Discount Analysis
Blended discount by rep, product family and deal size, with the approvals requested, how each was decided and the quotes that expired unanswered.
Quotes
Priced proposals built from a price book, versioned as the deal moves, and approved by the right person whenever a rep goes past their authority.
Approval conditions
A rejection returns it to the rep with the approver's comments (Status: Submitted → Rejected → Draft) and the rejected step stays on the record.
When every step is approved the quote moves (Status: Submitted → Approved → Sent) and the PDF goes to the Recipient.
Submitted
- QTS-86244 OPP-23900 today
- QTS-21185 OPP-16865 1 d
- QTS-76426 OPP-72019 12 d
- QTS-39374 OPP-81279 9 d
- QTS-74206 OPP-84417 4 d
QTS-86244
- Opportunity
- OPP-23900
- Account
- ACC-84150
- Total
- 820
- AnnualValue
- 390
- DiscountPercent
- 20
Approval conditions.
Price books, authority and thresholds
A price book is a list of products with prices in one currency for a period, and an account can name the book it is priced from. Each entry carries the list price, the floor price below which the deal desk must approve, and the maximum discount above which the deal desk must approve whatever the rep’s authority. Each rep and manager carries a discount authority. The deal size thresholds and the approver level for each are a table the deal desk maintains. The rep cannot change any of these numbers.
YouPending
- QA-60866 QTS-46176 610 today
- QA-12651 QTS-36417 150 in 2 d
- QA-50142 QTS-93996 310 1 d
- QA-41537 QTS-45431 570 8 d
- QA-63300 QTS-84224 340 9 d
QA-60866
- Quote
- QTS-46176
- StepNumber
- 610
- Reason
- DiscountAboveAuthority
- RequestedDate
- 17 Sep
- Status
- Pending
Building a quote
The rep creates a quote on an opportunity, addressed to a named contact, priced from the account’s price book in the account’s currency. Lines come from the opportunity’s products or are added:
| Field | What it does |
|---|---|
| Product and description | The catalogue item and the wording the customer sees |
| Quantity and unit of measure | Seats, users, units, hours, months |
| List price | Read from the price book entry and not editable |
| Unit price and discount | What the rep offers; entering one calculates the other |
| Term and start date | For recurring products, how long and from when |
| Line total and annual value | The line for the full term, and the same line per twelve months for recurring products |
The header carries the subtotal, blended discount, tax, the total for the full term, the annual value, payment terms and billing frequency defaulted from the account, a validity date, a scope of work and a field for special terms. Scope of work is the wording of what is being delivered; it prints on the quote and triggers nothing. Special terms is for anything outside the standard: a termination clause, a service credit. Anything in that field triggers deal desk review.
Sentnext 14 days
| Quote Number | Opportunity | Account | Total | Sent Date |
|---|---|---|---|---|
| QTS-41521 | OPP-39941 | ACC-73648 | 740 | 10 Sep |
| QTS-11987 | OPP-48051 | ACC-39714 | 100 | 11 Sep |
| QTS-86979 | OPP-38871 | ACC-99603 | 380 | 10 Sep |
| QTS-34399 | OPP-39267 | ACC-25250 | 580 | 09 Sep |
| QTS-61914 | OPP-46860 | ACC-85819 | 50 | 05 Sep |
| QTS-59650 | OPP-24991 | ACC-60901 | 590 | 06 Sep |
Versions
A quote is never edited after it has been sent. A concession creates a new version on the same opportunity; the previous version is marked superseded and stays readable. One version is primary and sets the opportunity’s annual value and tax-exclusive total value from NetTotal; forecast amount follows the quota basis. A new primary version clears the Sales Manager’s negotiation approval so it must be reviewed again. The sequence of offers is therefore on the record for the negotiation review and for any later dispute.
Approval rules
Submitting a quote runs the rules over every line and the header. Each breach creates an approval step with a reason and routes it to the role that owns that reason:
Steps run in sequence. The approver sees the quote, the deal, the buying committee and the account’s discount history, and approves or rejects with a comment. A rejection returns the quote to the rep as a draft with the comment attached; the rejected step stays on the record. A quote inside every threshold is approved by the system on submit.
An approver can name a delegate until a date; the step then records both the approver it was addressed to and the delegate who decided. Nobody can approve their own quote, and a manager cannot approve a quote on a deal they own.
| Reason | Who approves |
|---|---|
| Discount above the rep's authority | The first person up the rep's reporting line whose authority covers it |
| Discount above the entry's maximum | Deal desk, whatever the approver's authority |
| Price below the floor on any line | Deal desk |
| Non-standard terms in the special terms field | Deal desk |
| Payment terms or billing frequency other than the standard | Deal desk |
| Total at or above the deal size threshold | Sales manager, and the manager's manager above the second threshold where one is set |
Sending and acceptance
An approved quote is sent as a PDF to the recipient and the sent date is stamped. Account Executive or Customer Success Manager records AcceptedDate and AcceptanceDocument when the customer confirms. Deal Desk validates the booking against that version and evidence before creating the contract. Declined records that the customer said no to this version. Expired is set by the system when the validity date passes with no answer, which prompts the rep and counts in the discount report.
Modules
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Accounts
The company record everything else hangs off: hierarchy, sites, ownership by territory, the account team and the yearly plan for the accounts that matter most.
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Contacts
The people at each account: who they are, who they report to, the part they play in a purchase, and whether you may contact them.
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Pipeline
Leads in, opportunities through the stages, a next step with a date on every deal, and a history that shows how each one really moved.
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Quotes
Priced proposals built from a price book, versioned as the deal moves, and approved by the right person whenever a rep goes past their authority.
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Activities
Every call, meeting, email, demo, task and note, logged against the account and the deal, synced from mail and calendar, and rolled up into the fields managers sort on.
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Renewals
The contract a won deal becomes, the notice deadline and lead time on it, the renewal opportunity the system opens in time, and the expansion sold on top.
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Forecast
Forecast categories on every deal, a quota per rep per period, a weekly submission with commit and best case, and a manager review that is kept alongside it.
Reports
All reportsRoles and permissions
Owns the accounts, contacts, opportunities and quotes in their territory and submits the weekly forecast.
Runs a team of reps: approves negotiation and discounts within manager authority, approves the team's realignment moves, reviews forecasts and sets quotas.
Guards price, terms and bookings: approves quotes below floor price or outside standard terms, validates closed-won deals against the accepted quote, and maintains the price books and thresholds.
Owns customers after the win: contracts, renewal risk, renewal and expansion deals.
Related processes
Lead to deal
From a lead arriving to a signed contract handed to customer success: routing, qualification, acceptance, proposal, negotiation, the bookings check and the handover, with the gates where a person decides.
6 stages · 3 approvals
Quote approval
How a priced proposal gets from a rep's draft to the customer's inbox: the rules that decide who must approve, the steps in sequence, and what happens on rejection, revision and expiry.
6 stages · 1 approval
Renewal
From a contract's notice deadline to the next contract signed: the opportunity the system opens, the risk call, the renewal quote and approval, and what happens when the customer says no.
6 stages · 2 approvals