commercial-policy

原文涵盖的主题

• commercial-policy
• Purpose
• When to use
• Workflow
• Scripts
• References
• Assumptions
• Anti-patterns

Design the rules of engagement that govern discounting off list price — the artifact that Deal Desk and AEs operate under. Three deterministic tools: 1. discountmatrixbuilder.py — builds a 4-dimensional matrix (ARR band × term length × payment terms × strategic value tier), each cell carrying an approved discount band backed by current win-rate + NRR data, plus an approver tier (AE / Manager / Director / VP / CFO). 2. exceptionrouter.py — when an asks-for-discount lands outside the matrix, routes it through the named approver chain, attaches required compensating commitments (multi-year prepay + named expansion path + reference commitment + MSA tightening), produces machine-readable audit-trail metadata, and flags precedent risk if 3+ similar exceptions have landed in the trailing quarter. 3. policylinter.py — lints the matrix for governance defects: approver inversion, band inversion, margin-floor violation, coverage gaps, cliff edges, undefined strategic tiers, inconsistent margin floors, thin data backing. The output is the policy itself (matrix + exception flow + lint report), not a per-deal application of it. A new Head of Commercial or Head of Deal Desk is writing the company

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