Article · 10 min read

What Is a Deal Desk and Does Your Team Need One

Jon Festejo · Salesbricks Free Intermediate

Gives the trigger that is actually useful, which is not an ARR number but the moment roughly a fifth of your deals stop fitting the standard playbook, and makes the case that a deal desk is a process first and a hire much later.

• Start a deal desk when roughly 20 percent of deals stop fitting the standard playbook, not at an ARR number.
• Non standard means pricing outside your discount bands, off policy term or payment schedule, or custom legal redlines.
• Rejects the usual 10 to 15M dollar ARR trigger: revenue tells you your size, not whether you need a desk.
• Write the rules (discount bands, term tiers, payment flexibility) before you hire, since a written process is one you can hire against.