Average New Companies Discount Size
The typical discount per enterprise deal — how much of each company win is bought with price.
What is it?
Average New Companies Discount Size is the typical discount per discounted new company — the same measure as its account cousin, at the organisation level. Because company deals are larger, the discounts here are bigger and more negotiated.
It is a direct read on how much of each enterprise win is bought with price. A steadily rising average signals either that your list pricing is too high for the segment or that your sales incentives reward discounting over holding the line.
How to calculate?
Divide the total discount applied across new companies by the number of discounted new companies in the period. Keep the company definition consistent with your other company-level metrics so the figures reconcile.
Compare it to the account-level discount size: a much larger company average is expected, but a widening gap means enterprise concessions are outpacing the rest of your book.