It is late November, which means our sales team is being asked by prospects whether there is an end-of-year discount. There is not, and I want to explain the reasoning publicly so that our own people can point at it.
Terravek prices on area under management and tasked acquisitions. The cost to serve is real and roughly linear. A discount is therefore not a marketing gesture; it is a transfer from margin, and if it is available in December it was available in June.
What that means in practice: our list price is our price, volume tiers are published, and a customer who negotiates hard gets the same rate as a customer who does not. I have lost deals to this and I would rather lose them.
The corollary is that we do not run quarter-end pressure. If our account executive tells you a price expires on the 31st, that is a sackable misrepresentation and I would like to know.
There is one genuine exception: multi-year commitments get a published discount, because they genuinely change our cost of capital and our forecasting. That is on the pricing page, not in a negotiation.