{"id":"commercial-policy","name":"commercial-policy","summary":"商業政策:販売が提供できる条件と承認のトリガーを定義するガバナンスフレームワーク。ポリシーチャーターの作成、割引・支払い・責任ルールの定義、取引の監査、地域ポリシーの作成などに利用してください。","body":"# Commercial Policy\n\nEnd-to-end commercial-policy authoring and governance: defining the rules that govern what sales can offer, what triggers approval, and what's prohibited. Pairs with our deal-desk (operational enforcement) and pricing-strategy (price-setting) skills — this is the policy that those execute against.\n\nA good commercial policy:\n- Makes deal-desk faster (fewer ambiguous cases)\n- Makes sales reps more autonomous (clearer authority)\n- Makes legal reviews lighter (most cases already covered)\n- Reduces concession drift over time\n- Provides audit-ready governance documentation\n\n---\n\n## When to use this skill\n\n| Situation | Skill applies |\n|-----------|---------------|\n| Authoring commercial policy from scratch | Yes — start with **policy charter template** + `scripts/commercial_policy_generator.py` |\n| Refreshing an existing policy (annual) | Yes — see **annual policy review** workflow |\n| Auditing recent deals for policy compliance | Yes — `scripts/policy_compliance_checker.py` |\n| Analyzing terms-deviation patterns | Yes — `scripts/terms_deviation_analyzer.py` |\n| Tailoring policy for new region / vertical | Yes — `scripts/commercial_policy_generator.py --region <X>` |\n| Drafting sales training on policy | Yes — see **training section** |\n| Setting prices (not policy on deviations) | Use `business-growth/pricing-strategy` |\n| Per-deal approval | Use `business-growth/deal-desk` |\n| Writing the specific contract | Use `business-growth/contract-and-proposal-writer` |\n\n---\n\n## What commercial policy covers\n\nStandard scope:\n\n| Domain | Policy area |\n|--------|-------------|\n| **Pricing** | Standard pricing, discount thresholds, MFN, rebates, custom-bundle pricing |\n| **Contract** | Standard term length, payment terms, renewal terms, termination, customer audit rights |\n| **Legal** | Acceptable MSA modifications, liability cap, indemnification, jurisdiction, IP |\n| **Operational** | SLA tiers, custom SLAs, security commitments, dedicated infrastructure |\n| **Customer commitments** | Reference / case study / press release obligations |\n| **Channel** | Partner discount tiers, channel-conflict rules, deal-registration |\n| **Special terms** | Performance-based payment, acceptance criteria, ramp deals |\n\nWhat it doesn't cover:\n- Day-to-day pricing decisions (that's pricing strategy)\n- Per-deal approval mechanics (that's deal-desk operations)\n- Sales targets / quota (that's compensation policy)\n- Customer success / churn-prevention tactics\n\n---\n\n## Commercial policy charter (template)\n\nThe foundational document. Every company that does $5M+ ARR needs one. Use this template:\n\n```markdown\n# Commercial Policy Charter\n\n## Purpose\nThis Commercial Policy defines the rules that govern commercial terms\noffered to customers. It is binding on all customer-facing functions\n(Sales, Customer Success, Partner / Channel) and is enforced by Deal Desk.\n\n## Scope\nApplies to:\n- All new customer agreements\n- All renewals (with material change)\n- All partner-mediated deals\n- All custom / non-standard agreements\n\nDoes not apply to:\n- Self-serve / PLG transactions per standard published terms\n- Auto-renewals at standard terms\n\n## Owners and Approvers\n- Policy owner: CRO + CFO + General Counsel (jointly)\n- Operational enforcement: Deal Desk\n- Updates: quarterly review by policy owners\n- Material changes: board awareness\n\n## Pricing Policy\n\n### Standard pricing\n- All new customers offered at published list pricing\n- Published price is canonical; deviations require approval per matrix\n\n### Discount approval matrix\n[Per the deal-desk approval matrix — see business-growth/deal-desk]\n\n### Maximum allowed discount\n- Standard maximum: 50%\n- Beyond 50%: CEO + Board awareness required\n- Discount > 60%: only with explicit strategic-rationale documented and CEO sign-off\n\n### Most Favored Nation (MFN)\n- Not granted by default\n- Granted only with: strategic-tier customer + CRO + CFO + GC approval\n- Always scoped narrowly: same product, same volume, same term length, same geography\n- Disclosure-only (never automatic price-match)\n\n### Rebates\n- Performance-based rebates allowed per partner-program tier\n- Customer-tier rebates: discouraged; if granted, time-bounded and explicit\n\n## Contract Policy\n\n### Standard term\n- 12-month contract with annual prepay\n- Auto-renew unless 90-day notice\n\n### Term flexibility\n- < 12 months: requires Director approval\n- 24-36 months: Director approval\n- > 36 months: VP Sales approval\n- Multi-year discounts: per discount matrix\n\n### Payment terms\n- Standard: Net 30, annual prepay\n- Net 45-60: Director approval\n- Net 90+: CFO approval\n- Custom milestone-based: CFO approval; revenue recognition impact reviewed\n\n### Renewal\n- Standard: auto-renew, same terms, same price (or per published renewal pricing)\n- Renewal expansion > 20%: deal-desk review\n- Renewal contraction > 10%: deal-desk review + customer success consultation\n\n### Termination\n- Standard: termination for convenience requires 90-day notice\n- Termination for cause: 30-day cure period\n- Customer-requested termination flexibility: Director approval\n- Mid-term termination rights: VP Sales approval\n\n## Legal Policy\n\n### MSA modifications\n- Pre-approved modifications: tracked list in approved-modifications appendix\n- Custom modifications: General Counsel approval required\n- Customer-supplied MSA: full GC review; default to push back to our MSA\n\n### Liability cap\n- Standard: 1x annual fees\n- 2x annual fees: GC + CFO approval\n- > 2x annual fees: CEO sign-off\n- Carve-outs: IP infringement, gross negligence, willful misconduct — always uncapped\n\n### Indemnification\n- Standard mutual indemnification per template\n- Customer-favorable indemnification: GC approval\n- Defense / settlement control: vendor by default; customer-controlled needs CEO\n\n### Jurisdiction and governing law\n- Standard: vendor's jurisdiction\n- Customer jurisdiction: GC approval\n- Arbitration vs litigation: per template; deviations need GC\n\n### IP\n- Standard: each party retains pre-existing; joint inventions per default\n- Customer-favorable IP terms: GC approval\n- Source code escrow: only for OEM / strategic; never standard customer\n\n## Operational Policy\n\n### SLA tiers\n- Standard published SLA (99.5%)\n- Enhanced SLA (99.9%): per published pricing\n- Custom SLA: Customer Success + Engineering approval; pricing premium per agreement\n- Custom SLA with penalties: CRO + CCO + Engineering approval\n\n### Security commitments\n- Standard SOC 2 / ISO 27001 commitments per template\n- Custom security: CISO + GC approval\n- Customer audit rights: GC approval (limited to annual, with notice, third-party auditor)\n\n### Dedicated infrastructure\n- Not standard; available only with CTO + GC approval\n- Premium pricing required\n\n## Customer Commitments\n\n### Reference / case study requests\n- Standard: requested but not required\n- Discounted deals (> 15%): case study or reference required as condition\n- Strategic logos: explicit case study + press release commitment\n\n## Channel Policy\n\n### Partner-mediated deals\n- Per Partner Agreement; discount per tier\n- Deal registration governs conflict\n- Direct rep authority same as direct deals on partner-led opportunities\n\n## Special Terms\n\n### Performance-based payment\n- Payment-on-acceptance / acceptance criteria: CFO + GC approval\n- Milestone payments: CFO approval\n\n### Ramp deals\n- ≤ 3 months: Sales Manager\n- 3-12 months: Director\n- > 12 months: VP Sales\n\n### Source code escrow (for customer)\n- Not standard; available only with CTO + GC approval\n\n## Documentation Requirements\n\nEvery non-standard deal documented per Deal Desk packet template:\n- Deviation explicitly listed\n- Justification documented\n- Approver identified\n- Customer commitments (if any) explicit\n- Expiration / conditions clear\n\n## Annual Review\n\nThis policy is reviewed annually by CRO + CFO + GC.\nMaterial changes communicated to sales with training.\n\n## Effective Date\n<date>\n## Last Updated\n<date>\n## Approved By\n- CRO: <signature>\n- CFO: <signature>\n- GC: <signature>\n- Board (acknowledgement): <date>\n```\n\nSee [references/commercial-policy-charter.md](references/commercial-policy-charter.md) for the full annotated charter with notes on each section's typical contentious issues.\n\n---\n\n## Discount and terms policy details\n\nSee [references/discount-and-terms-policy.md](references/discount-and-terms-policy.md) for deeper guidance on:\n\n- Discount-percentage policy by ACV bracket\n- MFN clause design (when to allow, how to scope)\n- Performance-based rebate structures\n- Multi-year discount mechanics\n- Payment-term flexibility and revenue-recognition implications\n- Renewal pricing policy (escalators, holds, contraction)\n\n---\n\n## Contract and commercial guardrails\n\nSee [references/contract-and-commercial-guardrails.md](references/contract-and-commercial-guardrails.md) for deeper guidance on:\n\n- Acceptable MSA modifications (a list-based, not case-by-case approach)\n- Liability cap negotiation\n- Termination rights design\n- IP and joint-development clauses\n- Customer audit rights\n- Cross-jurisdictional terms (EU vs US vs APAC)\n\n---\n\n## Clarify First\n\nBefore generating the policy, confirm these inputs. If any is unknown or vague, ASK — do not assume:\n\n- [ ] **Company stage + ARR scale** — drives whether a full charter is warranted and how tight thresholds should be\n- [ ] **Approver structure** — who owns the policy and sits in the chain (CRO/CFO/GC, VP Sales, Director) (populates Owners/Approvers and every approval line)\n- [ ] **Region / jurisdiction** — US / EU / APAC (changes payment norms, governing law, and triggers a regional overlay)\n- [ ] **Max discount + liability risk appetite** — the discount ceiling and liability-cap tolerance (drives the Pricing and Legal policy sections)\n\nStop rule: ask only the 2-3 that most change the output. If the user says \"just draft it,\" proceed and list your assumptions at the top of the policy.\n\n## End-to-end workflows\n\n### Workflow: Author commercial policy from scratch\n\n1. **Assemble policy committee** — CRO + CFO + GC sponsors + Deal Desk Lead + Sales Operations\n2. **Inventory current deals** — what terms have been offered? What's been ad-hoc?\n3. **Identify policy gaps** — areas where ad-hoc behavior is hurting (concession drift, customer surprises)\n4. **Draft charter** using template; one section per domain\n5. **Internal review** — Sales VP, Eng VP, CISO, Customer Success VP, Finance for revenue recognition\n6. **Pilot** with sales managers for 30 days — collect feedback\n7. **Final approval** — CRO + CFO + GC sign-off; board awareness\n8. **Sales training** — workshop + recorded session + quick-reference cards\n9. **Publish** to sales wiki / partner portal / customer-facing communications team\n10. **Quarterly review** thereafter\n\n### Workflow: Refresh existing policy (annual)\n\n1. **Pull deal data** for past 12 months: discount distribution, terms deviations, approvals\n2. **Identify drift** — what's the deviation rate by policy category?\n3. **Survey sales managers** — what's working / what's blocking\n4. **Survey customers** — what terms have been requested but declined?\n5. **Identify market shifts** — competitive landscape, customer expectations\n6. **Draft amendments** — specific policy changes with rationale\n7. **Approve** with CRO + CFO + GC\n8. **Communicate changes** to sales with training\n9. **Update charter** + effective date\n\n### Workflow: Audit deal compliance\n\n1. **Export deals** from CRM for the period\n2. **Run compliance checker** — `scripts/policy_compliance_checker.py --deals deals.csv --policy policy.yaml`\n3. **Review non-compliant deals** — investigate each: was the deviation approved? was it documented?\n4. **Categorize**:\n   - Compliant with approved deviation: OK\n   - Non-compliant unapproved: investigate; corrective action\n   - Compliant but suggests policy gap: amend policy\n5. **Report** to policy committee; track corrective actions\n\n### Workflow: Generate region-specific policy\n\n1. **Identify region-specific requirements** — currency, jurisdiction, payment norms, regulatory\n2. **Run** `scripts/commercial_policy_generator.py --base policy.yaml --region <region>` to get base + regional overlay\n3. **Tailor** further with local team (regional VP Sales, regional GC, regional CFO)\n4. **Approve** through standard governance\n5. **Communicate** to regional sales\n\n---\n\n## Anti-patterns\n\n- **Policy without enforcement.** Written policy + ad-hoc execution = policy is theater.\n- **Policy that's never updated.** Markets shift; competitive landscape changes; policy goes stale.\n- **Policy with no compliance audit.** Without measurement, you can't tell if policy is followed.\n- **Policy too restrictive.** When sales bypasses constantly, the policy is wrong; tighten or loosen.\n- **Policy too lax.** When everyone \"complies\" but margin still erodes, policy doesn't constrain enough.\n- **Policy authored without sales input.** Reps see it as imposed; comply minimally.\n- **Policy with no training.** Reps don't know what they can offer; default to over-asking deal desk.\n- **Policy that's a contract appendix.** Buried in legal docs; never read.\n- **Same policy across regions** when market conditions differ substantially.\n- **Policy reviewed only after a customer complaint.** Reactive only.\n\n---\n\n## Tooling outputs\n\n| Script | Input | Output |\n|--------|-------|--------|\n| `scripts/policy_compliance_checker.py` | Deal CSV + policy YAML | Per-deal: compliant / non-compliant with policy violation listing; aggregate compliance metrics |\n| `scripts/terms_deviation_analyzer.py` | Deal CSV | Deviation patterns: which terms most often deviate? from which standard? by what magnitude? |\n| `scripts/commercial_policy_generator.py` | Base policy YAML + optional region overlay | Generated policy document (markdown), tailored to company stage, ICP, region |\n\nAll scripts: stdlib only, argparse CLI, JSON or markdown output.\n\n---\n\n## References\n\n- [commercial-policy-charter.md](references/commercial-policy-charter.md) — full annotated charter with notes on each section\n- [discount-and-terms-policy.md](references/discount-and-terms-policy.md) — discount, MFN, rebate, payment-terms policy depth\n- [contract-and-commercial-guardrails.md](references/contract-and-commercial-guardrails.md) — MSA modifications, liability, termination, IP\n\n---\n\n## Related skills\n\n- `business-growth/deal-desk` — operational enforcement of policy\n- `business-growth/pricing-strategy` — sets prices that policy governs deviations from\n- `business-growth/contract-and-proposal-writer` — drafts contracts respecting policy\n- `business-growth/channel-economics` — channel deals subject to policy (with overlay for partners)\n- `business-growth/partnerships-architect` — partnership terms subject to commercial-policy oversight\n- `c-level-advisor/cs-cro-advisor` — CRO is co-owner of policy\n- `c-level-advisor/cs-cfo-advisor` — CFO is co-owner of policy\n- `ra-qm-team/soc2-compliance-expert` — policy compliance is audit-relevant evidence","author":"@borghei","ownerProfile":null,"authorContacts":null,"sourceUrl":"https://github.com/borghei/Claude-Skills/tree/main/business-growth/commercial-policy","license":"MIT","category":"writing","lang":"en","tokens":3303,"stars":0,"calls30d":1,"claimed":false,"visibility":"public","origin":"crawler","version":"0.1.0","createdAt":"2026-08-22","updatedAt":"2026-08-22","files":[{"path":"references/commercial-policy-charter.md","size":11093,"sha256":"155939f80e89caa1324129faa241ee43a0e16b0d5e3b8fadccb7384c824e7f84"},{"path":"references/contract-and-commercial-guardrails.md","size":12142,"sha256":"fd9ac3f8af0a79eb32c1311a8430fb784e9971fb6fbead6a06304e9ec3e59891"},{"path":"references/discount-and-terms-policy.md","size":11945,"sha256":"eca94bc8f5fd815173beed22e90f3b3d599538c67a0af8a64e6a8ee2f1509080"},{"path":"scripts/commercial_policy_generator.py","size":12862,"sha256":"7b73a229c234d40fbafa7bcfc9bfcedb8c5aedfe709f4162ddcc7e2f8b22224d"},{"path":"scripts/policy_compliance_checker.py","size":12625,"sha256":"3c5c64908992c0791cce1c42ea028418ea3f67763ef6305f622414c15aeb52da"},{"path":"scripts/terms_deviation_analyzer.py","size":10312,"sha256":"4a8797dbde96deb286e1d28e99a7a2f354850e83fa0787c5c5a922f3320c714c"}],"requires":{"mcp":[],"tools":[]},"safety":{"flags":[],"scannedAt":"2026-08-22","hasScripts":true,"networkEndpoints":[]}}