How should discount governance evolve as the company scales from founder-led to a hired VP Sales or CRO — what gets locked in now to make the handoff clean?
Quick take: Lock four things before the CRO arrives: (1) the written guardrails document with margin floor and max discount; (2) the discount distribution baseline (rolling 4-quarter data); (3) the CPQ approval matrix as it exists today; (4…
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