How should a CRO balance preventing shadow pricing (via CPQ locks) against empowering field leaders to close deals when market conditions shift—what's your escape-hatch approval process?
CRO Escape-Hatch Pricing Approval: CPQ Locks vs. Field Empowerment The answer is a tiered governance model with a structured escape-hatch protocol. CPQ locks prevent margin erosion from shadow pricing, but rigid locks also kill real-time co…
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