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Business & Operations Intermediate

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.

8 lessons 8 labs 2 h Certificate

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What you'll build

What you will be able to do

Each lab ends with a concrete result that you build yourself and the checker confirms, cell by cell.

  • Walk Quillstack's 250-seat Harborview Logistics deal down the price waterfall and chart where the money leaks out.
  • Check ten open Quillstack quotes for the discount the customer really gets once free seats are counted.
  • Check every open quote against Quillstack's 72% gross margin floor and work out the lowest price that would clear it.
  • Route every open quote to the right approver with a two-way lookup, and send deals below the margin floor straight to the CFO.
  • Turn Harborview's three-year ramped renewal into the numbers a deal desk reports: TCV, ACV, blended price and the real discount over the term.
  • Price the concessions Harborview is asking for: paying later, paying quarterly, and two free months.
  • Analyse Q3's closed deals to find which rep discounts well above the company and how much that costs in one region.
  • Build the weekly deal desk view of Quillstack's Q4 approval queue: two KPIs and two highlight rules that make the problem deals jump out.

About this course

Discounts granted one deal at a time can quietly erode a company's margin. This course teaches deal desk teams to control them. You walk a deal from list price to pocket price in a waterfall chart, then compare headline and effective discounts and price per seat. Each deal is checked against a margin floor, and an approval matrix routes it by discount band and deal size. Multi-year labs model ramped pricing and calculate total and annual contract value. You put a number on non-standard terms such as delayed payment and free months, find discount leakage by rep and region and build a dashboard with KPIs and conditional formatting. For deal desk analysts, sales operations and finance partners.

Curriculum

Course content

8 lessons · 8 labs · 2 h · final exam

  1. From List Price to Pocket Price: the Deal Price Waterfall (Chart)Lab15 min4 checked tasks
    Unlocked when you buy the course
  2. Headline vs Effective Discount and Price per SeatLab15 min4 checked tasks
    Unlocked when you buy the course
  3. Margin Floor Check per DealLab14 min4 checked tasks
    Unlocked when you buy the course
  4. Approval Routing Matrix: Discount Band × Deal Size (INDEX/MATCH, IFS)Lab16 min4 checked tasks
    Unlocked when you buy the course
  5. Multi-Year Deals: Ramped Pricing, TCV and ACVLab14 min4 checked tasks
    Unlocked when you buy the course
  6. The Cost of Non-Standard Terms: Payment Timing (NPV) and Free MonthsLab15 min4 checked tasks
    Unlocked when you buy the course
  7. Discount Leakage by Rep and Region (SUMIFS, Outliers)Lab15 min4 checked tasks
    Unlocked when you buy the course
  8. Deal Desk Dashboard: KPIs and Conditional FormattingLab15 min4 checked tasks
    Unlocked when you buy the course
  9. Final exam12 questions, 75% to pass, unlimited retries.

Certificate

Finish with a certificate you can verify

Complete every lesson and pass the final exam to receive a certificate of completion for this course, with a unique credential ID and a public verification page.

  • Names the course, your score and the date of issue
  • A verification link for your CV or LinkedIn profile
  • 12 questions, 75% to pass, unlimited retries.

A Tutorvo certificate confirms that you completed a course. It is not an official or professional qualification.

Illustration. Your certificate shows your own name, course and credential ID.

Before you buy

Questions about this course

Is this a subscription?

No. You pay $9.99 once for this course. There is no subscription and nothing renews automatically. Prices are in US dollars; taxes may be added where required.

What exactly do I get?

All lessons and labs of this course, the final exam and the certificate, including later updates to the course, for as long as Tutorvo offers it. Access is personal and tied to your account.

Can I get a refund?

Yes. If you are not satisfied, email hello@tutorvo.com within 14 days of buying and we refund the course in full via Stripe. The guarantee does not apply once a certificate for the course has been issued to you, or where there are signs of abuse.

When can I start?

Right after payment. Access starts immediately at your request; for consumers in the EU/EEA the statutory right of withdrawal therefore ends once access has begun, while our 14-day money-back guarantee applies regardless.

Do I need Excel or other software?

No. The labs run in a spreadsheet inside your browser on a laptop, tablet or phone. Function names and syntax follow Excel.

Is the certificate an official qualification?

No. It confirms that you completed all lessons of the course and passed its final exam. It is not an official, state-recognised or professional qualification. The name is taken from your profile when the certificate is issued.

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