Deal Desk

The deal-desk function packaged. When a rep asks for a discount, payment terms, or a contract carve-out, this is the framework for saying yes or no with math. Analyzes the ask against the deal economics (CAC payback, LTV, gross margin) and produces the negotiation move — counter, accept, or walk.

Reps trade margin for closing speed because saying no without alternatives loses deals. A real deal desk gives them three plays for every one ask, so they can hold the line on price while still moving the deal forward.

- Discount analysis: revenue impact, CAC payback impact, LTV implications - Contract-term analysis: net-30 vs net-60, opt-out clauses, autorenewal language - Counter-move library: 3 alternatives to accepting the discount - Threshold rules: when does deal desk approval kick in, who signs off - Negotiation prep: BATNA, anchor, walk-away, the 5 most likely objections