What's the founder's role in setting the actual discount-policy numbers vs delegating to the CRO — and what happens when the CRO and founder disagree on risk tolerance?
Quick take: Founder sets the GUARDRAILS (max discount, margin floor, deal-size thresholds where escalation kicks in). The CRO sets the TACTICAL POLICY inside the guardrails (band structure, approver tiers, SPIFFs, exception handling). When …
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