Variable Consideration Battlecards
Use concise responses for common variable consideration pressure points.
The implementation bonus is guaranteed because the customer wants us live. Use when confidence is high but acceptance evidence is unresolved. Your line We can estimate the bonus, but revenue needs evidence that a significant reversal is unlikely when acceptance is resolved. Treating customer enthusiasm as acceptance evidence. It keeps the estimate visible while applying the constraint. The rebate is unlikely, so keep gross revenue for now. Use when a volume tier is commercially plausible but not fully analyzed. Let's estimate the expected tier using orders and run rate, then record revenue net of any rebate that is supportable. Waiting…
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