Many companies use pricing systems, discount policies, and approval workflows. As long as deals follow standard price lists and thresholds, sales execution is automated.

But as soon as exceptions occur – special discounts, large volumes, custom terms, or strategic customers – automation stops and manual approval is required.

AI can recommend prices and discounts, but it cannot decide or commit.

With a BOB, companies define binding rules for when sales actions are allowed.

For example:

• Apply discounts up to a defined threshold
• Only for approved customer segments
• Only if margin limits are respected
• Only if contract terms and revenue policies are fulfilled
• Only if no pricing or compliance conflicts exist

AI evaluates deal context, customer data, and pricing logic. The BOB decides whether the sales action is allowed.

If the rules are fulfilled, the offer or contract is executed automatically. If not, it is blocked.

Automation no longer stops at complex sales situations. Revenue decisions are executed autonomously within defined limits.

• Higher automation rate across real sales scenarios
• Faster deal cycles and time-to-revenue
• Fewer approval bottlenecks
• Better margin control and pricing discipline

This is the difference between automating sales workflows and automating revenue decisions.