If your founder isn't actively selling but still wants pricing oversight, should CPQ governance shift entirely to a formal deal desk, or is there a hybrid model that keeps founder visibility without slowing down deal velocity in 2027?
Direct Answer Neither extreme works. Build a hybrid: a neutral deal desk owns day-to-day approvals, CPQ auto-approves standard deals, and the founder keeps a narrow async lane for precedent-setting and strategic deals — roughly 8–15% of vol…
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