Deal Desk Pricing Guidelines

STANDARD PRICING RULES

Deal Desk Decision Framework

DEAL DESK PRICING RULES

AUTOMATIC APPROVAL:
☐ Standard pricing (no discount)
☐ Volume discount per matrix
☐ Multi-year per standard terms
☐ Annual prepay discount

DEAL DESK REVIEW REQUIRED:
☐ Any discount >15%
☐ Non-standard terms
☐ Custom payment terms
☐ Product bundling changes
☐ Competitive pricing requests
☐ Strategic account pricing

ESCALATION TO LEADERSHIP:
☐ Discounts >25%
☐ Payment terms >Net 60
☐ Non-standard SLA
☐ Unlimited usage grants
☐ Pricing precedent concerns

Pricing Guardrails

Element	Standard	Flexible	Escalate
Discount	0-10%	10-20%	20%+
Payment terms	Net 30	Net 45-60	Net 90+
Contract length	1-3 years	Custom	Perpetual
Price lock	1 year	2-3 years	3+ years

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DEAL STRUCTURE

Deal Desk Review Template

DEAL DESK REVIEW

DEAL INFORMATION:
Account: _______________
ACV: $_____
Deal size: $_____
Contract term: _____ years
Rep: _______________

PRICING REQUEST:
Standard price: $_____
Requested price: $_____
Discount: ____%

NON-STANDARD ELEMENTS:
☐ _______________
☐ _______________

DEAL DESK ANALYSIS:
Margin impact: $_____
Precedent concern: Yes/No
Strategic value: High/Med/Low
Recommendation: _______________

DECISION:
☐ Approved as requested
☐ Approved with modifications
☐ Escalated to leadership
☐ Denied (reason: ___)

APPROVER: _______________
DATE: _______________

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