CHANNEL-PROGRAM-MANAGEMENT5 MIN READ
Hold The Margin Exception Line With A Strategic Partner
Use BATNA thinking to protect program margin while offering a relationship-preserving alternative.
Marcus M Strategic alliance director 1 Acknowledge 2 Boundary 3 Alternative Margin pressure Thursday 4:10 p.m. Partner call Marcus says the partner needs 18 extra points or the customer will choose a competitor. The deal is large, but the exception would break the program guardrail. Your reply will set both a commercial outcome and a precedent for future strategic-partner requests. 18 pts extra discount requested $760k deal value in play
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