Here is an overview of the Deal Desk function, a trending approach to improved Sales Operations. Essentially, one uses software and processes to integrate the CRM, Pricing, Quote Configuration, Billing, Approval Process and Contract Management functions of a Deal - Any customer quoting opportunity in process. A centralized deal desk gives transparency, standardized processes, deal visibility and enables faster Deal Velocity. Look around here for related presentations on Deal Desk software vendors and best practices in Sales Operations. I am a consultant and an expert on this field. I am here to help! Regards, Samuel Saavedra

1. Deal Desk
Operations
OVERVIEW & BEST PRACTICES
Samuel A Saavedra
Sales Operations Professional
Atlanta, GA USA

2. Deal Desk Overview - Introduction
 This is a set of slides that introduces the concept of a Deal Desk
versus the fragmented Deal Support processes in use today (pricing,
bid management, Legal review, Billing Review, etc etc)
 I have worked in most of the separated deal lifecycle processes
over a career almost 20 years long.
 I have also worked in advanced sales operations such as CISCO,
FISERV and Vodafone that utilized a Deal Desk to win market
advantage.
 Please contact me if you have any questions! Enjoy!
 Samuel A Saavedra
 LinkedIn Profile > https://www.linkedin.com/in/samuelasaavedra/

3. Deal Desk Overview - Agenda
 What is a Deal Desk?
 Deal Desk - Organization Fit
 Why do you need one?
 Deal Desk Operations
 About the Author

4. What is A Deal Desk?

5. What is a Deal Desk?
 A Deal Desk is typically a department in Sales Operations or
Marketing that strives to aggregate the following Deal Cycle
functions:
 Complex / Non-standard Deal Review
 Proposal / RFP Pricing Response
 Price / Margin Escalations that can lead to a War Room
 Price / Margin review for Big Deals and Big Bets
 Contract Review & Negotiations
 Billing Review & Approval
 Legal & Compliance Review & Approval

6. Why You Need a Deal Desk
 Source, Twitter.com / @RevvSales content

7. Why Implement a Deal Desk?

8. Why create or utilize a Deal Desk?
 A Deal Desk offers several advantages compared to separate functions such as
Pricing, Bid Management, Contract Management, Billing and Legal & Compliance
Review:
 Deal Visibility throughout the approval pipeline – Apptus, Anaplan, SFDC & Zilliant offer
this
 Transparent Processes
 Centralized Deal Logic, Oversight and Stage Gate Approval Processes
 Immediate and automated Deal Routing to the next Approver
 A Scalable & Repeatable Process
 A set of processes that can handle all High-Touch, complex, and non-standard deals
 A set of processes that sets the stage for War Room escalations concerning solution
delivery, timing, and price
 A set of oversight and review processes crucial for the Big Deal Review and Big Bets /
Strategic Deal Review process
 A set of (hopefully) documented practices that can help with internal Audit controls

9. Deal Desk – Processes and Use Case Scenarios
 Source PwC Technology Institute study on Pricing & Profitability, 2014

10. Deal Desks help Sales Operations Win Deals
 Source, 2018 Sales Operations Optimization Study, CSO Insights – Miller Heiman

11. Deal Desks are key Sales Enablement functions!
 Source, 2018 Sales Operations Optimization Study, CSO Insights – Miller Heiman
Deal Desk functions can
include:
• Pricing
• Revenue
Management
• Proposal / RFP
Support

12. Deal Desks enable Lead to Cash Transformations
Lead to Cash platforms are fully integrated, end-to-end, software systems drive sales insights
and eliminate process inefficiencies

13. A Deal Desk can help with a Sales Funnel bottleneck
 Source, Zoho.com
* In the graphic,
deals have
progressed
through the
pipeline and
3.7% of the deals
are in the
Negotiation /
Revision stage
where they can
sometimes get
“stuck.”
* A transparent
Deal Desk
process can
change that

14. There are many Internal Stakeholders on a Large Enterprise Deal
 Source, Apptus – Symantech Webinar, “The Buzz Around Deal Desks”

15. Deal Desks function as Organization Hubs
 Source PwC Technology Institute study on Pricing & Profitability, 2014
• A Deal Desk can help
centralize the numerous
processes and demands of
several stakeholders when
pursuing a Must-Win Deal.

16. A Deal Desk coordinates key Deal Cycle functions
 Source, Apptus – Symantech Webinar, “The Buzz Around Deal Desks”

17. Go from This (A typically convoluted Quote process)
 Source, Revvsales.com

18. To This ! (A streamlined QTC Process)
 Source, Revvsales.com
A Deal Desk can
centralize and
aggregate many
of the processes
involved in a Deal
Cycle

19. Where are Deal Desks found?
• Usually in Sales Operations
• Sometimes in Marketing

20. The Deal Desk – A crucial part of Sales Operations
 Source, Apptus.com

21. Deal Desks – A key step in Quote-to-Cash Functionality
 Source, CRMevangelist.com

22. What does a Deal Desk do?

23. How a Deal Desk supports Sales Operations
 Source, SalesGlobe, 2016 SmartBrief.com “How deal desks are shaking sales organizations.”

24. Deal Desk Objectives
 Source PwC Technology Institute study on Pricing & Profitability, 2014

25. Deal Desk Objectives & Responsibilities ( 1 of 2)
 Source PwC Technology Institute study on Pricing & Profitability, 2014

26. Deal Desk Objectives & Responsibilities ( 2 of 2)
 Source PwC Technology Institute study on Pricing & Profitability, 2014

27. Deal Desk – Best Practices of Leading Companies (1/2)
 Source PwC Technology Institute study on Pricing & Profitability, 2014

28. Deal Desk – Best Practices of Leading Companies (2/x)
 Source PwC Technology Institute study on Pricing & Profitability, 2014

29. Deal Desks can provide an enterprise-wide Deal Dashboard
 Source, Zilliant.com
Provide your Deal
Desk team with
integrated deal
analysis tools like:
• Zilliant
• Apptus
• Salesforce.com

30. Deal Desks deliver large Process and Revenue Improvements!
 Source, Apptus.com

31. Key Deal Desk Processes

32. How a Deal Desk coordinates the Deal Cycle
 Source, Apptus – Symantech Webinar, “The Buzz Around Deal Desks”

33. How a Deal Desk coordinates the Deal Cycle
 Source, Apptus – Symantech Webinar, “The Buzz Around Deal Desks”

34. How a Deal Desk coordinates the Deal Cycle
 Source, Apptus – Symantech Webinar, “The Buzz Around Deal Desks”

35. How a Deal Desk coordinates the Deal Cycle
 Source, Apptus – Symantech Webinar, “The Buzz Around Deal Desks”

36. How a Deal Desk coordinates the Deal Cycle
 Source, Apptus – Symantech Webinar, “The Buzz Around Deal Desks”

37. How a Deal Desk coordinates the Deal Cycle
 Source, Apptus – Symantech Webinar, “The Buzz Around Deal Desks”

38. How a Deal Desk coordinates the Deal Cycle
 Source, Apptus – Symantech Webinar, “The Buzz Around Deal Desks”

39. How a Deal Desk coordinates the Deal Cycle
 Source, Apptus – Symantech Webinar, “The Buzz Around Deal Desks”

40. Deal Desk Activities through the Deal Lifecycle
 Source PwC Technology Institute study on Pricing & Profitability, 2014

41. Deal Desk involvement across the Sales Cycle
 Source PwC
Technology
Institute study on
Pricing &
Profitability, 2014

42. SECTION DIVIDER – TBD

43. Deal Desk – Key Metrics and Reports
 Source PwC Technology Institute study on Pricing & Profitability, 2014

44. About Me – Samuel Saavedra
Key Skill Area Places used Years of
Experience
Deal Desk Operations Vodafone, Verizon Business,
CISCO
8
Pricing Strategy Vodafone, Verizon Business,
Internap, ACI, Fiserv
10+
Contract Negotiation Vodafone, Verizon Business,
Internap, ACI, Fiserv
10+
Overall Business
Operations
IBM, Ericsson, AT&T / BellSouth,
Verizon, CISCO, ACI, Fiserv
15+

45. • Samuel A Saavedra
• Deal Desk Expert,
• Contract Negotiator
• (mb) 404 450-2066
• samuelsaavedra565@outlook.com
• https://samuelsaavedra.me
Thank you!
Please contact me with any questions.