When is discount tightening the right lever vs. a symptom of deeper GTM misalignment (pricing, positioning, or ICP definition), and how should a CRO diagnose the difference?
Discount Tightening vs. GTM Misalignment: How a CRO Diagnoses the Difference Discount tightening is the right lever when pricing integrity has eroded due to rep behavior and comp structure — discounts are high, scattered, and quarter-end dr…
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