Period
Showing every quote since the wizard launched · Newest quote 30 Jul 202603Concession · What we give away
Discount depth triples from 10% to 26% as quotes get bigger.
Concession rises exactly where the value concentrates. On top of the headline discount, setup fees are waived on most quotes and 192 of 380 authorised quotes run at or above their approved ceiling. The discount is not the only thing being given away.
Gradient, small to large
+16 pts
10% under $5k, 26% above $250k
Running at their ceiling
51%
192 of 380 authorised quotes
Setup fees waived
$244,175
Of $268,550 listed across all quotes
Minimum billing waived
235
Of 426 quotes
Exhibit 3.1
Average discount climbs +16 pts across the size bands, ending at 26% on the largest quotes.
Source: average non-DTOH discount by quote quoted-value band.
Exhibit 3.2
Discounts cluster at round numbers, with 323 quotes in the busiest band.
Source: non-DTOH discount, bucketed in 5-point steps.
Exhibit 3.3
Reps use 67% of the discount they are authorised for, on average.
Senior manager12.0% of 18.0%
376 quotes worth $10.1M. 192 at or above the ceiling.
Manager15.0% of 23.0%
4 quotes worth $199k. 0 at or above the ceiling.
Source: nondtohdiscountpct against approvedmaxnondtohdiscount, by required approval level.
Exhibit 3.4
Setup fees are waived on the majority of quotes, giving up $244,175 in one-off fees.
E-forms setup
370
Account setup
346
Integration setup
353
Minimum monthly billing
235
Out of 426 quotes. Bars show how many quotes waived each fee.
Source: the accountsetupfee, eformssetupfee, and integrationsetupfee fields with their waiver flags.
Exhibit 3.5
Contract concessions follow a consistent pattern rather than being negotiated case by case.
Minimum monthly billing waived
55%235 of 426
ACH / credit card payment
0%2 of 426
Candidate / student pays
0%2 of 426
Termination for convenience
0%0 of 426
30-day charge notice
0%0 of 426
CPI cap on charges
0%0 of 426
Client-jurisdiction governing law
0%0 of 426
Source: the seven contract_* boolean fields on the quote.