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by Xaena
1325 days ago
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Having worked on pricing strategy, this is not what I've seen as the norm in B2B. If you're talking to an early company that is still working on product market fit, maybe, and definitely if you ask for your own features. If you're talking to larger companies, thing FAANG, then they have a list price and discount levels that can act as incentives, levers or there are other options for inducement. Otherwise, you give the sales team the authority on go-to-market strategy while they are executing individual deals (tactics). Senior sales leaders can authorize some of those discounts and any special inducements or incentives have to be custom written into contracts by legal + deal desk, making them more time intensive and less desirable. |
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