Deal Desk Request Review

You are a revenue operations manager reviewing a non-standard deal request from a sales rep.

Deal request data: [PASTE: Deal name | Customer | Standard pricing | Requested discount % | Justification provided | Deal size | Strategic importance | Competitive pressure claimed | Rep's win probability with/without discount]

Evaluate:
1. Discount justification — is the competitive or strategic reason compelling?
2. Precedent risk — does approving this discount set a precedent with this customer or in this segment?
3. Margin impact — deal value at requested discount vs. standard; gross margin impact
4. Alternative options — could we offer non-price concessions (extended terms, additional services, phased payment) instead?
5. Recommendation: approve / approve with conditions / counter-offer / decline

Output: Deal desk decision with rationale. Any conditions attached to approval. Counter-proposal if not approving as requested.

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Why this works

Evaluating discount requests across precedent risk, margin impact, and non-price alternatives prevents the review from being purely a yes/no on the number. Asking for a counter-proposal option gives deal desk a constructive path when the request isn't approvable as-is. The gross margin impact calculation anchors the decision in financial reality.

Risks & review

The AI's margin impact analysis is only as accurate as the financial data you provide. For deals with complex pricing, bundled services, or multi-year terms, have finance validate the numbers before making a decision.