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Following are the rules that trigger a review in Deal Desk, meaning a review request will be sent to the appropriate person based on the rule type and GTM will be unable to send the quote to a customer until the rule has been approved:
- Offline Order Forms - all offline Order Forms will need to also be submitted to the #sales-success-legal channel for review. They will also be reviewed after a deal has moves to Closed Won to ensure that the signed contract, the approved Dealhub quote, and the opportunity all match.
- ENT deals below $35k - $35k is the approved floor for ENT segment deals. Anything below that ARR threshold will require manager approval.
- Talent Marketing, ENT ATS, ATS - all of these product SKUs will trigger a review to ensure that they also contain the required supporting SKUs (see your GTM enablement guidelines for packaging these SKUs.
- Professional Services SKUs - these SKUs will trigger a review by CS management to ensure alignment on bandwidth and pricing.
- Premium Support SKUs - these deals will be reviewed to ensure are only included on ENT deals and that the pricing is appropriate. We do not allow heavy discounting on Premium Support as we have significant costs associated with providing the service.
- Extended payment schedules - anything other than Annual or Upfront will trigger a review to ensure we’re not extending those schedules to customers that would result in any individual invoice being less than $2,500. For example, anyone on quarterly terms would need to have an ARR of $10k to qualify.
- Extended payment terms - Net 30 is out standard and should be the only option for SMB accounts, without manager approval. For renewals, we’ll generally accept payment terms that correspond to their previous deal.
- Free use periods - any free use periods, for licenses or modules, is effectively a 100% discount for that line item, so they will be reviewed as part of the overall discounting offered.
- Opt-outs - any deal with an opt-out attached needs review and approval from Deal Desk via the #sales-success-legal channel prior to being submitted in Dealhub.
- Non-annual contract terms - these deals are primarily reviewed to ensure overall contract term length and product line item term lengths are entered correctly.
- Discounting beyond 20% - we allow GTM to be aggressive with discounting in competitive deals, and we realize that renewals where the price books have changed can lead to greater discounts as well, but any discounts over 20% will be reviewed and anything over 35% will be expected to have the appropriate manager approval noted in the Dealhub quote submission.
- Changes to Contract Notes - the Contract Notes field in Dealhub allows GTM to add notes for specific legal changes to the OF that we have pre-approved. This is usually things like referencing an older MSA as the governing document, or specifying that expansion seats will be prorated. The notes need to be checked to ensure they contain the approved language, and are correct.