Discount approvals over the last 30 days:

• Approved: 9 requests, average 14% off list.
• Above policy (20%+): 2, both with a multi-year term attached.
• Pending: Fabrikam at 18%, waiting on the CRO.

Both were three-year renewals with a 20% and 22% discount. The CRO approved each because the seat count doubled, and the extra term raised lifetime value above the policy threshold.

Likely, but not guaranteed. At 18% Fabrikam is under the 20% cap, though they asked for no term commitment, which usually draws questions.

Drafted to the CRO, saved in Gmail, unsent:

Fabrikam is requesting 18% off a $72,000 deal on a 1-year term. They are in discovery, so I recommend a 12% offer and a pilot for the rest. Can you approve by Friday?