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Pricing & deals
Multi-year deals
Contracts longer than a year, usually with a discount for the commitment. They lock in revenue, reduce churn risk, and complicate ACV, quota credit, and cash.
Owned by: Sales ops managerTest band: Sales ops manager
In practice
Decide how a three-year deal is quota-credited before the first one closes. Paying full commission on TCV up front is a cash problem in year one.
The kind of thing the test asks
- A three-year $300k deal is closed. Paying full commission on TCV at signing…
More in pricing & deals
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