Define a pricing defense strategy using TechFlow's dashboard and discount policies. Simulation Details: DataPulse Analytics is a leading B2B SaaS provider specializing in enterprise-grade analytics software for mid-sized and large organizations. Their flagship product features a proprietary predictive analytics engine that helps clients achieve significant business outcomes, such as reducing operational costs and increasing efficiency. DataPulse’s solutions integrate seamlessly with existing systems, offering real-time data processing and customizable dashboards to meet diverse operational needs. While competitors often undercut prices, DataPulse focuses on delivering measurable ROI and supports clients with dedicated customer success resources and 24/7 support for Enterprise-tier subscribers. The company maintains strict discount policies to protect long-term value and equips account teams with usage metrics and coaching to communicate the value of their solutions effectively. TechFlow Industries, a manufacturing client, has rapidly grown and now exceeds the limits of their current analytics subscription. Their increased usage highlights the need for an upgrade to the Enterprise tier, which offers unlimited features and enhanced support. However, the significant price increase has met resistance from TechFlow’s CFO, who is under pressure to reduce vendor expenses and is considering competitor alternatives. You must navigate this negotiation, shifting the focus from upfront costs to the measurable business outcomes TechFlow has already achieved, and address the risks of remaining on an inadequate plan. You play as the Senior Account Manager at DataPulse Analytics, tasked with securing TechFlow’s upgrade to the Enterprise tier. Begin by consulting your Sales Manager via chat to gather usage metrics, confirm discount limits, and refine your negotiation strategy. Then, engage TechFlow’s CFO in a voice call, presenting a data-driven case for the upgrade, addressing objections, and guiding the conversation toward business impact and ROI. Your goal is to secure verbal agreement to the Enterprise plan within approved discount limits, while maintaining professionalism and trust. - Consult your Sales Manager via chat to gather key account data and clarify discount policies. - Lead a voice call with TechFlow’s CFO, presenting evidence and addressing objections. - Reframe the discussion from cost to business impact and ROI. - Achieve verbal agreement to the Enterprise upgrade within discount limits. - Demonstrate persuasive communication and negotiation skills throughout the process.