Template · 15 min read

A Framework for Building Your Deal Desk (+ 2 Free Templates)

Asia Corbett · RevOps.io Free Intermediate

The practical version, with templates: audit your historical deals, split standard from custom, and build an approval matrix by seniority. Standard deals get fast tracked to signature with no review, which is the part most teams forget.

  • Sort every deal into standard (no redlines, minimum discount, no pricing changes) and custom, then fast track the standard ones.
  • Audit last year first: how many deals were discounted, how deep, and how many carried contract customizations.
  • Set discount policy by deal size and cut it by region, product and acquisition channel, optionally by rep seniority.
  • Staff the committee from RevOps plus finance, legal and sales leadership.
Open on revops.io ↗

The question it answers

  1. How do I put a deal desk and discount approvals in place without slowing everything down?

Read with it

  1. Gives the trigger that is actually useful, which is not an ARR number but the moment roughly a fifth of your deals stop fitting... Salesbricks Article · 10 min read What Is a Deal Desk and Does Your Team Need One Jon Festejo
  2. Ties the approval bands back to gross margin and CAC payback, so your discount ceiling is a number you can defend rather than a... Glencoyne Article · 18 min read SaaS Enterprise Discount Approval Matrix: Financial Model and Guardrails for Profitable Deals Glencoyne Editorial Team
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