01
Concession Catalog
Eight kinds of concession with the formula that prices each one, all on the same basis. Then its propagation class, its cost multiplier once the tail is priced, whether it shows on a discount report, and what to ask for in return.
02
Concession Register
One row per deal: headline discount, everything outside the discount field, the actual total, the ratio between them, what was traded back, and a verdict on whether the approval matrix saw what it should have.
03
Concession Detail
One row per concession per deal, thirty-eight rows on the worked quarter. What was granted in plain terms, its cost in basis points and dollars, its class, its expected tail, and what it should have been traded for.
04
Discount by Rep and Segment
Headline against actual against actual-with-the-tail, weighted by contract value rather than by deal count, with the gap the discount report misses as its own column. This is the table where the ranking reverses.
05
Realized Price Trend
Discount and units by segment by quarter, realized price per seat as it happened, and realized price at a held base-period mix. The difference between the last two is the mix contribution, stated rather than buried.
06
How a Concession Gets Priced
The worked quarter end to end with the arithmetic shown, including one deal broken out line by line and the four assumptions that price the non-price concessions.
07
Concession Policy and Trade Guidance
A standing policy whose thresholds read the total, plus five terms that need approval regardless of it. Then a reference document a rep opens mid-negotiation: what each give costs, what to ask for instead, and the order to give things in.
08
Discounting Against Policy
The quarterly readout in six sections, each explaining why the one above it was not the whole answer, ending in four decisions somebody can say yes or no to in the meeting.
Sales Discount Tracking Template