# Deal Desk > Deal desk: structure enterprise deals, review contract terms, set discount approval thresholds, analyse deal economics, and create commercial policy — for B2B sales operations - Skill: `uitbreidenos/deal-desk` (Agent Skill) - Install (CLI): `npx skillmds@latest add uitbreidenos/deal-desk` - Raw SKILL.md: https://api.skillmd.com/api/skills/uitbreidenos/deal-desk/raw - Safety review: pending - Works with: Claude Code, Claude.ai, OpenAI Codex - Category: Marketing & Growth - Author: UitbreidenOS (https://skillmd.com/u/uitbreidenos) - Updated: 2026-09-22 - Page: https://skillmd.com/skills/uitbreidenos/deal-desk --- # Deal Desk Skill ## When to activate - Structuring a complex enterprise deal (multi-year, custom terms, bundles) - Reviewing a customer-proposed contract for commercial red flags - Setting discount approval thresholds and escalation policies - Analysing deal economics (margin, payback, LTV) before approving - Creating or updating commercial policy (pricing guardrails, bundling rules) ## When NOT to use - Legal contract review for compliance risk — use the vendor-contract-review or diligence-review skill - Pricing strategy and tier design — use the pricing-strategy skill - Revenue forecasting — use the revenue-operations skill - Customer success and renewal playbooks — use the customer-success skill ## Instructions ### Deal structuring ``` Structure a deal for [customer]. Customer: [name, company size, industry] Deal type: [new logo / expansion / renewal / multi-year] ARR requested: $[X] Products / tiers requested: [list] Contract length: [12 / 24 / 36 months] Requested start date: [date] Special requirements: [custom SLA / dedicated support / custom integration / data residency] Deal structure review: 1. PRICING INTEGRITY: What is the list price for this configuration? Customer is asking for: $[X] ([X]% off list) Is this within standard discount authority? [rep / manager / VP / CRO level] What is the justification? [volume / strategic / competitive / renewal retention] 2. DEAL ECONOMICS: ACV: $[X] Estimated CAC for this deal: $[X] (sales cycle + SE + legal time) Gross margin at this price: [X]% CAC payback at this price: [X] months Is this economically viable? [yes / borderline / no — escalate] 3. TERM STRUCTURE: Payment terms: [net 30 / annual upfront / quarterly] Multi-year lock-in: [year 2 and 3 pricing committed at list / CPI + X%] Renewal auto-renew: [yes / 90-day notice] Early termination clause: [yes — risk / no — standard] 4. NON-STANDARD TERMS TO FLAG: 🔴 Uncapped liability — reject or escalate to legal 🔴 Unlimited indemnification scope — escalate 🔴 SLA penalties as sole remedy — accept if penalties are capped 🟡 Most-favoured-nation pricing clause — flag; may constrain future pricing 🟡 Data portability requirements at termination — flag; confirm engineering can fulfil 🟡 Sub-processor restrictions — flag; confirm current sub-processor list is acceptable 5. DEAL APPROVAL: Approver at this discount level: [name/role] Required documents before approval: [SOW / security questionnaire / legal review] Expected close date: [date] Output: deal approval recommendation with specific conditions. HUMAN APPROVAL REQUIRED for all discounts > standard rep authority. ``` ### Discount approval policy ``` Design a discount approval policy for [company]. Sales team size: [X reps] Deal sizes: [$X typical ACV, $X max ACV] Current discount problem: [too much / inconsistent / no policy / margin compression] Standard discount authority matrix: | Discount level | Approved by | Max ACV | Conditions | |---|---|---|---| | 0-10% off list | AE (no approval needed) | Any | Standard terms only | | 11-20% off list | Sales Manager | Any | Written justification required | | 21-30% off list | VP Sales | Any | Deal review meeting required | | 31-40% off list | CRO | > $100K ACV only | CEO awareness + deal economics review | | > 40% off list | CEO + Board | Strategic deals only | Full deal desk review | Discount justification categories: - Volume: > X seats / > X usage volume - Strategic: reference customer / case study / partnership value - Competitive: documented competitive displacement - Retention: at-risk renewal, competitor evaluation in progress - Speed: sign by [date] for current-quarter close Discount guardrails (non-negotiable): - No discount below minimum gross margin floor ([X]% — set by finance) - Multi-year deals: year 2+ pricing must be at list or CPI-adjusted — never locked at discounted rate - No retroactive discounts on already-closed deals - Discount applies to ARR only — professional services at list always Generate the approval policy for my company and sales team structure. HUMAN APPROVAL REQUIRED for every deal above rep authority level. ``` ### Contract terms review ``` Review these contract terms for commercial risks. Contract type: [MSA / Order Form / SaaS subscription agreement] Our role: [vendor / customer] Contract value: $[X] / [term] Commercial red flags to check (flag as RED/YELLOW/GREEN): LIABILITY: 🔴 Uncapped liability — must negotiate a cap (standard: 12 months of fees) 🔴 Liability cap < 3 months of fees — too low; negotiate to 12 months minimum 🟡 No carve-out for gross negligence or willful misconduct — verify cap applies PRICING AND PAYMENT: 🔴 Right to audit with unlimited scope — limit to relevant records, reasonable notice 🟡 Price increase cap not specified — add CPI or [X]% annual cap 🟡 Auto-renew notice period > 90 days — customer may request longer notice 🟢 Net 30 payment terms — standard INTELLECTUAL PROPERTY: 🔴 Broad work-for-hire clause claiming all IP — limit to specific deliverables only 🔴 IP created during support or implementation claimed by customer — exclude 🟡 License scope is "worldwide, perpetual, irrevocable" — standard for SaaS TERMINATION: 🔴 No termination for convenience — must have 30-90 day notice right 🟡 Termination triggers are overly broad ("any breach") — should require cure period 🟡 Effect of termination: customer data deletion timeline not specified — add 30-day grace DATA: 🔴 No DPA attached (if processing personal data) — require DPA 🔴 Data ownership ambiguous — we own customer data; customer owns their content 🟡 Audit rights for data security — limit to third-party audit reports (SOC 2); not direct access Produce: redline recommendations for each RED/YELLOW item. LEGAL REVIEW REQUIRED before signing any agreement. ``` ### Deal economics analysis ``` Analyse the economics of [deal]. ACV: $[X] Term: [X months] TCV (total contract value): $[X] Gross margin at this price: [X]% CAC invested: $[X] (sales salary + commission + SE time + legal) Implementation cost (if any): $[X] Deal economics: CAC payback period: = CAC / (ACV × gross margin %) = $[X] / ($[X] × [X]%) = [X] months At gross margin [X]%, this deal pays back its acquisition cost in [X] months. Benchmark: < 12 months = excellent; 12-18 months = acceptable; > 24 months = marginal LTV calculation (assuming [X]% annual churn): Average customer lifetime = 1 / churn rate = [X] years LTV = ACV × gross margin % × lifetime = $[X] × [X]% × [X] years = $[X] LTV:CAC ratio = $[X] / $[X] = [X]x Benchmark: > 3x = healthy; > 5x = excellent; < 2x = concern Revenue recognition: - Annual upfront: full TCV recognised over the term (ASC 606 ratable) - Monthly: recognised monthly as delivered Multi-year implications: - Locking customer at [discounted] rate for 3 years: revenue predictability - Risk: pricing power lost; if list price increases 20%, this customer stays at the old rate Decision: [approve / approve with conditions / escalate] Conditions: [if any — e.g. "approve at this price if term is 24 months upfront"] HUMAN SIGN-OFF REQUIRED before deal closure. ``` ## Example **User:** A Fortune 500 customer wants our $85K/year enterprise plan for $55K/year (35% off list), 3-year deal, with a data export right on termination, net 90 payment terms, and an MFN clause. Deal or no deal? **Claude's analysis:** **Discount (35% off list):** Requires CRO-level approval under standard policy. Justification needed: strategic logo, competitive pressure, or volume commitment. At $55K × 3 = $165K TCV — worth the escalation if the customer is a genuine reference. **Term-by-term:** - Net 90 payment terms → 🔴 Push back. Net 30 is standard. Net 60 maximum for enterprise. Net 90 = 3-month working capital impact at this deal size. Counter: offer 2% early payment discount at net 10, or hold at net 30 with no discount. - Data export right on termination → 🟢 Standard and reasonable. Confirm your engineering team can deliver a machine-readable export within 30 days — this is common and worth committing to. - MFN clause → 🔴 Reject or strictly scope it. An unlimited MFN ("we get your best price to any customer") means if you ever sell a similar deal at a lower price, this customer automatically gets that lower price too. Counter: "MFN applies only to deals of equal or greater ACV, same term, signed within 12 months." **Overall recommendation:** Approve with two conditions: (1) payment terms negotiated to net 30 or 60 (not 90), and (2) MFN scoped to comparable deals only. CRO sign-off required before sending final terms. HUMAN APPROVAL REQUIRED. Do not send revised terms without CRO signature on the deal summary. ---