Channel sales manager
Partner operations lead
Pricing analyst
Finance business partner
VP of channel sales
Deal desk analyst
This process is used when a pricing quote must be reviewed and authorized before it is issued to a channel partner or submitted by a partner on behalf of an end customer. It applies when partner quotes involve special pricing, volume discounts, deal registration incentives, or terms that deviate from standard partner price lists. It is triggered when a channel sales manager prepares a quote for a partner opportunity, when a partner requests special pricing, or when a deal registration qualifies for preferential terms. Ideal for technology, SaaS, distribution, manufacturing, and any environment where partner-facing pricing requires governance to protect margins and maintain channel consistency.
Channel sales managers prepare and submit partner quotes for review. Partner operations leads validate quote accuracy against partner tier, deal registration status, and program eligibility. Pricing analysts evaluate the quote against margin thresholds, pricing policies, and competitive positioning. Finance business partners review financial implications for significant discounts or non-standard payment terms. VPs of channel sales or deal desk analysts authorize quotes above defined discount thresholds or involving strategic partner deals.
Faster partner deal cycles by routing pricing, partner operations, and financial reviews in parallel rather than through sequential email approvals. Protected channel margins by ensuring every partner quote is evaluated against pricing policies and margin thresholds before commitment. Consistent partner pricing by validating quotes against partner tiers, deal registration status, and program eligibility within a structured process. Clear pricing accountability with every quote traceable to who prepared, reviewed, and authorized the partner-facing terms.
Your version of this process may vary based on roles, systems, data, and approval paths. Moxo’s flow builder can be configured with AI agents, conditional branching, dynamic data references, and sophisticated logic to match how your organization runs this workflow. The steps below illustrate one example.
Quote preparation and submission
The process begins when a channel sales manager prepares a pricing quote for a partner opportunity. The submission includes the partner name, end customer details if applicable, product or service line items, proposed pricing, discount level, deal registration reference, and any special terms. An AI agent can validate the quote against the partner price list, tier eligibility, and deal registration status, flagging any discrepancies before the quote moves to review.
Partner operations validation
The partner operations lead reviews the quote for accuracy against the partner’s tier, program eligibility, and deal registration status. This includes confirming that the partner qualifies for the proposed pricing level, that the deal registration is active and valid, and that the quote aligns with channel program terms. If the partner’s eligibility does not support the proposed pricing, the quote is returned for adjustment.
Pricing review
The pricing analyst evaluates the quote against margin thresholds, competitive positioning, and pricing policy. For quotes with significant discounts or non-standard terms, the analyst assesses the impact on margin and whether the pricing sets an appropriate precedent. If the quote exceeds approved discount levels, it is flagged for escalation.
Financial review
For quotes with substantial financial impact, extended payment terms, or volume commitments, the finance business partner reviews the implications. This includes assessing revenue impact, payment risk, and any financial commitments tied to the quote.
Executive authorization
For quotes above defined discount thresholds, for strategic partner deals, or when pricing deviates significantly from standard terms, the VP of channel sales or deal desk analyst provides final authorization. An AI agent can summarize the quote details, partner context, and reviewer feedback to support efficient decision-making.
Quote issuance and tracking
Upon approval, the quote is finalized and issued to the partner. The approved terms are documented, and the quote is tracked through the deal lifecycle to ensure the final transaction aligns with the authorized pricing.
This process commonly relies on inputs such as partner price lists, deal registration records, product catalog data, margin thresholds, and partner tier information. It may be triggered by events like a partner opportunity advancing in the CRM, a deal registration approval, or a channel sales manager requesting special pricing. Systems such as a CRM (Salesforce), a CPQ tool (Salesforce CPQ, DealHub), or a PRM platform are commonly connected to provide partner data, pricing rules, and deal registration status.
Key decision points include whether the partner’s tier and deal registration status support the proposed pricing level, whether the quote falls within approved discount thresholds or requires escalation, whether the financial impact of the quote is acceptable to finance, and whether the deal’s strategic importance justifies any pricing exceptions.
Inaccurate tier validation where quotes are issued at pricing levels the partner does not qualify for, creating channel conflict or margin loss. Deal registration gaps where quotes reference expired or invalid registrations, leading to pricing disputes after the deal closes. Slow escalation where quotes requiring executive approval sit without clear urgency signals, delaying time-sensitive partner deals. Disconnected quote tracking where approved pricing is not reflected in the CRM or order system, causing discrepancies between the quoted and invoiced price.
Orchestrates partner quote review across channel sales, partner operations, pricing, finance, and leadership within a single workflow, replacing email-based approval chains.
Routes reviews in parallel so that partner eligibility, pricing, and financial validation happen concurrently, accelerating the quote cycle.
AI agents validate quotes against partner tiers, deal registrations, and pricing rules before review begins, catching errors and eligibility issues early.
Supports threshold-based escalation so that quotes above defined discount levels automatically route to executive sponsors without manual triage.
Connects to CRM, CPQ, and PRM systems to pull real-time partner data, pricing history, and deal registration status into the approval workflow.
Tracks approved quotes through the deal lifecycle within the workflow, ensuring the final transaction reflects the authorized partner pricing.
