Ending the 40% discount at quarter end

A monthly retainer helped Halvard cap discounts at 15% and recover €1.2M of ARR that used to leak out at quarter end.

€1.2M

ARR recovered in a year

15%

Discount cap, down from 40%

3 weeks

To set up a deal desk

§1 SITUATION

Halvard closed a third of its new business in the last two weeks of each quarter, often at 40% off list.

Buyers had learned to wait, and finance could not forecast what a quarter would bring.

§2 APPROACH

We set a 15% discount cap with a short list of trades (longer terms, case studies, upfront payment) that earn it.

A small deal desk reviewed every exception, and I joined its weekly call for the first six months.

§3 OUTCOME

Within a year Halvard recovered €1.2M of ARR that would have gone to discounts.

The deal desk was running in three weeks, and quarter-end deals now close at list more often than not.

“The cap felt scary for one quarter. After that nobody wanted to go back.”

Signe Valdorf

CFO, Halvard People

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