Deal Desk Operations - An Overview
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The document outlines the concept and importance of a deal desk within sales operations, highlighting its role in streamlining various functions such as pricing, bid management, and legal review. It emphasizes how a centralized deal desk can enhance deal visibility, improve processes, and facilitate better decision-making, particularly for complex deals. The author, Samuel A. Saavedra, shares his extensive experience in sales operations and encourages readers to reach out with questions.
Deal Desk Operations - An Overview
- 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.