2 min lesson
Levers you can pull on price
Put yourself in this case: "Procurement asks for a 25% discount to expand from 50 to 200 seats. What's your play?" Give the clearest next step.
Step 1 of 3
Levers you can pull on price
When procurement pushes on price, you have moves that protect the value story and moves that erode it. Know which is which before you walk into the room.
Interactive diagram. Tab through its regions; each focused region shows its detail in the panel below.
diagram: compare
Concede on term or ramp before rate - a flat discount becomes the floor for every renewal.
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Optional practice
Practice: Levers you can pull on price
QWhat's the strongest basis for a seat expansion at Cursor?