Margin-Calibrated Discounting

SPP's term for the practice of engineering a smooth pricing surface that produces a targeted net price at every commitment level a customer might make, calibrated so that gross margin is the primary lever rather than revenue. The pricing surface replaces tier-step discount tables with a smooth net-price function whose slope (the rate at which discount accumulates with volume) is engineered against margin targets at every threshold, not just at tier boundaries. The practice removes the cliff-edge negotiation behaviors tiered breaks invite (customers gaming the volume threshold; reps round-tripping through the next tier just to access the next discount).