Table 220 Aug 2026From “A deal desk is a selection system”

The deal desk decision record

The record makes the approval explainable after the quarter that created it has ended.

Table 2The deal desk decision record

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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Source: Author's worksheet for connecting an approval decision to selection, economics and post-sale risk.

PNG4:3, 1600 × 1200, with the title, the source line and the attribution set in the image isoglu-2026-a-deal-desk-is-a-selection-system-fig02.png

From the essay

Revenue operations & AI

A deal desk is a selection system

A deal desk does more than approve discounts. It changes which opportunities reach the forecast, the customer base and the retention number.

20 Aug 2026

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APA 7

Isoglu, S. (2026). The deal desk decision record [Table]. isoglu.com. https://isoglu.com/insights/exhibits/isoglu-2026-a-deal-desk-is-a-selection-system-fig02/

BibTeX

@misc{isoglu-2026-a-deal-desk-is-a-selection-system-fig02,
  author = {Isoglu, Sinan},
  title = {{The deal desk decision record}},
  year = {2026},
  howpublished = {Table 2, isoglu.com},
  url = {https://isoglu.com/insights/exhibits/isoglu-2026-a-deal-desk-is-a-selection-system-fig02/},
  note = {From the essay {A deal desk is a selection system}}
}

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<figure>
  <a href="https://isoglu.com/insights/exhibits/isoglu-2026-a-deal-desk-is-a-selection-system-fig02/">
    <img src="https://isoglu.com/social/isoglu-2026-a-deal-desk-is-a-selection-system-fig02.png" alt="Table 2: The deal desk decision record" width="3200" height="2400">
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  <figcaption>Table 2: The deal desk decision record. Source: Author&#39;s worksheet for connecting an approval decision to selection, economics and post-sale risk. <a href="https://isoglu.com/insights/exhibits/isoglu-2026-a-deal-desk-is-a-selection-system-fig02/">View exhibit</a>.</figcaption>
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