A deal desk manages sales proposals, negotiation and contracts with customers. This is part of the opportunity-to-close process that aligns pricing, revenue structure and risk with an organization's sales strategy. The following are common elements of a deal desk.
Needs AnalysisA deal desk may issue tools for customer needs analysis such as a checklist or process.
Buyer's JourneyBuyer's journey is the practice of designing the sales process from the perspective of the customer. The deal desk may design this process to support sales teams. For example, they may provide a set of sales collaterals that guide the needs analysis and proposal process.
PricingDeveloping prices based on your strategy, competitive advantages and competition.Modeling the structure of prices with components such as one time charges, recurring fees and usage based charges.Developing an understanding of your customer's choices including the prices of competitors and strengths & weaknesses of their products. Competitive intelligence may also consider other alternatives the customer has such as substitute goods.
Sales OffersDeveloping product configurations, prices and revenue structures that can be offered to customers as a standard deal without any approvals process.
Complex DealsDeveloping unique product configurations, specifications for custom work, prices and revenue structures for a customer working with sales teams. This is often done for large deals or deals with a lead user that has unique use cases that show potential for being scaled out to new customers in future.
ProposalsSupporting the sales team to develop proposals and preapprove prices and negotiating limits.
Contract ManagementNegotiating contract terms working with your legal team and the customer.Identifying and measuring the risk associated with a proposal or contract.
ApprovalsAn approvals process for non-standard deals including low margin and high risk deals. It may also be necessary to approve unique product configurations and contract terms.
Deal MeasurementCalculating key metrics for a deal such as margins and risks.
ReportingReporting related to the opportunity-to-close process such as revenue, revenue forecasts and average deal margins.
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