Discount Policy SRoE 🇧🇷
Strategic Sales Governance and Margin Protection Framework for Direct Account Executives.
1. Quotas & Eligibility Thresholds
To ensure high-quality negotiations and prevent over-reliance on pricing concessions, discount requests are strictly regulated:
- Minimum Threshold: Deals must have a minimum full value of $1,000 to be eligible for any discount.
- Request Limits: Direct Account Executives are limited to 3 discount requests per specific account.
- Timeframe: The request quota operates on a 90-day rolling window.
2. Strategic Value Levers
Discounts are not given; they are traded. AEs must leverage the following deal variables to build a valid request:
Contract Duration
Multi-year commitments.
Multi-Hub Adoption
Increasing product footprint.
Volume
Seats & Marketing Contacts.
AI Credit Volume
Adoption of AI features.
3. Justification Framework
Every request must strictly align with one of these three strategic pillars:
1. Commercial Reciprocity
2. Competition / Rip-out
3. Product Upsell
4. Revenue Anticipation Strategy
Discount proposals must always present 3 upfront payment options. The discount value scales directly with cash anticipation:
- Quarterly: Base Discount
- Semi-Annual: Higher Discount
- Annual Upfront: Maximum Discount
Zero Monthly Discounts: Monthly payment terms are completely ineligible for standard discounts. (See OTDR section for exceptions).
5. Competition Verification
For "Competition/Rip-out" justifications, auditable proof of applied competitor pricing is mandatory.
- Competitor Invoices
- Signed Contracts
- Official Receipts (NF)
Invalid Formats: Screenshots of messages, chat transcripts, or PDF snippets are strictly prohibited and will result in automatic rejection.
6. Approval Authority Matrix
Approval routing is based on the total discount percentage requested. Note: All Director-level approvals are now centralized in the United States (Corporate HQ) to ensure global margin consistency.
| Discount Range | Approval Authority |
|---|---|
| > 10% to ≤ 30% | Manager Approval |
| > 30% to ≤ 50% | Director Approval (USA HQ) |
| > 50% to ≤ 100% | Segment Lead Approval |
7. Validity, Extensions & Penalties
Discount credibility requires strict adherence to timelines:
- Standard Validity: Once issued to the client, the proposal is valid for exactly 15 days.
- Extension Rules: If the client requires more time, a 7-day extension is allowed, but the total discount is reduced by 5% (e.g., a 30% discount drops to 25%). This process can only be repeated twice.
- Negotiation Failure Protocol: If the client rejects the extended proposal or misses the deadline, the AE is blocked from generating new discount requests for that account for 90 days.
8. One-Time Discount Request (OTDR)
Applied when a client requires deeper concessions (higher discount values) after the initial negotiation stage.
Important: An OTDR is the ONLY exception allowed to grant a discount on monthly payment terms.
- Validity: Fixed at exactly 5 Days.
- Justification: Both the sales rep and manager must provide written justification.
- No Extensions: OTDRs cannot be extended under any circumstance.
- Finality: If not closed within 5 days, the offer expires completely.