Commercial Terms Review and Decision Digest
Review pricing, deals, partners, channels, policy, RFPs, and forecasts in one decision digest with economics and approval gaps.
Before & after
Same prompt, same agent — the only difference is the skill.
Discount decisions are tricky. You need to think about your margins, whether the customer is strategic, and what your alternatives are. A 20 percent discount is significant, so you'd want to make sure it makes sense for the business. You might want to look at what similar deals have done. It could be worth it if it's a big opportunity or strategically important, but that depends on your situation.
DISCOUNT DECISION SCORECARD - Enterprise Prospect Analysis DEAL SUMMARY: → Prospect: Fortune 500 financial services company → Annual contract value (ACV): $400,000 (list price) → Proposed discount: 20 percent → $320,000 ACV → Revenue impact: -$80,000/year (first 3 years: -$240,000) QUANTITATIVE SCORING: Factor 1: GROSS MARGIN IMPACT (target: preserve >75% margin) → COGS per customer: $12,000/year (product + support) → List price margin: 93% ($388k profit on $400k ACV) → Discounted margin: 92.5% ($308k profit on $320k ACV) → Verdict: PASS (margin degrades 0.5%, still healthy) Factor 2: CUSTOMER QUALITY (LTV score) → Probability of renewal: 95% (enterprise customers renew) → Expansion potential: Moderate (single division, cross-sell +$50k/year) → Net LTV (3-year): $924,000 at 75% discount (vs $1,200,000 at list) → LTV/CAC ratio: 9.2x (still excellent; industry 3:1 minimum) → Verdict: PASS (strong LTV justifies investment) Factor 3: COMPETITIVE PRESSURE (alternatives available?) → Incumbent solution: Manual spreadsheets (low switching cost to us) → Competing vendors: 2 (Vendor A $350k, Vendor B $330k at discount) → Our positioning: Feature parity + 15% faster implementation → Discount necessity: MODERATE (not a price war, but competitive) → Verdict: CONDITIONAL (discount is negotiating tactic, not requirement) Factor 4: PIPELINE IMPACT (precedent risk) → Current pipeline: 8 similar-size prospects (potential $2.4M revenue) → Discount precedent: If 50% of pipeline demands 20%, revenue loss = $240,000/year → Market positioning: Discounting erodes premium positioning → Sales team pressure: Likely increase discount requests → Verdict: RISK (sets unwanted precedent) QUALITATIVE FACTORS: Strategic value: → Brand halo: Fortune 500 customer adds credibility (+) → Reference ability: Likely willing to be reference (+) → Future expansion: Division can expand to 3 business units (++) → Geographic anchor: Entry into Northeast region (+) → Verdict: MODERATE-HIGH strategic value Timing pressure: → Fiscal year deadline: Prospect must close by 2024-12-31 (9 weeks) → Budget constraint: $320k fits their approved capex (-) → Competitive urgency: Vendor B pushing for decision this month (+) → Verdict: TIME-SENSITIVE (pressure on both sides) RECOMMENDATION: ACCEPT 15% DISCOUNT (COUNTER-OFFER) Rationale: → Gross margin remains 92.7% (acceptable) → LTV/CAC ratio: 10.2x (still tier-1) → Avoids 20% precedent while closing deal → Justifies to sales team: market rate between list ($400k) and competitor ($330k) → Strategic brand value + expansion potential outweighs revenue loss Negotiation playbook: → Position: "We can do $340k (15% off); standard for quarter-over-quarter enterprise commitments." → Condition: Require 2-year contract minimum (vs 1-year standard) → Sweetener: Add 90-day extended implementation support (cost: $8k, perceived value: $40k) → Result: Prospect gets $8k value-add without further price reduction Next steps: → Send counter-offer by end of week → Escalate to VP Sales if prospect pushes back below $340k → Prepare walk-away threshold: Not below $330k (margins erode too much)
About this skill
“Should we discount this deal?” can become seven disconnected answers about pricing, partners, policy, and forecasts. This skill identifies which analyses the decision actually needs, works through them, and returns one recommendation with the numbers and approval gaps exposed.
What it does
- Routes requests across pricing, deal review, partnerships, channel economics, commercial policy, RFP responses, and bookings forecasting.
- Calculates effective discounts and contribution after onboarding, support, commissions, and other relevant concessions.
- Compares partner and channel structures using retained economics, attribution rules, and incremental customer acquisition.
- Identifies policy exceptions and required decisions without inventing approval thresholds or granting approval.
- Drafts RFP answers from available evidence and flags unsupported commitments.
- Separates forecast assumptions, deal timing, and scenarios from the resulting bookings estimate.
What you get
A decision-first digest containing a recommendation, the relevant calculations or response draft, material assumptions, unresolved risks, and the next action. Focused questions get focused answers; larger requests get a consolidated review.
Best for
Sales leaders, deal desks, founders, revenue operations teams, and commercial operators reviewing offers, exceptions, partner agreements, RFPs, or pipeline forecasts.
SKILL.md preview
---
name: commercial-terms-review-and-decision-digest
description: >-
Routes commercial requests across pricing, deal review, partnerships, channel economics, policy, RFP responses, and bookings forecasting, then applies the relevant analysis in one decision-first digest. Use when the user says "review this deal", "should we discount", "our pricing keeps eroding margin", "check these partner economics", "which channel should we fund", "draft a discount policy", "help answer this RFP", or "our bookings forecast keeps slipping".
---
# Commercial Terms Review and Decision Digest
… (sign up to view the full skill)More sales skills
View all Sales skills →Sales Call Notes to CRM Entry
Turns messy call notes or transcripts into a paste-ready CRM entry with evidence-backed fields, verbatim objections, and dated next steps.
Cold Email Draft Diagnosis and Rewrite
Paste a cold email draft and get the one problem killing replies, a short single-ask rewrite, a better subject line, and a change log.
Partner Sign-or-Pass Review and 90-Day GTM Plan
Get a partner sign-or-pass recommendation, defensible revenue-share terms, and a measurable 90-day joint GTM plan.
RevOps Pipeline and CRM Rules Fixer
Fix lifecycle stages, lead routing, CRM hygiene, stage exit criteria, coverage and forecast accuracy math, and comp plan traps.