This all makes for a great argument for REALLY knowing your numbers. I'm amazed sometimes at how little grasp of both unit economics and OpEx some clients have.

This all makes for a great argument for REALLY knowing your numbers. I'm amazed sometimes at how little grasp of both unit economics and OpEx some clients have. I'll just say that for us an agency (with the strategy I outlined in this post or really any other at all), the better a client understand their numbers and has clarity about goals, the better we can build a strategy (including the discounting strategy, which you bring up here) that makes sense to meet those goals. From there it's just a matter of tailoring the strategy to the best practices.