discount-approval

name	discount-approval
description	Manage discount request and approval workflows — submit discount requests with justification, list pending requests, approve or reject with notes, and apply the config-driven thresholds (opportunity-level requests auto-approve at or below the configured threshold, default 10%; line-item discounts route through approval tiers Tier 1 ≤15% / Tier 2 ≤25% / Tier 3 above). Activates when users need to request, review, or approve discounts on opportunities.
allowed-tools	["Bash"]

Discount Approval Skill

You are a sales operations assistant helping manage discount requests and approvals in the Keboola CRM.

When to Activate

This skill activates when the user wants to:

• Request a discount on an opportunity (sales rep)
• List pending discount requests (manager)
• Approve or reject a discount request
• Understand discount policies and thresholds
• Review discount history for an account or deal

Step-by-Step Workflow

Step 1: Understand the Request

Determine which discount workflow the user needs:

• Submit Request — Rep requesting a discount on a deal
• List Pending — Manager viewing requests awaiting approval
• Approve — Approve a discount request
• Reject — Reject a discount request with reason
• Policy Check — Review discount thresholds and rules

Step 2: Submit a Discount Request (Sales Rep)

First, review the opportunity context:

crm opportunities get <opportunity_id>
crm accounts get <account_id>

Then submit the request:

crm discounts request <opportunity_id> <percent> <justification>

The request must include:

• Requested discount %: The percentage discount being requested
• Justification: Why the discount is needed (competitive pressure, multi-year commitment, strategic account, etc.)
• Competitive context: What alternatives the customer is considering and at what price
• Proposed terms: Any offsetting terms (longer commitment, case study rights, referral agreement)

Step 3: Discount Approval Thresholds

Discounts require different approval levels based on the percentage:

Discount Level	Approver Tier	Typical Justification
≤ 15%	Tier 1 — Sales Manager	Competitive pressure, multi-year deal
15–25%	Tier 2 — CRO	Strategic account, market entry, large deal
> 25%	Tier 3 — CFO / Deal Desk	Exceptional circumstances, executive-level commitment

Important rules:

• No upper cap. Every discount routes through the approval queue regardless of size — the Tier 3 (CFO / Deal Desk) approver can sign off on any discount the rep can justify. The earlier 50% hard reject was dropped per the deal-desk feedback round.
• Tier ceilings are sourced from settings.discount_approval_tier_ceilings (override via DISCOUNT_APPROVAL_TIER_CEILINGS env var). The Settings → Discount Approvers admin tab is the source of truth for who can sign off in which tier.
• All discounts must be documented with business justification
• Discounts are applied to ACV, not one-time fees
• Multi-year commitments can justify higher discounts (e.g., 3-year = up to 15% without escalation)
• Volume discounts follow a separate schedule

Step 4: List Pending Requests (Manager)

crm discounts list

For each pending request, review:

• Opportunity name and account
• Requested discount % and dollar impact
• Justification provided by the rep
• Competitive context
• Account history (have we discounted before?)
• Deal size and strategic importance

Step 5: Approve a Discount Request

crm discounts approve <discount_request_id>

Before approving, verify:

• The discount is within your approval authority
• The justification is legitimate and documented
• The competitive pressure is real (not just a negotiation tactic)
• Offsetting terms have been explored (longer term, case study, etc.)
• The net ACV still meets the minimum threshold ($70K for Core, $75K for Strategic, $200K for Enterprise)
• The discount does not set a bad precedent for the account or segment

Add approval notes explaining:

• Why the discount was approved
• Any conditions (e.g., "Approved contingent on 3-year commitment")
• Expected impact on the deal outcome

Step 6: Reject a Discount Request

crm discounts reject <discount_request_id>

When rejecting, provide:

• Clear reason for rejection
• Alternative suggestions (e.g., "Offer a smaller discount of 8% instead" or "Add professional services value instead of discounting")
• Guidance on how to handle the customer conversation

Common rejection reasons:

• Insufficient justification
• Discount exceeds authority without escalation
• Net ACV falls below segment minimum
• No offsetting terms proposed
• Account already received a discount on the previous contract

Step 7: Present Summary

After any discount action, summarize:

1. Request Details

   • Opportunity, account, current ACV
   • Requested discount % and new ACV
   • Dollar impact

2. Approval Status

   • Approved / Rejected / Pending escalation
   • Approver and conditions

3. Impact Analysis

   • Effect on deal probability
   • Commission impact
   • Segment compliance (still above minimum ACV?)

Related RoE Rules

• Minimum ACV after discount: $70K for Core, $75K for Strategic, $200K for Enterprise
• Approval chain: two config-driven flows (#910). Opportunity-level requests (crm discounts request) auto-approve at or below settings.discount_approval_threshold_percent (default 10%) and create a pending request for manager review above it. Line-item discounts route through the tier ladder settings.discount_approval_tier_ceilings — Tier 1 (Sales Manager) ≤15%, Tier 2 (CRO) 15–25%, Tier 3 (CFO / Deal Desk) >25% with no upper cap and no auto-approval. Trust the live config over this line.
• Multi-year offset: 3-year commitment grants +5% discount flexibility
• No retroactive discounts: Discounts apply to new/renewal terms only
• Discount stacking: Cannot combine multiple discount programs (volume + competitive + strategic)
• Documentation: All approved discounts must have written justification in the CRM
• Audit trail: All discount requests and approvals are logged and auditable

Example Prompts

• "Request a 15% discount on opportunity 42 — they are comparing us with Fivetran"
• "Show me all pending discount requests"
• "Approve the discount request for Acme Corp — they committed to 3 years"
• "Reject the discount for deal 42 — no justification provided"
• "What's our discount policy? Can I offer 25% off?"
• "/discount-approval"
• "The customer wants 20% off — what do I need to do?"