Skill: 1kalin/afrexai-deal-desk (version 1.0.0)

# Deal Desk — Structured Deal Review & Approval Run every non-standard deal through a repeatable review process. Catch margin leaks, enforce discount guardrails, and close faster with pre-approved terms. ## When to Use - Custom pricing requests above standard discount thresholds - Multi-year contracts needing approval - Bundle or package deals outside published pricing - Enterprise deals with non-standard terms (payment, SLA, liability) - Partner/reseller margin negotiations ## Deal Review Framework ### 1. Deal Qualification Check Before pricing, confirm the deal is worth pursuing: | Question | Red Flag If... | |----------|---------------| | Annual contract value (ACV) | Below $10K for enterprise motion | | Decision timeline | "No urgency" or 6+ months out | | Budget confirmed? | "We'll find budget later" | | Champion identified? | No internal advocate | | Technical fit validated? | Requirements don't match product | **Kill criteria:** 2+ red flags = send back to sales for re-qualification. ### 2. Pricing Guardrails #### Standard Discount Authority | Discount Level | Approver | Conditions | |---------------|----------|------------| | 0-10% | AE (self-approve) | Standard annual contract | | 11-20% | Sales Manager | Multi-year or 3+ seat expansion | | 21-30% | VP Sales + Finance | Strategic account, logo value documented | | 31-40% | CRO/CEO | Exceptional — requires written business case | | 40%+ | Board/CEO only | Almost never. Document why. | #### Discount Offsets (Give to Get) Never discount without getting something back: - **Case study rights** → worth 5-10% discount - **Multi-year commitment** → 5% per additional year - **Upfront annual payment** → 5-10% (cash flow value) - **Reference calls** → worth 3-5% - **Expanded scope** → reduce per-unit but increase total ACV - **Shorter payment terms** → Net-15 vs Net-60 = real cash value ### 3. Deal Structure Templates #### Template A: Standard Annual - Payment: Annual upfront - Term: 12 months, auto-renew - Discount: Per guardrails above - SLA: Standard published SLA #### Template B: Multi-Year - Payment: Annual upfront each year (not all upfront unless 10%+ discount warranted) - Term: 24-36 months - Price lock: Year 1 rate locked, 3-5% annual increase cap - Early termination: Remaining term billed at 50% #### Template C: Enterprise Custom - Payment: Quarterly or monthly (premium: +10-15% vs annual) - Term: Negotiable - SLA: Custom with defined penalties - Liability cap: 12 months of fees (standard), negotiate up only with legal review - Data processing: DPA required, included in standard terms #### Template D: Partner/Reseller - Margin: 20-30% off list (tiered by volume) - Deal registration: 90-day protection window - Co-sell vs resell: Define clearly — affects margin and support responsibility - Minimum commitment: Required for highest tier ### 4. Approval Workflow ``` AE submits deal → Deal Desk reviews (same day) → IF standard terms + approved discount: Auto-approve IF non-standard: Route to approver chain → Finance review (margin check) → Legal review (if custom terms) → Final approval → AE receives approved terms + redlines ``` **SLA:** Deal Desk responds within 4 business hours. Escalation if no response in 8. ### 5. Margin Analysis For every deal, calculate: - **Gross margin %** = (ACV - COGS) / ACV × 100 - **Effective discount** = (List price - Deal price) / List price × 100 - **Payback period** = CAC / (Monthly revenue × Gross margin %) - **LTV:CAC ratio** = (ACV × Expected years × Margin) / Total CAC **Minimum thresholds:** - Gross margin: >65% (SaaS), >40% (services) - LTV:CAC: >3:1 - Payback: <18 months ### 6. Red Flags That Kill Deals 1. **"We need 50% off to start"** — They'll never pay full price. Walk away or repackage. 2. **Unlimited liability demand** — Legal trap. Cap at 12 months fees, firm. 3. **"Our legal will redline everything"** — Budget 4-6 weeks for legal cycle. Price it in. 4. **Payment terms beyond Net-60** — Cash flow killer. Offer early payment discount instead. 5. **Scope creep during negotiation** — New requirements = new SOW, not same price. 6. **No executive sponsor** — Deal will stall. Get sponsor or pause. 7. **Competitor benchmark bluff** — "Company X offered us 40% less." Verify. Usually inflated. ### 7. Post-Close Handoff Deal Desk creates handoff doc: - Agreed pricing and terms - Custom commitments (SLAs, deliverables, timelines) - Discount justification (for renewal team context) - Upsell/expansion opportunities identified during negotiation - Key contacts and decision-maker map ## Industry Deal Patterns | Industry | Typical ACV | Common Ask | Watch For | |----------|------------|------------|-----------| | **Fintech** | $50K-$500K | SOC 2 + BAA | Compliance creep | | **Healthcare** | $30K-$200K | HIPAA BAA mandatory | Slow procurement | | **Legal** | $40K-$300K | Custom data retention | Scope inflation | | **Construction** | $20K-$100K | Per-project pricing | Seasonal churn | | **Ecommerce** | $25K-$150K | Revenue-share model | GMV volatility | | **SaaS** | $30K-$250K | API/integration SLAs | Platform risk | | **Real Estate** | $15K-$80K | Per-property pricing | Market sensitivity | | **Recruitment** | $20K-$120K | Per-placement pricing | Volume variability | | **Manufacturing** | $50K-$400K | On-prem/hybrid option | IT approval cycles | | **Professional Services** | $25K-$200K | White-label rights | Margin compression | ## Resources - **AI Revenue Leak Calculator** — quantify what deals are costing you: https://afrexai-cto.github.io/ai-revenue-calculator/ - **Industry Context Packs** ($47 each) — deep frameworks for your vertical: https://afrexai-cto.github.io/context-packs/ - **Agent Setup Wizard** — deploy deal desk automation: https://afrexai-cto.github.io/agent-setup/ ### Bundle Deals - Pick 3 packs: $97 (save $44) - All 10 packs: $197 (save $273) - Everything Bundle: $247


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