What problem does it solve?
Companies lose margin when discounting happens ad hoc: AEs cite past exceptions as precedent, approver tiers drift out of alignment with margin floors, and "strategic value" becomes a catch-all that renders the discount matrix meaningless. This Skill designs the commercial policy itself — the rules of engagement governing discounts off list price — as a versioned, data-backed, linted artifact.
Core Features & Use Cases
- Discount Matrix Builder: Generates a 4-dimensional matrix (ARR band x term length x payment terms x strategic value tier) with approved discount bands, approver tiers, margin floors, and observed win-rate/NRR backing per cell, across five industry profiles (saas, enterprise-software, api, marketplace, services).
- Exception Router: Routes out-of-policy discount requests through a named approver chain, attaches severity-scaled compensating commitments (multi-year prepay, named expansion path, reference commitment, MSA tightening), emits machine-readable audit-trail JSON, and flags precedent risk when 3+ similar exceptions land in a quarter.
- Policy Linter: Runs 10 deterministic lint rules (approver inversion, band inversion, margin-floor violation, cliff edges, undefined strategic tiers, thin data) and returns a ranked BLOCKER/MAJOR/MINOR findings report.
- Use Case: A new Head of Deal Desk pulls 4 quarters of closed-won/lost deals from the CRM, fills the intake template, runs the builder and linter, and publishes a defensible discount matrix with a quarterly review cadence.
Quick Start
Ask the agent to design a discount matrix from your last four quarters of CRM deal data using the saas profile, then lint the resulting matrix and walk a sample exception through the router.
