Bonus
Materials

The Concession Hierarchy Sheet

Every commercial debt problem I've ever cleaned up for a client started the same way: in sales. Someone made today a good day for themselves by making a renewal, two years out, a bad day for someone else.

A concession hierarchy is how you stop that. It's a pre-approved sequence of what your sales and CS teams can give away in a negotiation, and in what order, before anyone has to escalate. We structure it along two axes: how long a concession lasts (one-off, time-limited, or permanent), and which of five types it is, ranked from cheapest to most dangerous, guarantees, planned concessions, bonuses, discounts, and unplanned contract concessions.

This is the actual sheet we hand to clients.

Troubleshooting Packaging

Packaging never comes out clean on the first pass. You'll have leftover features with nowhere to go, a leader feature that doesn't fit your core, real costs you forgot to name.

This video walks through the ten problems we see most often, and exactly how to fix each one, from sorting residual features with the old leader/filler/killer/add-on model, to zooming out and asking honestly whether your structure actually fits your price point.

Packaging Sketches, in Practice

Before you run a packaging workshop, you need 10 to 20 rough sketches on the table, not polished tiers, just enough to force the real conversation between Product and Sales.

This video shows how we actually ran that exercise with a client: the sketches we started with, the ones that survived, and the one everyone in the room could finally agree on.