Deal Desk & Discount Governance: Margin Floors, Approval Routing & Price Waterfalls
Run a B2B software deal desk in a live spreadsheet: pocket-price waterfall, effective discounts, margin floors, approval routing, multi-year TCV/ACV, the cost of payment terms and free months, leakage by rep and a dashboard. Fictional company, illustrative numbers.
The first lesson is free — no account needed.
About this course
A deal desk and discount governance course that runs the B2B software deal desk of one fictional company, Quillstack, in a spreadsheet, for deal desk analysts, sales and revenue operations staff, pricing managers and finance business partners. You walk a 250-seat deal from list price to pocket price in a waterfall chart, measure the effective discount once free seats are counted, check every quote against a 72% gross margin floor and find the lowest price that clears it, route quotes to the right approver with a discount band × deal size matrix using INDEX/MATCH and IFS, turn a three-year ramped renewal into TCV, ACV and the real discount over the term, price later payment, quarterly billing and free months with NPV, find the reps and regions that leak discount with SUMIFS, and build a weekly deal desk dashboard. Fictional company, illustrative numbers. The first lab is free.
Lessons
- From List Price to Pocket Price: the Deal Price Waterfall (Chart)Free
- Headline vs Effective Discount and Price per Seat Pro
- Margin Floor Check per Deal Pro
- Approval Routing Matrix: Discount Band × Deal Size (INDEX/MATCH, IFS) Pro
- Multi-Year Deals: Ramped Pricing, TCV and ACV Pro
- The Cost of Non-Standard Terms: Payment Timing (NPV) and Free Months Pro
- Discount Leakage by Rep and Region (SUMIFS, Outliers) Pro
- Deal Desk Dashboard: KPIs and Conditional Formatting Pro