Deal Desk Template for Product Strategy

Any deal that deviates from standard published pricing or terms. This includes discounts above 10%, multi-year commitments with price locks, custom payment terms (anything beyond Net-30), free add-ons or modules, custom SLA terms, feature commitments with delivery dates, and any clause the legal team has not pre-approved. If the rep can close the deal using the pricing page and standard contract, it does not need a deal desk review. For guidance on setting standard pricing, the [pricing strategy framework](/glossary/pricing-strategy) covers model design for SaaS products.

Three things. First, set SLAs for each approval tier (same-day for small discounts, 48 hours for complex deals). Second, pre-approve common patterns. If 40% of enterprise deals need SSO included free, just make SSO free for enterprise and remove it from the deal desk process. Third, use async approval via Slack or email for straightforward requests. Reserve meetings for complex deals that need discussion. The [stakeholder alignment process](/stakeholder-guide) covers how to build approval workflows that do not create bottlenecks.

Yes, for two categories. First, any deal that includes a feature commitment or delivery timeline. Sales should never promise a feature date without product sign-off. Second, any deal that includes custom terms that could set a precedent (like custom SLAs, data residency requirements, or integration commitments). For standard discounts and payment terms, product involvement is not needed. Use the [RICE framework](/frameworks/rice-framework) to evaluate whether a feature commitment requested in a deal aligns with your roadmap priorities.

Log every deal desk request and decision in a shared tracker (spreadsheet, Notion database, or CRM custom object). Track: request date, account, requested terms, deal score, approval decision, actual close outcome, and 12-month expansion result. Review quarterly. Patterns in the data will tell you when standard pricing needs updating. If 60% of enterprise deals need a 15% discount to close, your enterprise pricing is 15% too high.

This is why product must sign off on feature commitments. When a committed feature is at risk, the PM should flag it immediately (not at the deadline). Work with sales and the account team to manage the customer's expectations early. Options include offering a workaround, providing a revised timeline, or negotiating a contract amendment. Never commit to a feature date without buffer. Use "commercially reasonable efforts" language in the contract, not hard delivery guarantees. The [product strategy guide](/strategy-guide) covers how to balance deal-driven requests against strategic roadmap priorities. ---