Discount Leakage by Rep and Region (SUMIFS, Outliers)
This lesson is part of the course
In this lesson
You analyse Q3's closed deals to find which rep discounts well above the company and how much that costs in one region.
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Lessons in this course
- From List Price to Pocket Price: the Deal Price Waterfall (Chart) Locked
- Headline vs Effective Discount and Price per Seat Locked
- Margin Floor Check per Deal Locked
- Approval Routing Matrix: Discount Band × Deal Size (INDEX/MATCH, IFS) Locked
- Multi-Year Deals: Ramped Pricing, TCV and ACV Locked
- The Cost of Non-Standard Terms: Payment Timing (NPV) and Free Months Locked
- Discount Leakage by Rep and Region (SUMIFS, Outliers) Locked
- Deal Desk Dashboard: KPIs and Conditional Formatting Locked