pricing-quarterly-review

name	pricing-quarterly-review
description	The quarterly pricing review cadence — the operating practice that prevents pricing drift. Produces a quarterly review agenda, the data pull list (close-rate, discount-rate, pocket-price waterfall, tier-landing distribution, WTP refresh status), and the verdict format (hold / iterate / escalate to tribunal). Loaded by the main pricing skill when the operator asks about quarterly review, ops cadence, or "what should I check on pricing this quarter."
user-invocable	false
allowed-tools	["Read","Write"]

Pricing Quarterly Review — sub-skill

The operating practice. Pricing that doesn't get reviewed gets eroded. The quarterly review IS the compounding moat.

Activation

Routed here when operator says:

• "Quarterly pricing review"
• "What should we check this quarter on pricing"
• "Pricing ops cadence"
• "Schedule the pricing review"
• "First quarterly review on pricing"

The cadence

Quarterly, NOT annually. Annual pricing review = annual pricing drift.

Quarter	Focus
Q1	Annual price + tier review; budget-cycle alignment
Q2	Discount discipline + pocket-price waterfall refresh
Q3	Tier landing distribution + decoy / anchor health
Q4	WTP refresh for one PSP per year (rotating); annual renewal price-increase preview

This is a rolling cadence — each quarter has a focus, but the core data pull happens every time.

The core data pull (every quarter)

Metric	Source	What to check
New-logo ACV	CRM	Trend vs last 4 quarters; PSP-segmented
Close-rate by tier	CRM	Healthy: target tier ~75%, decoy ~5-10%, anchor 10-25%
Mean discount %	CRM	Trend vs last 4 quarters; PSP-segmented
Discount-policy compliance	CRM	% of deals discounted within policy vs outside
Walk-away rate	CRM	Lost-to-price as % of opportunities — and the verbatim quotes
Pocket-price waterfall	Billing system + CRM	Recompute via pricing-pocket-waterfall skill
Tier landing distribution	Billing system	Compare to target distribution
Renewal churn	Billing system	Especially mid-renewal price changes; expansion vs contraction
Top-decile vs median ACV ratio	Billing system	Healthy: 5-15x for healthy value-metric; <3x = misaligned metric
Competitor prices	Manual or scraping	Snapshot for the file (not for decision-making — see banned patterns)

The review agenda (90 minutes)

Minutes 0-15 — Data check-in

Walk through the 10 metrics above. State of each: trend up / down / flat. Surface anomalies.

Minutes 15-30 — Discount-discipline review (Q2 deep-dive)

Per the pocket-price waterfall — which leak step is largest this quarter? Is the discount policy working? Any individual reps drifting?

Minutes 30-45 — Tier landing + decoy health (Q3 deep-dive)

Is the target tier still ~75% of new logos? Is the decoy still doing its job (T2 obviously better)? Is the anchor tier still credible (≥3x target, real buyers)?

Minutes 45-60 — WTP signal review (Q4 deep-dive)

What did this quarter's walk-aways say verbatim? Any PSP-specific patterns? Is it time for a structured WTP refresh?

Minutes 60-75 — Decisions

Three verdict categories:

1. HOLD — Pricing is healthy. Schedule next quarterly. No action this quarter.
2. ITERATE — Surface a specific tuning (a specific discount policy change, tier-card copy refresh, feature shift). Routine-tier; no tribunal required.
3. ESCALATE TO TRIBUNAL — Material or Strategic change needed. Route to pricing-tribunal for hypothesis + test design.

Minutes 75-90 — Calendar + ownership

• Calendar next quarterly review (90 days out)
• Calendar 30-day check-ins on any ITERATE actions
• Calendar tribunal kick-off if applicable
• Document the verdict + reasoning in pricing.review.log[]

Attendees (REQUIRED)

Role	Why
Pricing owner (often CEO, COO, VP Product)	Final accountability for pricing
Sales leader	Discount discipline + buyer feedback
Finance / RevOps	Pocket-price + waterfall numbers
Product leader	Packaging + tier feature decisions

Don't run a pricing review without all four. Single-perspective reviews produce single-perspective decisions.

The review log

Every quarter's review goes in brand-config.json under pricing.review.log[]:

{
  "date": "2026-04-15",
  "quarter": "Q2 2026",
  "focus": "Discount discipline + pocket-price waterfall refresh",
  "metrics_snapshot": { ... },
  "verdict": "ITERATE",
  "actions": [
    "Tighten ramp discount policy: rep authority 0-15% (was 0-20%)",
    "Add reason-code requirement to all >10% discounts"
  ],
  "next_review": "2026-07-15",
  "attendees": ["..."]
}

The log is the compounding moat. The first review is harder than the fifth. The fifth is harder than the twentieth.

Workflow

1. Pre-review data pull

Run pricing-pocket-waterfall + grab CRM exports for the 10 metrics.

2. Generate the agenda

Output the 6-section agenda with the operator's actual metrics populated. Highlight anomalies (any metric ≥1 SD from the trailing 4-quarter mean).

3. After the meeting

Capture the verdict + actions + next-review-date. Update brand-config.json review log.

4. Schedule

• Calendar next quarterly
• Calendar any 30-day check-ins on ITERATE actions
• Calendar tribunal kick-off if ESCALATE

Self-check

• Agenda covers all 6 sections
• Data pull is complete or data gaps flagged
• Attendees include all 4 roles
• Verdict is HOLD / ITERATE / ESCALATE (no "let's revisit next quarter" vagueness)
• Actions are specific (not "improve pricing")
• Next review calendared

Reference

• ../../pricing/references/pricing-framework.md — operating-practice section
• ../pricing-pocket-waterfall/SKILL.md — the waterfall refresh
• ../pricing-tribunal/SKILL.md — for ESCALATE decisions
• ../pricing-renewal-discipline/SKILL.md — for renewal price changes