Pricing & Offer Governance Framework
Decision scope
This playbook defines which marketing metrics should influence capital allocation decisions within the next 30–90 days, and which should not. This playbook is part of the broader Decision Playbooks framework used to structure executive decision-making across growth and marketing.
A decision model for defining which marketing metrics actually drive investment decisions, and when to act.
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Discounting increasing over time
Low close rates with unclear explanation
Commoditisation and weak differentiation
Conflicts between sales pressure and pricing discipline
Inputs
Offer structure and pricing architecture
Discounting patterns and deal notes
Win/loss reasons and competitor context
Delivery costs and margin constraints
Outputs
Offer structure options and decision criteria
Pricing hypotheses and test design
Discounting rules and approval thresholds
Decision triggers for packaging changes
Review cadence and accountability
Application
Used to stabilise pricing behaviour and make packaging decisions testable rather than political.
Commercial terms
Terms depend on number of SKUs/packages and sales complexity.