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Comprehensive Training Guide
v2.0 · All Modules
Comprehensive Training

Chargeback
Application

Master the end-to-end pharmaceutical chargeback lifecycle — from medication catalog and buyer group setup through quoting, pricing, claims processing, and settlement.

Training Modules

10 modules covering every
capability in the platform

This guide walks through the complete Chargeback Application using live data from the Cascade Vista Health System — 2026 National Specialty Contract ($8.86M, 14 medications). Each module builds on the previous, following the natural workflow from opportunity creation through settlement.

💊

Module 1

Medication Catalog — Master data management

User Admin
👥

Module 2

Buyer Group Builder — Group creation & roster management

User Admin
📋

Module 3

Opportunity Management — End-to-end opportunity lifecycle

Sales
📝

Module 4

Quoting Engine — Quote generation & line management

Sales
📊

Module 5

Quote Forecast — Wholesaler assignment, forecasting & analytics

Sales
📦

Module 6

POS, Claims & Payout — Exception handling & finance processing

Wholesaler Mgmt
🤝

Module 7

Agreements & Partner Portal — LOAs, GPO Fees & portal access

Wholesaler
🔄

Module 8

Shareback, Rebates & EDI — Settlement, 845/849, and rebate programs

Finance
🛡️

Module 9

Prompt Validation — AI-powered business rule authoring

User Admin
⚙️

Module 10

Collaborative Workbench — Cross-functional workflow orchestration

System Admin
User Admin Sales Wholesaler Mgmt Wholesaler Finance System Admin
Live Training Data

Cascade Vista Health System — 2026 National Specialty Contract

All examples in this guide reference a live opportunity with real medication data.

$8.86M
Contract Value
14
Medications
Negotiation
Stage
$91.8M
Quote Grand Total
MedicationQtyUnit PriceTotal
Biktarvy 50/200/25 mg 30-count334$6,949.69$2,321,196
Biktarvy 50/200/25 mg 90-count666$2,635.14$1,755,000
Sunlenca 463.5 mg/1.5 mL 2 vials80$17,453.70$1,396,296
Epclusa 400/100 mg 28-count60$18,690.00$1,121,400
Descovy 200/25 mg 30-count450$2,025.16$911,322
Harvoni 90/400 mg 28-count45$18,900.00$850,500
Trodelvy 180 mg 1 vial320$1,557.50$498,400
AmBisome 50 mg (1 vial + 10 vials)1,000varies$3,279
Cayston 75 mg (1 vial + 14 vials)2varies$2,692
Viread 300 mg (14/30/60-count)1,000varies$3,734
Platform Architecture

End-to-End Chargeback Lifecycle

The application manages the complete pharmaceutical chargeback lifecycle from contract origination through settlement.

Catalog Setup Buyer Groups Opportunity Quote & Price Price Auth (845) POS / Claims Settlement
User Admin Sales Wholesaler Mgmt Finance System Admin
Collaborative Workbench (CWW) — The CWW overlay tracks cross-functional status across all pipeline stages via platform events. Any change in one area can automatically notify dependent areas for review.
09

Prompt Validation

AI-powered business rule authoring, testing, and governance
Overview

What Is Prompt Validation?

The Prompt Validation Workbench enables business users to author validation rules in plain English — no code, no deployments, no IT tickets. Rules take effect immediately and can be tested, versioned, and governed through a unified interface.

Instead of writing Apex validation rules or Flow conditions, a contract analyst types: "Reject any quote line where the unit price is below 85% of WAC for specialty medications" — and the system enforces it in real-time.

Key Benefit: Validation rules can be changed in minutes rather than sprint cycles. Business users maintain full control over pricing guardrails without developer dependency.
Workbench Layout

Three-Pane Interface

The workbench uses a resizable three-pane layout with widths persisted in localStorage:

  • Left Panel — Policy List: All validation policies with search, filter by scope (All, All Accounts, Named, Segment), and status indicators (Active, Draft, Archived)
  • Center Panel — Editor: Natural language compose area with AI-assisted policy generation, readiness checks, and safe activation workflow
  • Right Panel — Test Suite: Create and run test packs against policies, view pass/fail results, and get AI coaching on policy improvements
Prompt Validation Workbench — rule list view with filters and editor panels
Prompt Validation Workbench — rule list view with filters and editor panels
Prompt Validation Workbench — rule detail and editor with selected validation rule
Prompt Validation Workbench — rule detail and editor with selected validation rule
Core Workflow

Composing a Validation Policy

1

Write the Rule in Plain English

Enter a natural language description of the business rule you want to enforce. Example: "Flag any quote where total chargeback exceeds $500K per medication group without VP approval."

2

AI Generates the Policy

The system parses your intent, generates structured validation logic, and displays a preview of what will be enforced. Review the generated policy for accuracy.

3

Run Readiness Check

Before activation, the readiness check validates the policy against existing data to estimate its impact. View the blast radius (how many records would be affected).

4

Create & Run Test Packs

Build test scenarios that exercise the policy against edge cases. Each test pack produces pass/fail results showing how the policy responds to different inputs.

5

Activate the Policy

Once the readiness check passes and test packs confirm expected behavior, activate the policy. It takes effect immediately — no deployment required.

Business Mode vs. Advanced Tools

The workbench offers a Business Mode toggle that simplifies the interface for non-technical users, hiding advanced features like version diffs, export/import, and cross-check panels.

Advanced Features

Versioning & Governance

Version Diffs

Every policy change creates a new version. Side-by-side diffs show exactly what changed between versions — added rules in green, removed in red, modified in amber.

Account Policy Assignment

Policies can be assigned at three scope levels:

  • Named: Apply to specific accounts by name
  • Segment: Apply to all accounts in a segment (e.g., "Specialty", "Acute Care")
  • All: Apply universally to all accounts

Multi-Model Cross-Check (Governance)

The governance dashboard runs policies against a panel of multiple AI models (jurors) to detect hallucination risk. Each juror independently evaluates the policy and reports its decision, confidence, and agreement with the anchor model.

Feedback Loop

Users can submit feedback on policy decisions: Helpful Not Helpful Incorrect Decision False Positive False Negative. Feedback is aggregated in the governance dashboard for policy refinement.

Export / Import

Policies can be exported as JSON for backup, sharing across orgs, or version control. Import allows restoring or migrating policies.

Prompt Validation Governance — policy list with KPI cards
Prompt Validation Governance — policy list with KPI cards
Prompt Validation Governance — policy detail with blast radius and feedback
Prompt Validation Governance — policy detail with blast radius and feedback
01

Medication Catalog Builder

Master data management for medications, brands, and packaging options (SKUs)
Overview

What Is the Medication Catalog?

The Medication Catalog Builder is the master data management workbench for the medication reference data that underpins every contract, quote, and claim. Each medication is a Product2 record linked to one or more packaging options (SKUs) — e.g., Biktarvy is a medication with 30-count and 90-count bottle SKUs.

Data Model: Medications are the parent level; packaging options (SKUs) are child Product2 records linked via the Medication Relationship object. Each SKU has its own NDC (National Drug Code), WAC price, strength, and form.
Search & Browse

Catalog Interface

The catalog presents a server-side paginated table (25 records per page) with 300ms debounced search. Search matches against medication name, brand, and NDC across the full catalog.

Key Columns

  • Medication Name: Product display name (e.g., "Biktarvy 50/200/25 mg")
  • Brand: Pharmaceutical manufacturer brand
  • Therapeutic Area: Clinical category (e.g., HIV/AIDS, Hepatitis C, Oncology)
  • NDC: National Drug Code identifier
  • Packaging Options: Count of linked SKUs with expand action

Detail Modal

Clicking a medication row opens a detail modal showing all attributes: brand, therapeutic area, strength, form, NDC, WAC price, and the full list of packaging options with their individual pricing.

Medication Catalog Builder — main catalog table with search and therapeutic area filter
Medication Catalog Builder — main catalog table with search and therapeutic area filter
Medication Catalog Builder — Biktarvy packaging options modal with NDC codes
Medication Catalog Builder — Biktarvy packaging options modal with NDC codes
Creating Medications

Add New Medication & Packaging

1

Toggle to Create Mode

Switch from "Select" to "Create" mode in the catalog header to access the new medication form.

2

Fill Medication Details

Enter the medication name, select brand and therapeutic area, and provide product-level details (strength, form, description).

3

Add Packaging Options

For each SKU variant, either create a new Product2 record or attach an existing one. Each packaging option has its own NDC, WAC price, unit of measure, and pack size.

Medication Catalog Builder — create medication form with name, code, brand, and therapeutic area fields
Medication Catalog Builder — create medication form with name, code, brand, and therapeutic area fields
Important: Packaging options are critical for the quoting engine. A medication without at least one packaging option cannot be added to a quote. The system validates this during quote generation.
Live Example

Cascade Vista Contract Medications

The training opportunity includes 14 medication line items spanning HIV/AIDS therapeutics (Biktarvy, Descovy, Sunlenca), Hepatitis C (Harvoni, Epclusa), antifungal (AmBisome), respiratory (Cayston), oncology (Trodelvy), and antiretroviral (Viread).

💊 Biktarvy — Multi-SKU Example

Medication
Biktarvy 50/200/25 mg
Therapeutic Area
HIV/AIDS — Antiretroviral
Packaging Options (SKUs)
30-count bottle: 334 units @ $6,949.69 = $2,321,196
90-count bottle: 666 units @ $2,635.14 = $1,755,000
Combined Value
$4,076,196 — largest medication group on the contract
02

Buyer Group Builder

Group creation, roster management, conflict detection, and onboarding workflows
Overview

What Are Buyer Groups?

Buyer Groups aggregate purchasing entities (hospitals, clinics, pharmacies) into negotiating units for contract pricing. A Group Purchasing Organization (GPO) like Vizient or Premier may have hundreds of member facilities. The Buyer Group Builder manages the full lifecycle: creation, member roster, conflict detection, and onboarding review.

10
Active Buyer Groups
4
GPO Types
4
Member Roles

Active Buyer Groups in the System

Buyer GroupType
Vizient — Pharmacy AggregationGPO Aggregation
Premier — Acute Care AggregationGPO Aggregation
Sentinel — Acute Care AggregationRegional Network
Ridgeline — Specialty AggregationSpecialty Network
Cobalt Ridge — Competing AggregationCompeting
Olympic Sound DirectDirect (Buyer Group of 1)
Cascade Rural Health (M5 Legacy)Legacy GPO
Northgate Purchasing Coalition (M4)Regional Coalition
3-Step Wizard

Creating a Buyer Group

1

Select Parent Account

Choose the parent organization (typically the GPO or network headquarters) using the account record picker. This becomes the owner and primary contact for the buyer group.

2

Configure Buyer Group

Set the buyer group name and configure cascading dependent picklists: Type of GPOType of Buyer GroupOfficial Org Name. Each selection narrows the next picklist options.

3

Add Members

Search accounts and add as members. Each member receives a role assignment: Member Affiliate Parent Owner. The system flags accounts already in other buyer groups with conflict badges.

Conflict Detection: When adding members, the system checks for membership in other buyer groups and shows "other-group badges" on conflicting accounts. This prevents double-dipping and ensures clean roster integrity.
Buyer Group Builder — main view with wizard steps and account search
Buyer Group Builder — main view with wizard steps and account search
Buyer Group Builder — wizard step 2 with buyer group form and roster intake
Buyer Group Builder — wizard step 2 with buyer group form and roster intake
Roster Management

Roster Workbench & Versioning

The Roster Workbench supports full roster lifecycle management with version control:

  • File Upload: Upload rosters via CSV, Excel, or PDF. The system parses the file in session-based chunks (150 rows per chunk) and triages each row: matched accounts are auto-accepted; unmatched rows enter a candidate approval workflow.
  • Row Triage: For each parsed row, you can accept the match, choose an alternate account, or propose a new-account candidate for creation.
  • Candidate Approval: Proposed new accounts go through a submit → approve → create workflow before being finalized into the roster.
  • Roster Snapshots: Create versioned snapshots of the roster. Each snapshot preserves the exact member list at a point in time. Snapshots can be activated to become the current roster.

Roster Conflict View

The conflict detection component groups conflicts by therapeutic area and classifies them as:

  • Contracted — Account has an active contract through another buyer group (high severity)
  • Potential — Account appears in another group's roster but no active contract exists

Conflict statuses: Open LOA-Pending Resolved

Buyer Group Builder — roster intake and triage with CSV upload
Buyer Group Builder — roster intake and triage with CSV upload
Onboarding & LOA

Buyer Onboarding & Letter of Authorization

Onboarding Review

The Onboarding Review dashboard shows accounts undergoing buyer group enrollment with eligibility counts and status notes, providing a queue-based view for onboarding progress tracking.

Buyer Group Onboarding Review — legacy accounts pending onboarding with eligibility status
Buyer Group Onboarding Review — legacy accounts pending onboarding with eligibility status

Primary Group Survey

When a buyer belongs to multiple buyer groups, the Primary Group Survey enables them to designate their preferred buyer group per medication. Features include:

  • Medications organized by therapeutic area with radio selection
  • AI recommendation engine with "Recommended" star badges
  • Natural language prompt-based preselection (governed by Prompt Validation)
  • Coverage tracking with progress percentage
  • Submit and finalize workflow with validation blocking
Primary Group Survey Builder — survey workbench with medication designations and buyer group recommendations
Primary Group Survey Builder — survey workbench with medication designations and buyer group recommendations
Primary Group Survey Builder — medication designation detail with pricing and recommended buyer groups
Primary Group Survey Builder — medication designation detail with pricing and recommended buyer groups

LOA (Letter of Authorization) Review

The LOA process supports four acceptance channels:

  • Online: Buyer accepts digitally through the portal
  • Upload: Upload a signed copy (PDF, PNG, JPG) with signer information
  • Staff on Behalf: Internal staff records acceptance with contact picker, evidence, and instruction type
  • Email-to-Inbox: Email-based acceptance with sender address capture

Non-online channels go through a verification gate requiring internal staff to confirm the document before it becomes active.

LOA Review — Letter of Authorization review with document integrity, QR verification, and execution channels
LOA Review — Letter of Authorization review with document integrity, QR verification, and execution channels
03

Opportunity Management

End-to-end opportunity lifecycle with medication lines and quote generation
Live Example

Training Opportunity

All examples in this module reference the live opportunity in the training environment:

Account
Cascade Vista Health System
Amount
$8,863,818.73
Stage
Negotiation
Close Date
June 19, 2026
Medications
14 line items across HIV/AIDS, Hepatitis C, Oncology, Antifungal, and Respiratory therapeutic areas
Opportunity list view showing key deals
Opportunity list view showing key deals
Cascade Vista Health System opportunity record page with path, details, and commission
Cascade Vista Health System opportunity record page with path, details, and commission
Opportunity Tabs

Details Tab

The Details tab displays all opportunity header fields in an organized layout, providing a comprehensive view of the deal at a glance. Users can edit fields inline and advance the opportunity through its lifecycle stages.

Key Fields

  • Opportunity Name: The display name for the deal (e.g., "Cascade Vista Health System — 2026 National Specialty Contract")
  • Account: The parent account linked to this opportunity
  • Amount: Total contract value, automatically calculated from medication lines
  • Stage: Current lifecycle stage displayed as a path component at the top of the record (Qualification → Needs Analysis → Proposal → Negotiation → Closed Won/Lost)
  • Close Date: Expected contract close date
  • Buyer Group: The assigned buyer group for contract pricing
  • Owner: The sales representative or contract manager responsible
  • Commission %: Commission percentage for the deal owner
  • Type: Contract type classification (e.g., National Specialty, Regional, Direct)
  • Description: Free-text field for deal notes and context
  • Opportunity Source: How the opportunity originated (referral, RFP, renewal, etc.)

Inline Editing

Click any field label to enter edit mode. Modify the value and click Save to persist changes. The stage path at the top provides visual navigation — click a stage to advance or move back, with guidance text displayed for each stage explaining what actions are required before progressing.

Cascade Vista opportunity Details tab
Cascade Vista opportunity Details tab
Medications

Opportunity Medications Workbench

The Opportunity Medications component manages medication line items with SKU selection from the pricebook.

Adding Medications

  • SKU Selection: Browse the pricebook and select packaging options (SKUs) to add to the opportunity
  • Bulk Add: Add multiple SKUs at once with automatic duplicate detection
  • Per-Line Editing: Edit quantities, pricing, and remove individual lines

Quantity Shaping

The shaping workspace provides granular control over how quantities are distributed:

  • Units: Raw unit quantity for the contract period
  • Blended ASP: Average selling price across distribution channels
  • Confidence Level: How certain the forecast is for this line
  • Demand Signal Type: Source of the quantity estimate (historical, forecast, commitment)

Quantity Distribution

The distribution modal offers two modes for spreading quantities across time periods:

  • Even Distribution: Divides total quantity equally across all periods
  • Normalized Distribution: Applies a seasonality curve to distribute quantities based on historical patterns
Opportunity Medications tab with medication lines and WAC pricing
Opportunity Medications tab with medication lines and WAC pricing
Add Medication + SKU modal with medication dropdown and SKU selection grid
Add Medication + SKU modal with medication dropdown and SKU selection grid
Quote Generation

Generating a Quote from an Opportunity

The "Generate Quote" quick action creates a Quote record from the Opportunity's medication lines.

1

Select Medication Groups

A checklist shows all medication groups on the opportunity. Check/uncheck per-group and per-line to include or exclude specific medications from the quote.

2

Choose Quote Type

Select either "Customer Quote w/ Chargeback" (standard chargeback pricing) or "Distributor WAC" (wholesale acquisition cost-based pricing).

3

Generate

The system creates the Quote record, copies the selected line items as QuoteLineItems, and navigates to the new Quote.

Generate Quote dialog with medication selection checklist
Generate Quote dialog with medication selection checklist
Generate Quote flow showing Quote Type dropdown selector
Generate Quote flow showing Quote Type dropdown selector
Sync Back: After working on the Quote, the "Sync to Opportunity" quick action pushes updated pricing and quantities back to the parent Opportunity. This keeps both records aligned throughout the negotiation.
Related Records

Related Tab

The Related tab shows all records linked to the opportunity, providing quick-access navigation to associated data. This tab consolidates all downstream and upstream relationships in one view.

Related Lists

  • Quotes: All quotes generated from this opportunity, with status indicators (Draft, Approved, Sent)
  • Contacts: Key contacts associated with the opportunity — buyer representatives, signers, and stakeholders
  • Products: Linked product records showing the medication catalog items on the deal
  • Partner Registrations: GPO or partner registration records tied to the opportunity

How to Use

Click any related list header to expand or collapse the section. Click individual records within a related list to navigate directly to their detail pages. Use the "View All" link at the bottom of each related list to see the full set of related records.

Opportunity Related tab showing related lists
Opportunity Related tab showing related lists
04

Quoting Engine

Quote line management, pricing, buyer group assignment, and medication packaging
Live Example

Training Quote

📝 Quote #00005662 — Cascade Vista

Quote Number
00005662
Status
Draft
Grand Total
$91,802,489.05
Expiration Date
October 28, 2026
Note: The Quote Grand Total ($91.8M) differs from the Opportunity Amount ($8.86M) because the quote includes wholesaler distribution volumes and expanded packaging quantities across all assigned distributors.
Quote record page for Cascade Vista
Quote record page for Cascade Vista
Quote page showing all subtab navigation
Quote page showing all subtab navigation
Live Data Quote Line Items

Cascade Vista — Quote Line Detail

▸ Live from Salesforce org — 16 line items across 14 medications

Product Unit Price Qty Total
AmBisome 50 mg 1 vial$214.154,484$960,240
AmBisome 50 mg 10 vials$2,146.43448$961,601
AmBisome 50 mg 25 vials$7,048.9991$641,458
AmBisome 50 mg 5 vials$1,540.94974$1,500,876
Biktarvy 30-count$3,868.66774$2,994,343
Biktarvy 90-count$8,775.00142$1,246,050
Cayston 1 vial$200.003,500$700,000
Cayston 14 vials$2,492.00250$623,000
Descovy 30-count$2,025.16450$911,322
Epclusa 28-count$18,690.0060$1,121,400
Harvoni 28-count$18,900.0045$850,500
Sunlenca 2 vials$17,453.704,500$78,541,650
Trodelvy 180 mg$1,557.50320$498,400
Viread 14-count$450.00221$99,450
Viread 30-count$980.00105$102,900
Viread 60-count$1,700.0029$49,300
Grand Total11,393$91,802,490
Insight: Sunlenca 2 vials accounts for 85.5% of the quote total ($78.5M of $91.8M), driven by its high unit price ($17,453.70) and large volume (4,500 units). This concentration risk is flagged in the Analytics workbench.
Quote Subtabs

Quote Interface Overview

The Quote record page features multiple subtabs, each managing a specific aspect of the quoting process. Here is a comprehensive breakdown of every subtab:

Line Editor
Buyer Group
Med Packaging
Pipeline
Forecast
Pricing Index
Proposal
Subtab 1

Line Legibility Editor

The primary line editing interface with inline price and quantity editing, margin visualization, and CWW integration.

Inline Editing

  • Sales Price: Editable per line item — the offered contract price
  • Requested Price: The buyer's requested price (if different from sales price)
  • Quantity: Edit at SKU level (pack qty) or medication level (eaches). If both change simultaneously, a precedence conflict modal asks which takes priority.

Margin Visualization

Each line shows a color-coded margin indicator:

  • ≥ 50% — Healthy margin (green)
  • ≥ 20% — Acceptable margin (amber)
  • < 20% — Below threshold (red)

Diff-Based Save

The editor only sends changed fields to the server — unchanged lines are not included in the save payload. This prevents overwrite conflicts in multi-user scenarios.

SKU Management

  • Add SKU: Add additional packaging options to a medication group via modal
  • Delete Line: Remove an individual SKU line item
  • Delete Medication Group: Remove the entire medication group and all its SKU lines
CWW Integration: Every save triggers cwwMarkDirty, notifying the Collaborative Workbench that the Lines area has been modified. Downstream areas (Forecast, Analytics, Price Auth) are alerted for review.
Quote Lines tab showing line editor
Quote Lines tab showing line editor
Quote Lines Legible Editor with inline price editing active
Quote Lines Legible Editor with inline price editing active
Subtab 2

Buyer Group Selector

Assigns a buyer group to the quote, enabling roster-based pricing and distribution.

Assignment Workflow

  • Search buyer groups by name with parent/member indicator badges
  • Select and assign the buyer group to the quote
  • Once assigned, the roster workbench becomes available showing version history and current members

Roster Versioning

Within the quote context, you can create roster snapshots and activate specific versions. Each version preserves the exact member list used for pricing calculations.

Buyer Group Config tab showing inherited and current buyer group details
Buyer Group Config tab showing inherited and current buyer group details
Subtab 3

Medication Packaging

Creates medication groups on the quote and links packaging options (SKUs) to those groups via a checkbox selection modal.

  • Create new medication groups for the quote
  • Link medications to groups through an intuitive checkbox interface
  • Add or remove packaging options per medication group
  • View existing packaging assignments at a glance
Quote Lines showing medication packaging details with SKU codes, NDC numbers
Quote Lines showing medication packaging details with SKU codes, NDC numbers
Subtab 4

Forecast — Medication Mix & Seasonality

The interactive forecast editor combines SVG radar/spider charts, seasonality curves, pricing sliders, and margin analysis into a single workbench.

SKU Mix Radar Chart

An interactive SVG radar chart with draggable handles allows visual adjustment of the SKU mix. Each axis represents a packaging option, and dragging a handle adjusts its allocation percentage relative to other SKUs.

Seasonality Curves

Six preset curves are available:

  • Even: Equal distribution across all months
  • Front Loaded: Higher volumes in early months
  • Back Loaded: Higher volumes in later months
  • Seasonal Q1: Peak in January–March
  • Seasonal Q4: Peak in October–December
  • Ramp Up: Gradual increase over time

Each curve can be further customized by dragging per-month weight handles or editing values directly.

Pricing Blend Slider

A slider blends across four price points: Current, List, Recommended, and Requested prices. Moving the slider dynamically recalculates margins and updates the rating indicator.

Natural Language Prompt

Enter commands like "Shift 20% volume from 30-count to 90-count" — the system uses deterministic regex-based parsing to transform the forecast without requiring manual slider adjustment.

Save Modes

Three save options: Save Forecast (mix + seasonality), Save Pricing (price blend only), or Save All. Each triggers CWW dirty marking.

Live Data Forecast Lines

Cascade Vista — Monthly Distribution Forecast (Sample)

▸ Live from Salesforce org — showing first 6 months with applied seasonality curves

Product Annual Qty Curve Jan Feb Mar Apr May Jun
Biktarvy 30-ct774SeasonalQ4474646545454
Biktarvy 90-ct142SeasonalQ4998101010
Descovy 30-ct450BackLoaded182323273231
Epclusa 28-ct60FrontLoaded987655
Cayston 1 vial3,500SeasonalQ4210210210245245245
Curve Shapes: SeasonalQ4 peaks Oct–Dec (flu season), BackLoaded ramps gradually toward year-end, and FrontLoaded front-weights to capture early-contract volume. These curves drive monthly chargeback accrual projections.
Forecast Workbench tab showing radar/spider chart
Forecast Workbench tab showing radar/spider chart
Forecast Workbench seasonality controls
Forecast Workbench seasonality controls
Subtab 5

Pricing Index Workbench

Per-medication pricing intelligence with factor weight sliders, a live recommendation engine, price ladder gauge, and waterfall chart.

Factor Weight Sliders

Adjustable sliders for each pricing factor (market share, competitive pressure, volume commitment, therapeutic value, etc.). The live client-side engine mirrors server-side recomputation in real time.

Price Ladder Gauge

A visual gauge showing where the current price falls on the ladder, with red/yellow/green zones indicating margin health.

Waterfall Chart

Shows how each factor contributes to the final recommended price — starting from the base WAC and adding/subtracting factor-weighted adjustments.

Preset Scenarios

  • Defend Share: Aggressive pricing to maintain market position
  • Maximize Margin: Premium pricing optimizing for profitability
  • Match Competitor: Price matching against competitive offers

Copy Index

Copy a configured pricing index to another medication with an optional premium percentage adjustment.

Fiscal Analytics tab showing pricing index with factor sliders
Fiscal Analytics tab showing pricing index with factor sliders
Chargeback Schedule view showing pricing waterfall
Chargeback Schedule view showing pricing waterfall
Subtab 6

Proposal Workbench

Validates readiness prerequisites and generates a professional proposal document from the quote.

Readiness Checklist

Before generating, the system validates:

  • ✅ Buyer group is assigned to the quote
  • ✅ Expiration date is set
  • ✅ Pre-approval status is complete (if required)

All checks must pass before the Generate button becomes active.

Generation

Generates a proposal document (ContentDocument) with roster member count, forecast data, and pricing summary. After generation, the system navigates directly to the created document.

Proposal Workbench showing readiness checklist
Proposal Workbench showing readiness checklist
Proposal Workbench with One-Click Proposal section
Proposal Workbench with One-Click Proposal section
05

Quote Forecast Workbench

Wholesaler assignment, fee schedules, chargeback analytics, price authorization, and payout
Overview

Multi-Panel Architecture

The Pipeline Workbench is a multi-panel interface managing the entire post-quote pipeline. Each panel focuses on a specific stage of the chargeback lifecycle:

Lines
Assignment
Fee Schedule
Forecast
Analytics
Price Auth
Rebate
Payout
Pipeline overview showing Financial Analytics with KPI cards
Pipeline overview showing Financial Analytics with KPI cards
Pipeline lines table showing distributor mix percentages
Pipeline lines table showing distributor mix percentages
Panel: Assignment

Wholesaler Assignment Board

Manages which wholesaler/distributors are authorized to distribute each medication under this contract.

Assignment Actions

  • Add Wholesaler: Search and assign a wholesaler with eligibility pre-checks
  • Remove Wholesaler: Unassign a distributor from the contract
  • Set Default: Designate a primary wholesaler (single or bulk operation)
  • Wholesaler Detail Modal: View contact info, billing location, and exclusion flags
Wholesaler Assignment panel showing wholesaler distribution assignments
Wholesaler Assignment panel showing wholesaler distribution assignments
Wholesaler Assignment available wholesalers list
Wholesaler Assignment available wholesalers list
Panel: Fee Schedule

Buyer Group Fee Schedule

Displays the fee schedule associated with the assigned buyer group, showing distribution fees, admin fees, and chargeback processing fees with agreement context.

Pipeline Fee Schedule showing distribution fee terms
Pipeline Fee Schedule showing distribution fee terms
Fee Schedule line detail showing individual fee terms
Fee Schedule line detail showing individual fee terms
Panel: Analytics

Financial Analytics

Comprehensive financial analysis for the quote:

  • Mix %: Volume distribution across medications and SKUs
  • Blended WAC: Weighted average wholesale acquisition cost
  • Chargeback $: Total chargeback exposure per medication
  • Distribution Fees: Wholesaler distribution fee impact
  • Net Margin: Final margin after all fees and chargebacks

Chargeback Schedule Views

Two display modes for the chargeback schedule:

  • List View: Traditional row-per-line display
  • Pivot View: Period-based pivot table (month/quarter/year columns)
Pipeline Financial Analytics showing distributor margin analysis
Pipeline Financial Analytics showing distributor margin analysis
Chargeback Schedule pivot table
Chargeback Schedule pivot table
Panel: Forecast

Forecast — Medication Demand

The Forecast panel projects medication demand distribution across wholesalers and time periods, incorporating seasonality curves and lifecycle modeling for accurate volume planning.

Pipeline Forecast panel showing medication demand forecast
Pipeline Forecast panel showing medication demand forecast
Forecast distribution detail showing monthly lifecycle curve
Forecast distribution detail showing monthly lifecycle curve
Panel: Price Auth

Price Authorization (EDI 845)

The Price Authorization panel materializes the quote into formal price authorizations for distribution to wholesalers.

Materialize PA

The "Materialize PA" action generates:

  • EDI 845 document: Electronic price authorization in 845 format for wholesaler integration
  • Agreement PDFs: Formal agreement documents for each authorized wholesaler
EDI 845 Format: The Price/Sales Catalog (845) transaction set communicates authorized contract prices to wholesalers. Each line includes NDC, contract price, WAC, effective dates, and chargeback-per-unit calculations.
Price Authorizations (845) panel showing PA cards
Price Authorizations (845) panel showing PA cards
PA line detail table
PA line detail table
Live Data Price Authorizations

Cascade Vista — Active Price Authorizations

▸ Live from Salesforce org — 3 PAs generated from contract GC-2026-gK000002Ff-F4DdTQAV

Contract
GC-2026-gK000002Ff-F4DdTQAV
EDI Status
Generated
Effective
2026-07-30 to 2026-10-28
Lines
14
Contract
GC-2026-gK000002Ff-F4DdTQAV
EDI Status
Generated
Effective
2026-07-30 to 2026-10-28
Lines
14
Contract
GC-2026-gK000002Ff-F4DdTQAV
EDI Status
Generated
Effective
2026-07-30 to 2026-10-28
Lines
14

PA-2026-1001 Cardinal Health — Sample Lines (5 of 14)

NDC Contract Price WAC CB / Unit Qty
55150-0250-1$1,557.50$2,225.00$667.50320
61958-1801-4$18,900.00$31,500.00$12,600.0045
61958-2201-4$18,690.00$24,920.00$6,230.0060
61958-2701-2$17,453.70$21,285.00$3,831.304,500
61958-2002-5$2,025.16$2,202.00$176.84450
Chargeback Exposure: NDC 61958-2701-2 (Sunlenca) carries the highest total chargeback liability at $3,831.30 × 4,500 units = $17.2M per wholesaler. Combined across all three wholesalers, Sunlenca chargeback exposure exceeds $51M.
Panel: Rebate & Payout

Rebate Publishing & Payout

  • Publish Rebate: Activates rebate program terms associated with the quote
  • Seed Claims: Creates initial claim records for testing or demo purposes
  • Resync Forecast: Re-aligns forecast data with current quote line quantities
Pipeline Rebate Programs panel
Pipeline Rebate Programs panel
Rebate detail view showing rebate program tiers
Rebate detail view showing rebate program tiers
Pipeline Payout Summary panel
Pipeline Payout Summary panel
Export

XLSX Export

The Pipeline Workbench includes a full client-side Excel export with native ZIP generation (CRC32, shared strings, styles) — no external library required. The export includes all pipeline data: lines, assignments, fee schedules, forecasts, and chargeback schedules in a multi-sheet workbook.

Additional Actions

  • Generate Contract PDF: Formal contract document generation
  • Refresh Totals: Recalculates quote line totals (works around RCA editor refresh issues)
Contract / Customer Proposal Output tab
Contract / Customer Proposal Output tab
06

POS, Claims & Payout

POS exception handling, claim processing, finance workbench, and WAC analytics
POS Exceptions

POS Exception Workbench

Handles Point of Sale records that could not be automatically matched to accounts. Uses an AI-powered recommendation engine to suggest matches.

Exception Resolution Flow

1

View Exception List

Unresolved POS records are displayed with detail modals showing the original transaction data.

2

Run Recommendation Engine

Click "Find Matches" to generate AI-powered recommendations. The engine produces Approve/Reject/Augment variants with ranked candidate accounts.

3

Review Candidates

Each candidate shows a confidence badge: High Medium Low. One-click acceptance creates an Account Alias record linking the POS data to the correct account.

4

Manual Fallback

If no recommendations match, use the manual address search to find and link the correct account.

POS Exception Workbench showing 7 exceptions table
POS Exception Workbench showing 7 exceptions table
POS Exception review dialog with account match recommendations
POS Exception review dialog with account match recommendations
Claim Exceptions

Claim Exception Workbench

Processes claims held in exception status — claims that failed automatic validation and require human review.

  • Revalidate: Re-run the claim through validation logic with updated data
  • Approve / Reject: Manual disposition of the exception claim
  • Find Matching POS Resales: Search for POS resale records that match the claim and link them to resolve Pending-POS status
Rebate Claim Exception Workbench
Rebate Claim Exception Workbench
Claim Exception detail with Find POS matching panel
Claim Exception detail with Find POS matching panel
Finance

Finance Claims Workbench

The finance team's primary claims processing interface with segmented views for efficient workflow management.

Four Segment Tabs

Needs Review
Approved
Rejected
Disputes

Claim Actions

  • Approve: Accept the claim for payment
  • Reject: Deny the claim with reason
  • Revalidate: Re-run validation logic against current data
  • Apply Adjustment: Modify the claim amount before approval
  • Run Accrual: Process approved claims for financial accrual
Finance Claims Workbench main view
Finance Claims Workbench main view
Finance Claims claim evidence and audit dialog
Finance Claims claim evidence and audit dialog

Claim Detail Modal

Each claim opens a detail modal with a math verification badge showing whether the calculated amounts match expected values. Mismatches are flagged for investigation.

Dispute Resolution

The Disputes tab manages wholesaler-filed disputes with two resolution options:

  • Resolve: Accept the dispute with optional amount adjustment
  • Reject: Deny the dispute with documented reason
Claim Statements

Claim Statement Workbench

Generates and manages chargeback claim statements issued to wholesalers.

1

Select Wholesaler & Period

Choose the wholesaler and date period (defaults to prior calendar month).

2

Preview Dataset

Review header tiles showing totals and a line-by-line breakdown of claim amounts.

3

Export or Issue

Export to CSV/XLSX for analysis, or Issue the statement which persists the data and generates a PDF document.

Statement history is maintained for audit trail and re-access.

Claim Statement Workbench with wholesaler selector
Claim Statement Workbench with wholesaler selector
Claim Statement preview with KPI cards for Omega Inc
Claim Statement preview with KPI cards for Omega Inc
Live Data Claim Statements

Cascade Vista — January 2026 Claims

▸ Live from Salesforce org — 3 statements across wholesaler partners

Statement Wholesaler Claims Total Claimed Total Approved
STMT-0000003Cardinal Health5$12,934.14$10,264.14
STMT-0000004Cencora4$7,543.32$7,543.32
STMT-0000005McKesson4$15,285.29$15,285.29
Total — All Wholesalers13$35,762.75$33,092.75
$35,763
Total Claimed
$33,093
Total Approved
$2,670
Variance
Variance Note: Cardinal Health statement STMT-0000003 shows a $2,670 difference between claimed ($12,934.14) and approved ($10,264.14). This variance typically results from pricing discrepancies or expired authorization periods on specific claim lines.
WAC Analytics

WAC Analytics Workbench

Wholesale Acquisition Cost analytics with chargeback exposure analysis, change tracking, and WAC maintenance.

Analytics Panels

  • Chargeback Exposure: Current WAC × contract quantity per product, showing total chargeback liability
  • Change Velocity: Count of WAC changes, average % change, and min/max WAC over time
  • Price Trend History: Per-product timeline of WAC effective dates, amounts, and status

Set New WAC

Enter a new WAC amount and effective start date. The system automatically closes the prior period and validates data integrity: gap-free, non-overlapping, exactly one open (current) row.

Pricing Index Workbench showing WAC analytics for AmBisome
Pricing Index Workbench showing WAC analytics for AmBisome
Pricing Index Workbench showing WAC price history for Biktarvy
Pricing Index Workbench showing WAC price history for Biktarvy
07

Agreements & Partner Portal

GPO Fee Agreements, account contracts, partner portal features, and distributor dashboard
GPO Fees

GPO Fee Agreement Workbench

Manages the complete lifecycle of Group Purchasing Organization fee agreements with safe harbor compliance monitoring.

Agreement Lifecycle

Draft Submit In Approval Activate Supersede / Renew

Fee Schedule Lines

Each agreement contains schedule lines with configurable scope and basis:

  • Scope: Medication-specific, Therapeutic Area, or All Products
  • Fee Basis: % of Net Sales, % of WAC, % of Purchase Price, or Flat Amount

Safe Harbor Compliance

Risk indicators monitor each schedule line against safe harbor caps:

  • Green — Well below safe harbor threshold
  • Yellow — Approaching safe harbor limit
  • Red — At or above safe harbor cap — requires review

Renewal & Supersede

Agreements can be renewed (creating a new agreement based on the current one) or superseded (replacing the current agreement with an updated version).

GPO Fee Workbench showing 5 GPO agreements
GPO Fee Workbench showing 5 GPO agreements
Premier Inc GPO fee schedule detail showing RED risk
Premier Inc GPO fee schedule detail showing RED risk
Sentinel Health Alliance GPO fee schedule GREEN safe harbor
Sentinel Health Alliance GPO fee schedule GREEN safe harbor
Account View

Account Contracts & Policy Manager

Account Contracts

A read-only Account record page component displaying all associated contracts with status badges, financial metadata (amounts, date ranges), and grouping by contract type.

Cascade Vista Health System account Contracts tab
Cascade Vista Health System account Contracts tab

Account Policy Manager

Manages which Prompt Validation policies are applied to a specific account. Shows the count of applied policies and provides a policy picker for adding unapplied policies to the account.

Account Policies grid showing PV validation rules
Account Policies grid showing PV validation rules
Partner Portal

Partner-Facing Components

Price Authorization List (Partner View)

Partners see their assigned price authorizations with line item details including product, NDC, contract price, WAC, and chargeback per unit. An EDI 845 text preview is available for each authorization.

Partner Registration Workbench
Partner Registration Workbench
Partner Registration REG-00124 detail
Partner Registration REG-00124 detail

Buyer Medication Catalog

Buyers see their contracted medication catalog with columns for medication name, NDC, assigned buyer group, contract price, WAC, line discount (%), chargeback per unit, and incentives. An internal preview mode with buyerContextId allows staff to see the buyer's view.

Buyer Portal Preview contracted medications table
Buyer Portal Preview contracted medications table
Buyer Portal Primary Group Survey section
Buyer Portal Primary Group Survey section

Buyer Savings Dashboard

Monthly savings summary with three themed buckets:

  • Chargeback (off-invoice): Direct price reductions
  • Shareback (back-end dividend): Rebate distributions
  • Pending (action needed): Savings requiring buyer action to unlock

Includes month-to-date progress bar, next tier target, and prior month comparison with delta percentage indicators.

Full Buyer Portal Preview page
Full Buyer Portal Preview page
Buyer Portal Monthly Savings section
Buyer Portal Monthly Savings section

Wholesaler Claims Portal

Wholesaler-facing portal for viewing their chargeback claims:

  • Search by date range, product, program, and reason code
  • Claim detail modal with math verification badge (verified/mismatch)
  • Status badges: Approved Rejected Pending
  • File disputes with reason selection, description, and optional amount
Finance Claims Disputes view showing 6 disputed claims
Finance Claims Disputes view showing 6 disputed claims
Dispute resolution dialog for wholesaler claim
Dispute resolution dialog for wholesaler claim
Distributor

Distributor Dashboard

The Distributor Dashboard provides a branded claim intake experience with drag-and-drop file upload, inline editing, and row-level actions for processing chargeback claims from the distributor perspective.

  • Drag-and-drop or browse file upload with processing animation
  • Rich claim data table with status badges
  • Inline editable chargeback amounts
  • Row actions: Re-validate (toggles status), Edit amount
  • Download CSV template for claim submission
08

Shareback, Rebates & EDI

Standard rebate programs, shareback distributions, and EDI 845/849 integration
Standard Rebates

Rebate Configuration Workbench

Configures and manages standard rebate programs with tiered rate structures, accrual preview, and posting.

Rebate Configuration

  • Scope: Buyer Group-level or individual Buyer-level rebates
  • Rate Types:
    • Flat Percent: Fixed percentage of eligible purchases
    • Per Unit: Fixed dollar amount per unit purchased
    • Tiered: Volume-based tiers with min/max quantity or amount thresholds and per-tier rates
  • Product Scope: All Products, By Product, or By Product Family
  • Period Types: Monthly, Quarterly, or Annual accrual periods

Tier Editor

For tiered rebates, the tier editor allows defining multiple brackets:

TierMin QtyMax QtyRate
Tier 101,0002.0%
Tier 21,0015,0003.5%
Tier 35,0015.0%
Standard Rebate Workbench showing rebate programs list
Standard Rebate Workbench showing rebate programs list
Rebate tier editor with volume-based pricing tiers
Rebate tier editor with volume-based pricing tiers

Accrual Workflow

1

Configure & Activate

Set up the rebate terms and activate the configuration (Draft → Active).

2

Preview Accrual (Dry Run)

Run a preview calculation to see estimated rebate amounts before committing. Select the accrual period (month/quarter/year).

3

Run Accrual (Post)

Execute the actual accrual calculation and create rebate payout records.

EDI Integration

EDI 845 — Price/Sales Catalog

The EDI 845 transaction set electronically communicates authorized contract prices to wholesalers. When a Price Authorization is materialized from the Pipeline Workbench, the system generates an 845 document containing:

  • Contract identification and effective dates
  • Per-line item: NDC, contract price, WAC, chargeback per unit
  • Authorized wholesaler identifiers
  • Terms and conditions references
Price Authorizations list showing 7 EDI 845 records
Price Authorizations list showing 7 EDI 845 records

EDI 849 — Response to Product Transfer Statement

The EDI 849 is the chargeback claim transaction. Wholesalers submit 849 documents requesting reimbursement for the difference between WAC and contract price. The system processes these inbound 849s through the Claims Workbench pipeline.

EDI Flow: Manufacturer sends 845 (price authorization) → Wholesaler sells at contract price → Wholesaler submits 849 (chargeback claim) → Manufacturer processes and reimburses the difference.
Price Authorization Lines list showing 9 EDI 849 records
Price Authorization Lines list showing 9 EDI 849 records
Shareback

Shareback Distribution

Shareback (also called Ship-and-Debit) manages the back-end dividend distribution to buyers based on their purchasing activity through authorized wholesalers.

  • Distribution Calculation: Based on verified POS resale data and contract terms
  • Line-Level Detail: Per-product, per-wholesaler shareback amounts
  • Settlement: Aggregated payout to buyers on a defined schedule

The shareback amount represents the buyer's share of the chargeback savings — the difference between the wholesaler's WAC purchase price and the buyer's contract price, distributed according to the agreement terms.

Margin Index

Medication Margin Index

The admin workbench for configuring margin targets per medication. Used as a reference standard throughout the pricing and forecast modules.

  • Target Unit Margin: The desired margin per unit for each medication
  • Yellow Floor: The threshold between yellow (acceptable) and red (below target) margin banding
  • Active Toggle: Enable/disable margin monitoring per medication
  • Bulk Save: Save all changes across medications in a single operation
Medication Margin Index Workbench showing 31 medications
Medication Margin Index Workbench showing 31 medications
Medication Margin Index with editable spinbutton
Medication Margin Index with editable spinbutton
10

Collaborative Workbench (CWW)

Cross-functional workflow orchestration with real-time status tracking and dependency management
Overview

What Is the Collaborative Workbench?

The Collaborative Workbench (CWW) is a platform-event-driven orchestration layer that tracks the status of cross-functional work areas across the chargeback lifecycle. When a change occurs in one area (e.g., quote lines are edited), CWW automatically notifies dependent areas (e.g., forecast, analytics, price authorization) for review.

Key Benefit: CWW eliminates the "did you update the forecast after changing the lines?" problem. Status changes propagate in real-time via platform events, ensuring every team knows when upstream changes require their attention.

Status Colors

Untouched In Progress Completed Needs Review
Quote #00005662 with CWW Path Bar showing Draft status
Quote #00005662 with CWW Path Bar showing Draft status
CWW area status pills
CWW area status pills
CWW Path Bar

Status Strip

A horizontal color-coded pill strip displayed at the top of quote-related record pages. Each pill represents a tracked CWW area with real-time updates via platform event subscription (CWW_Status_Changed__e).

When an area's status changes (e.g., Lines go from "Completed" to "Needs Review" because a price was edited), the pill updates immediately without page refresh. Review counts are shown as badges on pills requiring attention.

Configuration

CWW Configuration Console

The CWW Workbench is the admin console for configuring how the collaborative workflow operates.

Tracked Areas

Define which workflow areas are tracked. Each area has a name, icon, sort order, and active toggle. Common areas include: Lines, Buyer Group, Forecast, Analytics, Price Auth, Rebate, and Payout.

Collaborative Process Workbench full configuration page
Collaborative Process Workbench full configuration page
CWW tracked areas configuration table
CWW tracked areas configuration table

Role Management

CWW roles are mapped to Public Groups. Each role defines who is responsible for a specific area. When an area needs review, users in the assigned role's public group receive notifications.

CWW roles and user assignment table
CWW roles and user assignment table

Dependency Graph

The most powerful CWW feature — the dependency graph defines upstream/downstream relationships between areas:

Lines → Forecast
When quote lines change, the forecast area is marked "Needs Review"
Lines → Analytics
When quote lines change, analytics must be recalculated
Forecast → Price Auth
When the forecast is updated, price authorization may need revision
Buyer Group → Lines
When the buyer group changes, line pricing may need adjustment
CWW dependency map
CWW dependency map

Dependency Recommender

Two recommendation modes:

  • Deterministic: Rule-based suggestions from known area relationships
  • LLM Semantic: AI-powered edge suggestions based on area names and descriptions. Accept or reject each suggested edge individually.

Material Data Footprint

Per area, define which specific data changes should trigger the status change. This prevents false positives — not every save in the Lines area should necessarily trigger a Forecast review.

Area Status

Per-Area Status Component

Embedded within each subtab, the CWW Area Status strip shows the current status for that specific area and provides action buttons for the owning role:

  • Finish: Mark the area as "Completed" — signals to downstream areas that this area's work is done
  • Acknowledge: Accept a "Needs Review" notification — clears the review flag and returns to "In Progress"

The component auto-hides when the area is not tracked in the active CWW configuration, ensuring a clean interface for non-CWW-enabled records.

Quote Forecast Workbench with CWW area status strip
Quote Forecast Workbench with CWW area status strip
Platform Events

Real-Time Event Architecture

CWW uses the CWW_Status_Changed__e platform event for real-time communication:

  • Publishing: When a component calls cwwMarkDirty (e.g., after saving quote lines), a platform event is published with the area name, new status, and the record context.
  • Subscription: The CWW Path Bar and Area Status components subscribe via lightning/empApi. Status changes appear instantly without page refresh.
  • Cascading: The dependency graph determines which downstream areas receive "Needs Review" notifications when an upstream area changes.
Configuration Storage: CWW configs (areas, roles, dependencies, footprints) are persisted as Custom Metadata Type (CMT) records, making them deployable across environments.
CWW Public Group roster panel
CWW Public Group roster panel

You've completed the
Chargeback Training Guide

10 MODULES · ~50 SECTIONS · COMPREHENSIVE COVERAGE
Quick Reference

Module Index

Click any module to jump directly to its content.

💊

01 · Medication Catalog

Master data & SKU management

👥

02 · Buyer Groups

Groups, rosters & onboarding

📋

03 · Opportunities

Lifecycle & medication lines

📝

04 · Quoting Engine

Lines, pricing & proposals

📊

05 · Quote Forecast

Wholesalers, analytics & PA

📦

06 · POS & Claims

Exceptions, finance & WAC

🤝

07 · Agreements

GPO fees & partner portal

🔄

08 · Rebates & EDI

Shareback, 845/849

🛡️

09 · Prompt Validation

AI rule authoring & governance

⚙️

10 · CWW

Workflow orchestration