quenlo/
Security
How quenlo/ cut average discounts by 34% by talking value earlier
Industry
Security
Team
50 AEs, 7 managers
Rolled out
10 days
Plan
Enterprise
−34%
Average discount on closed-won deals
+15%
Average contract value
3.2
Pricing scenarios run per rep each week
The challenge
quenlo/ was winning deals but giving away margin to do it. Reps reached for a discount the moment a buyer hesitated on price, often before value had come up at all.
What they tried
Leadership tightened discount approvals. Deals slowed down, reps escalated more, and the discount still showed up at the end of the quarter.
Rolling out Dryrun
Enablement set up pricing scenarios with buyers who push back hard and reward reps who tie price to risk. The scorecard flagged any discount offered before value was established.
“The pricing scenarios changed how early our team talks about value.”
Ravi Menon, Sales Director, quenlo/
The results
Over two quarters, the average discount on closed-won deals fell by a third, and average contract value grew 15%.
More customer stories
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