You are the rep. Each hand is one live deal. Build a quote that covers what the customer needs, then send it.
They have a stack of objections. One is face up, the rest are not. Added up, that is the number you have to beat.
Your quote is your hand. Every card you add pushes your number up. Beat their number without going over 21 and they sign. Go over 21 and they walk.
21 is the same for every customer, so the only thing you are guessing at is how much they need. The line under their name is your clue. Somebody straight with you needs less. Somebody waving a competitor quote around needs more.
Each card shows what it adds to your book: seats, a longer term, a Success Pack, Odoo.sh, the Custom plan.
What it does not show is how far it pushes you toward 21. That moves a little each time, the same way a real customer does. Working out which cards are heavy is the game.
The chip is the size of room you walk into, and you pick it before the month starts. It is locked once you deal.
On the 6 to 50 desk a bigger chip means bigger customers, closer to fifty seats, worth more if they land. Your quota goes up to match.
On the 1 to 5 desk there is no bigger room. The book stops at five seats and anything past ten belongs to somebody else. So the chip buys you a better customer instead: more of them need Custom, and Custom is what puts Odoo.sh on the table. Your quota stays put.
Either way no chip pays better than another. Pick the room you want to play.
A discount only moves the objections that were about money.
“Budget was set last quarter” and a discount helps. “Has questions about data migration” and it does nothing, because money was never the problem.
Each discount card tells you how many points it buys back before you spend anything. Against somebody who has threatened to walk since day one it says plainly: nothing.
A discount rescues roughly one deal in four that would otherwise be lost, and costs you margin every month of the term. That trade is the whole point.
The quote only does what a real Odoo rep can do. Multi-year discounts have a ceiling that depends on the term, one-year deals get none of it, implementation discounts stop at 30 percent, hosting stops at eight workers before it needs a dedicated server, and you cannot take the same concession twice. The Rules tab has the full list.