How should a founder-led or early-stage sales org set up initial discount governance bands before they have reliable churn/NRR data by segment — should they default to conservative enterprise-tight rules or flexible SMB-loose bands?
Quick take: Default to slightly-tighter-than-final bands, with explicit "this is provisional, we'll calibrate at 6 and 12 months" framing to the team. Start with: AE auto-approve 0-12%, Manager 12-22%, Founder 22%+. Tighter is recoverable (…
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