From List Price to Pocket Price: the Deal Price Waterfall (Chart)
This lesson is part of the course
In this lesson
You walk Quillstack's 250-seat Harborview Logistics deal down the price waterfall and chart where the money leaks out.
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Lessons in this course
- From List Price to Pocket Price: the Deal Price Waterfall (Chart) Locked
- Headline vs Effective Discount and Price per Seat Locked
- Margin Floor Check per Deal Locked
- Approval Routing Matrix: Discount Band × Deal Size (INDEX/MATCH, IFS) Locked
- Multi-Year Deals: Ramped Pricing, TCV and ACV Locked
- The Cost of Non-Standard Terms: Payment Timing (NPV) and Free Months Locked
- Discount Leakage by Rep and Region (SUMIFS, Outliers) Locked
- Deal Desk Dashboard: KPIs and Conditional Formatting Locked