Pricing and approvals
Every discount has an owner.
Price erosion in flex is rarely one big decision. It is many small ones nobody approved. rivonOS sets the price once, routes every discount to the right people and records what each concession costs over the full term.
“Who said we could go to ₹10,900?”
The salesperson asked on WhatsApp. Somebody replied with a thumbs up. Six months later, finance finds the rate on an invoice and nobody can say who agreed to it, or why.
- Rack and target prices live in a spreadsheet with three versions.
- Sales doesn't know the floor price, so every deal is a negotiation with the regional head.
- A free month here and a waived escalation there are never added up.
- Approvals sit in chat threads and inboxes, not on the deal.
What one discount costs
Northstar's quote is ₹1,500 a seat a month below target. That looks small on one invoice. Over the term it is not.
₹1.30 Cr
below target over 36 months, before escalation.
- Target less proposed
- ₹12,400 − ₹10,900 = ₹1,500
- × seats × months
- ₹1,500 × 240 × 36 = ₹1.30 Cr
- A year
- ₹43.2L
- With 8% escalation on the gap
- about ₹1.40 Cr
This discount was approved. Across Altura's portfolio, concessions on record add up to ₹2.38 Cr a year. Illustrative data.
How the Northstar price gets approved
Price book
Kharadi dedicated desks: rack ₹13,200, target ₹12,400. Finance set the floor; sales can't see it.Quote
Rhea quotes ₹10,900 a seat. rivonOS shows it is 12.1% below target and 17.4% below rack, and still above the floor.QT-2026-0418, 5 Oct 2026
Route by level
More than 10% below target, so the request goes to Kunal Shah (sales manager), then Priya Nair (regional commercial head), then Arjun Mehta (CFO).Approve with a reason
Each approver sees the quote and how far it is below target. Arjun approves with the reason: strategic enterprise account.Approved 6 Oct 2026, 14:32
On record
The concession goes to the exceptions register with its cost. If the agreement later differs from this quote, it comes back for approval.
Sales Manager
Limit ≤ 5%
Kunal Shah, approved 06 Oct, 12:02
Regional Commercial Head
Limit ≤ 10%
Priya Nair, approved 06 Oct, 13:40
Finance / CFO
Limit > 10%
Arjun Mehta, approved 06 Oct, 14:32
Requested by Rhea Malhotra. Nobody can approve their own quote or two levels of the same one.
- Price per seat
- ₹12,400 to ₹10,900
- Requested by
- Rhea Malhotra
- Final approval
- Arjun Mehta
- Reason given
- Strategic enterprise account
- When
- 06 Oct 2026, 14:32
Written with the change itself, with the values before and after.
Set the price once. Decide who can move it.
Administrators set the price book and the approval policy. A second person checks both before they go live.
| Price per seat a month | Sales executive sees | Finance sees |
|---|---|---|
| Rack | ₹13,200 | ₹13,200 |
| Target | ₹12,400 | ₹12,400 |
| Floor | Hidden | ₹10,700 |
Effective from 1 Apr 2026. Activated by one person and checked by another.
| Discount below target | Route |
|---|---|
| Up to 5% below target | Sales Manager |
| Over 5% and up to 10% | Sales Manager, then Regional Commercial Head |
| Over 10% | Both of the above, then Finance or CFO |
- Time per step
- 24 hours, then escalates
- Self-approval
- Not allowed
- One person, two levels
- Not allowed
Illustrative data: Altura Workspaces and Northstar Labs are fictional. Screens are faithful renderings of rivonOS.
Leadership sees every concession, and who approved it
The exceptions register lists every discount and non-standard term with its cost over the full term, by type, centre and region.
₹98L
West region
A year, on record.
₹81L
South region
A year, on record.
₹59L
North region
A year, on record.
The register shows what was given away. It does not judge whether it was right: a strategic account may be worth it. It makes sure someone with the authority decided.
- Below-target pricing (14)₹1.12 Cr
- Rent-free months (6)₹46L
- Deposit waivers (5)₹28L
- Free parking (9)₹14L
- Non-standard escalation (4)₹22L
- Custom payment terms (7)₹16L
The full list
Everything in pricing and approvals that is live today.
Price book
- Rack, target and floor price per centre and inventory type
- Effective dates, so price changes start on a set day
- Activation needs a second person
- Floor price hidden from roles without permission
Quotes
- Versioned quotes, every version kept
- Exact decimal maths: monthly charge, GST, deposit
- Contract value with escalation compounded over the term
- Discount against target and rack, and any shortfall below the floor
- Quote PDF
Approvals
- Policy-driven, multi-level approval routes
- Limits configurable by centre or region
- No self-approval; one person cannot approve two levels
- Time limit per step, with escalation
- Approval policy activation needs a second person
Exceptions register
- Excessive discount and below-floor pricing
- Free periods and deposit waivers
- Custom payment terms and waived escalation
- Free parking and special services
- Custom clauses
- Each with its financial impact over the term
Read next: floor price and discount authority, defined.
Questions operators ask
Can approval limits differ by centre or region?
What happens if an approver is away?
Can someone approve their own discount?
Can leadership see who approved what?
Does the quote PDF show GST and the deposit?
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