Note · November 2025

Discounting as a territory habit

Teams love character explanations. “They are tough buyers.” “Construction always wants 12%.” Character is hard to manage. Geography is not. When we chart closed-won discounts against postcode and owner, the story usually collapses into one AE who trained a cluster to wait, and a manager who approved it because the quarter was thin.

The module in the intensive is not a pricing lecture. It is a map. Once the map exists, “tough buyers” has to compete with a picture. Some directors still prefer the story. We leave the map anyway.

Do not confuse this with never discounting. Public-sector tenders in Australia have rules. Scope changes have rules. Habit does not.