When should a CRO enforce a discount cap across the org vs. delegating authority by segment, and how do you prevent regional/vertical teams from creating their own shadow pricing?
When to Enforce a Hard Discount Cap vs. Delegate by Segment A CRO should enforce an org-wide hard cap (typically 20–25% max) when the company has fewer than 3 distinct GTM segments or is pre-$50M ARR. Delegate by segment when enterprise, mi…
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