Rate Card Quoting
Build consistent enterprise quotes using a clear rate card and contract rules.
Quick checklist
- Keep one rate card source of truth.
- Define unit names and billing cadence.
- Set discount limits by tier.
- Include minimum commitments if needed.
- Review rate cards quarterly.
Step-by-step
- Define core units and overage rates.
- Map units to tiers and segments.
- Set approved discount ranges.
- Convert quotes to ARR and TCV.
- Track deviations from the rate card.
What to watch
- Custom quotes create pricing leakage.
- Missing units cause contract confusion.
- Over-discounting erodes margin.
Common mistakes
- Using outdated rate cards in sales.
- Mixing one-off services into ARR.
- Skipping approvals on exceptions.
