Executive Summary
Pricing performance at a glance · Global portfolio · Q1 2026
$48.2M
Total ARR
▲ 22% YoY
112%
Portfolio NRR
▲ 3pp QoQ
78%
Price Realization
▲ 4pp vs FY24
$2.4M
Discount Leakage
ARR at risk
ARR Impacted by Pricing Decisions (Quarterly)
Pricing Health Score
74
out of 100
B+ · Good
Margin control
81
Discount discipline
67
Value capture
78
Deal velocity
62
Price Realization vs List
Win Rate by Discount Band
Renewal Uplift Realization
Executive Alerts
⚠
7 deals pending CFO approval — EMEA enterprise accounts averaging 31% discount. Combined ARR exposure $1.2M. Recommendation: enforce value-based justification memo before proceeding.
⚠
Beams AI module underpriced — CoAnalyst/CoAuthor showing 2.3× higher retention vs base tier but only 8% price premium. Repricing to 22–28% premium could recover $640K ARR annually.
⚠
3 renewals below NRR floor — SkyWest Airlines, Rail Corp AU, NovaStar Defense showing contraction. Average uplift realization 61% vs 90% contracted. Deal desk review recommended.
✓
MINT integration upsell: $680K opportunity — 14 existing customers eligible for Training Management module upgrade. Pipeline ready to engage Q2 2026.
Health Scorecard
Pricing performance across all dimensions · 100 active accounts
Price Realization
78%
▲ 4pp vs FY24
Avg Discount
18.3%
2.1pp over target
Leakage ARR
$2.4M
5% of total ARR
Portfolio NRR
112%
▲ 3pp QoQ
Gross Margin
71%
▲ 1.8pp QoQ
Avg LTV/CAC
4.2×
▲ 0.3 QoQ
Price Realization Trend (Quarterly, 5yr)
Margin by Deal Type
Avg Discount by Segment
Avg Discount by Region
Approval Exception Rate
Top Leakage Drivers
Customer Portfolio
100 accounts · aviation, defense, rail & space · MINT and Beams acquisition cohorts included
Total ARR
$48.2M
▲ 22% YoY
Avg NRR
112%
▲ 3pp
Gross Churn
4.8%
▼ 1.2pp YoY
Expansion ARR
$6.1M
▲ 34% YoY
At-Risk ARR
$3.8M
8 accounts
ARR by Industry (Bookings Impact)
5-Year ARR Growth
All Accounts
| Company | Industry | Segment | ARR | NRR | List Price | Realized | Discount | LTV/CAC | Health |
|---|
Target Accounts
20 prospects benchmarked against portfolio · GPT-4o pricing approach recommendations
AI Pricing Recommendation
Select a target account then click Generate.
← Select an account to begin
Price Book
Authoritative list prices, floor prices, and discount ceilings · Q1 2026
Modules in Price Book
8
Post MINT + Beams
Avg List vs Realized Gap
22%
$10.6M unrealized
Price Book Coverage
94%
6 exceptions logged
Below Floor Deals
4
Require CEO sign-off
Module Price Book · List / Floor / Ceiling
Module
List/yr
Floor
Max disc
Tier req.
List vs Realized by Module
Floor Price Violations (Last 4 Qtrs)
Pricing Controls
Governance health, exception tracking, and guardrail performance
Control Metrics
Exception rate (>25% disc)
14.2%
Above 10% target
Deals below floor price
4
Requires CEO
Price book compliance
94%
On target
Avg approval cycle (days)
1.8d
Target: 1d
Renewal uplift realization
71%
Target: 85%
Multi-yr contract attach
58%
▲ 6pp YoY
Exception Rate by Quarter
Exception Rate by Region
Top Leakage Drivers
Discount Approval Workflow
Governance thresholds, pending queue, and SLA performance
Approval Ladder
✓
Auto-approve · 0–10%
Rep applies directly in Salesforce CPQ. Logged for analytics. No review needed.
✓
Sales Director · 11–20%
Regional SD review. SLA 4 hrs. Deal desk notified. Value rationale required.
3
Pricing Lead · 21–25%
Value justification memo + NPV impact model. SLA 1 business day. You own this gate.
4
CFO sign-off · 26–30%
Competitor intelligence + LTV model required. SLA 2 business days.
5
CEO + CFO exception · >30%
Strategic exception only. Formal business case. Board notification for deals >$500K ARR.
Pending Approvals
Approval Cycle Time (Days) by Band
Enterprise Deal Modeler
Value-based pricing engine — anchor to value delivered, not discount applied
Deal Parameters
Account — type to search existing accounts or enter new prospect
Industry
Segment
Region
Contract term
Situation
Value Quantification
Users / employees
Avg salary ($/yr)
Compliance hrs saved/user/yr
Compliance incidents/yr
Modules in deal
OCM · Operational Content
Base · $52K/yr
✓
Safety & Risk Management
+$28K/yr
✓
Quality & Audit Tools
+$18K/yr
MINT · Training Suite
+$34K/yr
Beams · AI Enhancements
+$22K/yr
Discount Governance
Requested discount %
Justification
Value Quantification
Smart Trade Engine
UPSELL vs DISCOUNT
Deal Output
Value vs Price
AI Deal Narrative
Select an account and fill parameters, then click Generate.
Packaging & Pricing Tiers
Current architecture · MINT & Beams post-acquisition integration
Product Tier Architecture
Essential
$18K
per year · up to 500 users
✓Operational Content Mgmt
✓Document Distribution
✓Basic Compliance
—Safety & Risk
—AI Features
—MINT Training
—Beams AI
Professional ★
$52K
per year · up to 2,000 users
✓Full OCM Suite
✓Safety & Risk Module
✓Quality & Audit Tools
✓CoAuthor (AI content)
—MINT Training
—Beams AI
—Dedicated CSM
Enterprise
$140K
per year · unlimited users
✓Full Platform
✓Safety, Quality & Risk
✓CoAnalyst + CoAuthor
✓MINT Training Suite
✓Semantic Search
—Beams AI
—Multi-region
Strategic
Custom
negotiated · global enterprise
✓Full Platform + All Modules
✓Beams AI Enhancements
✓MINT Advanced Training
✓Dedicated CSM + TAM
✓SLA 99.9% + Custom APIs
✓Executive QBRs
✓Multi-region deploy
Revenue Mix by Tier
NRR by Tier
Uplift Realization by Tier
Rep Performance
Pricing discipline and commercial effectiveness by rep
Top NRR Rep
Sarah O.
127% NRR · EMEA
Highest Avg Discount
Mark T.
28.4% avg · LATAM
Lowest Win Rate
Priya M.
44% win · APAC
Most Deals Won
James R.
18 deals · NA
Discount vs Win Rate (per rep)
Rep Leaderboard