How should discount governance evolve as the company scales from founder-led to a hired VP Sales or CRO — what gets locked in now to make the handoff clean?
TL;DR: When a company moves from founder-led selling to a hired VP Sales, the single highest-risk piece of the handoff is discount governance — because in the founder-led phase there usually is no discount governance, there is only the foun…
Read full answer ↗