Discount approval

When this process is used

When sales teams request discounts beyond standard authority. When competitive situations require aggressive pricing. When large deals justify volume discounts. When strategic accounts warrant preferential pricing. Ideal for B2B sales organizations, enterprise software companies, and any business with negotiated pricing.

Roles involved

Sales representatives request discounts with business justification. Sales managers validate competitive positioning and deal strategy. Pricing teams assess margin impact and guideline compliance. Finance reviews profitability implications. Leadership authorizes significant discounts.

Outcomes to expect

Protected margins through structured discount evaluation Competitive responsiveness with efficient discount approval paths Consistent pricing discipline across sales teams and regions Documented discount rationale supporting pricing strategy refinement

Step by step process

Your version of this process may vary based on roles, systems, data, and approval paths. Moxo's flow builder can be configured with AI agents, conditional branching, dynamic data references, and sophisticated logic to match how your organization runs this workflow. The steps below illustrate one example.

Discount request submission

The process begins when a sales representative submits a discount request including the proposed discount level, deal context, competitive justification, and customer information. AI agents may validate the request against the rep's authority and flag unusual patterns.

Justification review

Sales management reviews the discount justification including competitive intelligence, customer value, and deal strategic importance. They assess whether the discount is necessary to win the business and whether alternatives exist.

Pricing and margin analysis

Pricing teams evaluate the discount against guidelines, assess margin impact, and consider precedent implications. They provide analysis to inform the approval decision and may suggest alternative structures.

Approval decision

Based on discount level and deal size, appropriate authorization is obtained. Discounts within manager authority may be approved directly. Larger discounts escalate through approval tiers. Decisions include any conditions or restrictions.

Discount application

Approved discounts are documented and applied to the deal. The discount rationale is preserved for pricing analytics. Deal outcome is tracked to inform future discount effectiveness analysis.

Inputs + systems

This process relies on deal data, pricing guidelines, discount matrices, and competitive intelligence. Triggers include sales rep requests or CPQ workflow events. Integration with CRM platforms, CPQ tools like Salesforce CPQ, and pricing systems supports discount management.

Key decision points

Key decision points include determining whether the discount justification is valid, whether the proposed level is appropriate for the situation, and whether approval should be granted or an alternative offered.

Common failure points

Discounts approved without adequate justification eroding margins. Inconsistent approvals creating pricing confusion. Approval delays causing deal losses. Discount patterns not analyzed for strategic insights.

How Moxo supports this workflow

Orchestrates discount review across sales and pricing with clear approval tiers

AI agents validate requests and flag unusual patterns

Routes approvals based on discount depth and deal size to appropriate authority

Tracks discount outcomes for pricing strategy optimization