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APPROVALS

Service Escalation, Pricing Approval, Service Approval & MPS Pricing Approval Process

Joe Grubb avatar
Written by Joe Grubb
Updated over 3 weeks ago

All Sales users are able to “Markup” the following items in any proposal without any additional Approvals:

Name

Approved Markup

Notes/Comments

Service Escalation

11%

This is the minimum annual escalator a Rep can input before requiring an approval

Pricing Approval

-10%

This is the lowest Markup a Rep can input before requiring an approval

Service Approval

0

Any service rate discount requires an approval.

MPS Pricing

0%

Any MPS rate discount requires an approval.

Sequence of Discounts

N/A

Required for proposals that include a post-sale discount of 30% or more and holds equipment margin

At any time, you can check these amounts on the Approvals tab. In the event any of these approval amounts are exceeded, a corresponding Request from the Request tab must be submitted. You can also use the Create Request button in the Approvals tab for individual requests, Or “Request All” to generate all:

When submitting your Request, please use the text box to provide as much information as possible to support why you need this approved. More information is better – it will assist the reviewer:

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Requests will be routed, reviewed and approved or reassigned as follows until an acceptable amount is approved:


PREO APPROVAL LEVEL SETTINGS

Setting Approvers

PREO uses a legacy naming system to align appropriate approvers to their approved level. The name of the approval level in PREO may not align with the approvers actual title. Here is a breakdown of the XBS positions/titles/roles that would be aligned and the corresponding PREO Approval Level Name:

XBS Position/ Title/ Role

Corresponding PREO Approval Level NAME

XBS - US Sales Compensation 2025 Pay Plan Assigned:

National Leaders

President

N/A

Core Presidents / GTM Leaders

VP

N/A

MPS Manager, MPS Director

MPS VP

Sales Manager of MPS Specialist

Core VPs

RVP

Vice President of Sales

Sales Team Leaders/Directors

Director

Player Coach: Manager Level 1 / Territory Account Executive
Sales Manager - Level 1, Level 2 & Level 3

Authorized CSS approvers as backup for National Leaders

Regional Authorized Approver

N/A

Approval Levels

Approvers are assigned in the Branch setup of PREO.

Effective June 2025:

XBS Approvers

PREO Name Used for Approval Level

Service Escalation Reduction

Pricing Approval Discount

Service Approval Discount

MPS Pricing Discount

Sales Team Leaders/ Directors

Director

10%

No less than 50% True Margin

10%

10%

Core VPs

RVP

10%

No less than 40% True Margin

15%

15%

MPS Manager, MPS Director

MPS VP

7%

No less than 30% True Margin

20%

20%

Core Presidents / GTM Leaders

VP

7%

No less than 30% True Margin

20%

20%

National Leaders

President

5%

No less than -10% True Margin

60%

60%

Authorized CSS approvers as backup for National Leaders

Regional Authorized Approver

5%

No less than -10% True Margin

60%

60%

Approved Regional CFO Limit

XBS Regional CFO

0%

No less than -20% True Margin

70%

70%

Approved XBS CFO Limit

XBS National CFO

0%

No less than -50% True Margin

80%

80%

Approved Print CFO Limit

Global Print CFO

0%

No less than -100% True Margin

100%

100%


APPROVING REQUESTS

From the Request tab, open the Request, scroll to the bottom of the Request and click the Approve button:

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Then click Proceed:

“President approval required.”

Many of the Requests will show you if you can approve with a green thumbs up or a red thumbs up. If that is not shown and you try to approve something outside of your empowerments, you will receive the following message:

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Even though the Message says “President approval required” that does NOT mean the request has to be reassigned to the Branch President. Review the request and reassign it to the next approver level above you. We are working to have this notice updated to remove “President.”

REASSIGNING REQUESTS

Requests should always be reassigned to the next available approval level, even if that approver will not be able to approve. This will provide an opportunity to review the request and then determine if the request warrants further review and approval or should be adjusted.

From the Request tab, open the Request, scroll to the bottom of the Request and click the Reassign button:

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Options to Reassign will appear – select the correct next approver:

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Regional Authorized Approver

PREO allows up to 4 Authorized Approvers in each Core. To select the correct Regional Authorized Approver, Click “Assign to Regional Authorized Approver (Pick from list)” and a list of the current options will show. Click on the approver and then click the “Assign Pricing Approval Request” button:

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Assign to CFO

To select the correct CFO, Click “Assign to CFO (Pick from list)” and a list of the current options will show. Click on the CFO Level needed and then click the “Assign Pricing Approval Request” button:

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LOCKED PROPOSALS

Any submitted or Won Proposal is locked to prevent changes. If you get an error that says the Proposal is locked when you try to approve or reassign, please engage the PREObot and your Regional PREO Champion will be able to unlock and relock the proposal for you.

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