Growth · Sales
Value-based ROAS case holds the line on a discount request
Sales Materials Transformation · Strategic Account Development
Categories
Growth · Sales
Subcategories
Sales Materials Transformation · Strategic Account Development
Metric categories
- Revenue & Deal Value Growth
At a glance
Value-based ROAS case holds the line on a discount request
A value-based ROAS case (20-30x) held the line against a discount request after a feature outage, closing the deal on time at full price.
20-30x demonstrated ROAS
deal signed on time with no discount conceded
Background
Ahead of a signing, a feature experienced a major failure and downtime, and internal stakeholders began pushing back on the champion and conceding to a discount request from procurement.
Goal
Support the champion in winning the deal without the business conceding on price.
The Work
Applied a value-based approach showing 20-30x ROAS from the implementation even without the broken feature, and offered free temporary test access to a module the customer hadn't originally intended to buy.
Outcome
The customer signed on time without the requested discount, is a happy, well-paying account, and the broken feature has since been fixed.
