Approvals

The routed concession includes line discounts and discretionary header discounts on a comparable commercial value basis. Allocated system bundle benefits are identified separately under their approved promotion rules. A rep cannot reduce the apparent request by splitting it across rows or labeling a manual concession as a bundle benefit.

Floors are checked after all discounts have been allocated to the affected lines. The review therefore catches a header discount that takes a line below its permitted effective price. Included components and a zero list basis receive explicit handling, while missing cost remains unknown rather than becoming an invented positive margin.

The active matrix defines discount bands, required tiers, parallel decision rules and escalation policy. Band boundaries must be unambiguous. A gap, overlapping range, inactive signer or missing authority holds the request for resolution.

Chained tiers activate in their required order. Where every assigned approver is required, each must approve. Where one decision resolves a parallel group, the other steps retain an explicit superseded or skipped outcome under that policy. No routing ambiguity silently becomes approval.

Submission freezes a complete quote versions packet and its commercial lines. Each approval step identifies that version, content digest, requested amount or percentage, policy revision and assigned reviewer. Lines, options, dates, milestones and terms cannot change underneath a pending decision.

Approvals Awaiting Me presents the reviewer’s assigned pending steps. The reviewer sees the pricing allocation, floors, margin evidence, configuration warnings, justification and special terms. They approve or reject the packet with a recorded decision and comment.

An owner or material editor cannot supply the independent decision on that same revision. A Sales Manager who helped edit a team quote therefore needs the applicable independent reviewer. Deal Desk can decide its assigned terms work, but cannot approve every terms row merely because the role can read it.

A rejected request retains its decision and reason. Sales Rep withdraws or creates the permitted fresh draft revision, makes the change and submits a new packet. Earlier approval steps remain attached to the content they reviewed.

Approved content is also protected. A changed quantity, configuration, term, price allocation, billing plan or clause invalidates the old clearance for the new revision. Rechecking only whether the percentage increased would miss other material changes.

Approval delegations record the original authority, eligible delegate, scope and effective period. An independent authorized Admin or Executive Approver approves the grant, excluding its principal and delegate. A decision requires a live grant, the delegate’s active role and a conflict check against ownership and editing. Both the actual decision-maker and represented authority remain on the step.

The decision itself is still Approved or Rejected. Delegation is evidence of who could act; it is not a substitute outcome that prevents the approval chain from completing.

Escalation follows the configured policy and links the replacement work to the timed-out step. It explicitly records which obligation was replaced and which lower-tier decisions remain necessary. At the highest tier, an unresolved timeout stays visible for intervention rather than approving itself.

Admin prepares matrix changes through master changes. An independent authorized Admin or Executive Approver reviews the proposed revision before activation. The author cannot activate their own proposal, and new settings do not rewrite decisions already made under an older version.

Quotes Awaiting Approval shows the broader queue. Approval Bottlenecks reports elapsed review time and delegation or escalation paths. Discount Leakage and Win Rate by Discount Band support commercial review using the recorded discount basis, without treating approval as proof of a successful sale.