotion button beside the product name: Promotion available, or Promotion applied with a Promo badge once it's on.
Click the promotion button (or open the line's SKU details).
Read the offer: its terms, dates, the partner cost with the promotion and what it saves. If several promotions cover the line, choose one under Promotion (Several promotions cover this line. Pick one.). Show conditions prints Microsoft's eligibility text, and the Promo ID can be copied.
Turn on Apply promo pricing. It saves at once. Turn it off to go back to the price-list cost.
Confirm the customer's eligibility in Partner Center. Deal Hub doesn't check it for you.
When Microsoft changes or ends a promotion, the scenario shows Promotions changed on this opportunity: These lines went back to their price-list cost. Nothing needs to be done unless you want another promotion. On the Customers list the customer is marked Promotion changed.
A promotion that ended stays visible: the promotion button shows muted (Promotion ended on ...), and the line's details list each ended offer with the date it ended, its Promo ID and source, with no switch.
Pricing detail
Pricing detail (above the lines) shows where the scenario's prices came from (Partner Center, an uploaded price list, the GetOnyx default or Microsoft retail). When every price comes from one file, the line All prices from one source names it; click it for the detail.
Incentives
Click a line's Incentive to see each lever: whether it's eligible, its rate (or Not paid for your channel), the cap and the amount, with Total incentives.
Model growth
Some levers pay only on growth: billed revenue above what the customer already had. Turn on Model growth in the breakdown and enter the Baseline for ... (revenue the customer already had) to see what growth would earn. Off by default. Pays only on revenue above the baseline. Not saved. It's a what-if for you, not part of the scenario.
When incentives are pending or off
A line that has no price yet earns no incentive until it's priced, and its warning icon says so. If a line's incentive is waiting on something, its icon says what; the scenario can still be quoted.
If Microsoft incentive data is switched off, Scenario planning says No active Microsoft incentive data. Scenarios are priced without incentives and funding.
Export
Export opens the scenario export in the Document Studio for As Is, Right Sized or Optimized. Deal Hub saves the scenario first if it has changes, and lists any products the export will show at $0, with Edit and Continue. Your own scenarios export as a workbook straight away; a note beside Export says the file downloaded.
Choose, star, copy and manage scenarios
Switch between scenarios, star the customer's favorite, copy or create your own scenario, rename or delete it, follow price updates, and save snapshots.
Add products
Add a product the customer doesn't have yet to a scenario, priced from your active price list, with its incentives.