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The deal desk decision record
The record makes the approval explainable after the quarter that created it has ended.
| Field | Example answer | Why it matters |
|---|---|---|
| Customer problem | Named operational problem and required outcome | Keeps the desk from approving a price without a use case |
| Requested exception | 18% discount, annual prepay, custom implementation | Makes the trade visible |
| Exchange | Two-year term and reference permission | Distinguishes an exchange from erosion |
| Selection reason | Strategic segment, fit risk, or seller escalation | Shows which population is being filtered |
| Relationship ownership | Firm, named rep, partner or mixed | Flags portability risk |
| First-year cost | Onboarding, service, support and integration | Protects contribution margin |
| Review date | 90 days after go-live and at renewal | Creates the learning loop |
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Reference & Evidence
Source: Author's worksheet for connecting an approval decision to selection, economics and post-sale risk.
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