Inconsistent pricing & discounts
Discount decisions vary by seller and approver, and guidance arrives too late — causing uneven competitiveness and margin leakage.
Self-guided proposal experience
Turn SMB pricing discipline into a measurable, owned capability.
Dynamic Deal Guidance gives T-Mobile for Business sellers and approvers fact-based pricing at the point of quote — reducing inconsistent discounting, sharpening approval discipline, and proving value through matched-control measurement.
- A working pattern we have built before, brought as a starting point — not a research project.
- Software-speed delivery with integrated pods and AI-enabled engineering.
- TfB owns the code, models, dashboards, and playbook at handover.
Welcome video · placeholder
EY / Studio+ welcome message
EY / Studio+ welcome message
$0M
Three-year prize: incremental revenue and recovered margin.
0%
Revenue uplift at the top of the range for mature B2B selling.
0
Composable DDG modules, tuned to TfB and transferred at exit.
0
From diagnostic to owned operating engine, with value drops monthly.
The prize
The value case comes first — before the mechanics.
Step through the four levers behind the three-year prize. Each builds on the last to reach the headline number.
Deck reference: slides 9–10Lever 0 of 4
Press play to build the value case
Margin improvement $120M
Guidance lifts realized price toward target on in-band deals that previously over-discounted.
Pricing consistency $80M
Like-for-like cohorts compress discount dispersion across sellers and regions.
Deal velocity $65M
Auto-approval of in-band deals shortens cycle time and frees approver capacity.
Win-rate maintained $35M
Floor logic protects competitiveness, so discipline does not cost deals.
$0M
Three-year prize
Incremental revenue and recovered margin.
3–7%
Uplift range
In-scope opportunity in mature B2B sales.
$30–100M
Annual run-rate
Estimated value once DDG runs at scale.
0
Primary levers
Margin, consistency, velocity, win-rate.
Source & assumptions: Lever splits are illustrative placeholders for the proposal value waterfall; final figures, ranges, and matched-control assumptions will be confirmed with Finance.
Why now
SMB is the growth frontier — but today's motion leaks margin and speed.
Four forces are converging at once. Scroll to watch the pressure build.
Deck reference: slides 13–19, 27Approval friction without value
Approvers lack a fact-based definition of a good deal. Sellers experience slowdowns, and the process rarely improves outcomes.
The buyer changed
SMB buyers are digital-first, rep-averse, and heavily influenced by the first quote they receive.
The economics changed
White-glove deal-desk models do not scale cleanly into SMB volume and cost-to-serve realities.
Deal velocity matters
Slow, manual approvals lose deals. Speed at the point of quote is now a competitive lever.
The technology changed
AI/ML pricing is now deployable inside the workflow — not a strategy slide or a science experiment.
Why it matters: The window is open now because buyer behavior, unit economics, deal speed, and deployable AI have aligned — waiting widens the leakage.
What changes
From after-the-fact approvals to live, guided pricing.
Toggle between today's flow and the DDG-enabled flow to see the difference at the point of quote.
Deck reference: slides 6, 20–24, 29–35Future interaction: animated side-by-side that traces a single quote through both flows with timing and margin annotations.
The guidance system
Five modules assemble into one platform — and transfer at exit.
Select each module to snap it into the platform. This is a concrete capability, not a methodology.
Deck reference: slides 45–47, 107DDG platform
0 / 5 modulesCohort engine
Deal scoring
Guidance UI
Approval router
Measurement layer
Select modules to assemble the platform.
Handover-ready: code, models, dashboards, and playbook transfer to TfB before exit.
Guided quote flow
Walk a single deal through the six-step seller workflow.
This is the motion inside Salesforce — click through to watch the quote change state at each step.
Deck reference: slides 50–51
salesforce.com · CPQ
Dynamic Deal Guidance
Riverside Logistics · Mobile + Fixed-Wireless bundle
Seller: Maya · 105 employees · 36-month term
Draft quote
PlanBusiness Unlimited Ultimate+
Lines140 mobile + 12 FWA
List price / line$165 / mo
Seller-proposed$118 / mo (−28%)
Maya builds the quote in Salesforce CPQ. Her instinct is to discount hard to win — but is $118 actually competitive, or is it leaving margin on the table?
Deal contextIndustry, size, products, term, geo
TransportMuleSoft Anypoint API
Latency target< 800 ms round-trip
On save, MuleSoft passes live deal context to the DDG intelligence tier — no copy-paste, no separate tool.
Matched cohort1,284 comparable SMB deals
Deal score72 / 100 (healthy)
Win probabilityat $142 → 81%
The cohort engine finds like-for-like deals and scores this one. The seller-proposed $118 is well below comparable winners.
Floor
$129
Below routes to approver
Target
$142
Recommended value point
Stretch
$151
Best defensible outcome
Guidance returns in workflow. At target, Maya wins the deal and protects $24/line/mo versus her first instinct.
Revised quote$142 / mo (in-band)
Approval rule≥ floor & ≥ target → auto-approve
RoutingNo approver needed
Because the quote lands in-band, it auto-approves instantly. Out-of-band deals would route to the right approver with an SLA.
Outcome logged toMeasurement layer
Compared againstMatched control cohort
Every outcome feeds measurement and the next model refresh — the system learns from each deal.
Future interaction: editable inputs (size, term, products) that recompute guidance live with mocked model logic.
Simulated demo
Three views of one deal: seller, approver, and Finance.
The same Riverside Logistics deal, seen by each role. A fuller simulation will be built on this structure.
Deck reference: slides 4, 99M
Maya · SMB Account Executive
Point of quote · Salesforce CPQ
Maya sees target, stretch, and floor the moment she prices the deal — with a plain-English recommendation.
Floor
$129
Routes to approver below this
Target
$142
Recommended · 81% win prob.
Stretch
$151
Best defensible outcome
Recommendation
Quote at $142/line/mo. This is competitive for comparable 100–150 employee logistics deals and protects $24/line versus a reflexive 28% discount.
D
David · Regional Deal Desk
Approval routing & SLA logic
In-band deals never reach David. Exceptions route to the right approver automatically, with context and an SLA clock.
Quote at $142
Auto-approvedAt or above target band
Margin check
PassedWithin cohort guardrails
If below $129 floor
SLA: 4 hrsRoutes to David with full context
What changes for approvers
David spends time only on genuine exceptions, with a fact-based view of why a deal is off-guidance — not rubber-stamping in-band quotes.
F
Finance & Sales Ops
Measured value · matched control
Finance sees measured margin uplift and cycle-time performance against a matched control — weekly, not at the end.
0
Margin index vs. control (100)
▲ +6.4 pts
0%
Faster approval cycle time
▲ improving
0%
Seller adoption of guidance
▲ +12 pts
Why Finance trusts it
Every quoted deal is compared to a matched-control cohort, so uplift is attributable — not assumed. Value capture is built into the program from sprint one.
Future interaction: a guided, narrated walkthrough that animates the deal moving seller → approver → Finance with live mocked data.
Architecture
Fits the existing workflow — built to transfer to TfB ownership.
Salesforce at the experience tier, DDG as the intelligence tier, Azure as the TfB-owned foundation. Select a layer to expand it.
Deck reference: slides 48–49, 98ExperienceWhere sellers work
Guidance appears natively in the seller's existing quote screen — no new tool to learn.
IntegrationHow context moves
Real-time, low-latency context exchange between Salesforce and the DDG intelligence tier.
IntelligenceThe DDG brain
The five modules from the guidance system live here, tuned to TfB data and transferable at exit.
Data & analyticsTfB-owned foundation
Runs in the TfB Azure tenant, so models, features, and dashboards are owned from day one.
GovernanceTrust & control
Security, monitoring, and IP transfer are designed in from week one — not bolted on at exit.
Future interaction: connect each layer to specific RFP requirements with an evidence drawer per component.
Delivery plan
Monthly value drops — not a long wait for a final deliverable.
A credible path from diagnostic to pilot to scale, with handover designed from week one.
Deck reference: slides 31–44, 80–83, 96–1041
Weeks 1–8
Diagnose & design
- Define cohorts & size leakage
- Good-deal rubric
- MVP design
- Working prototype demo
2
Weeks 9–26
Build & pilot
- Salesforce integration
- Live seller pilot
- Refine model & bands
- Measure usage weekly
3
Months 7–18+
Scale & transfer
- Scale by waves
- Operationalize governance
- Transfer ownership
- Prepare exit
Six workstreams, one integrated pod
Pricing IP & models
Cohort design, good-deal rubric, target / stretch / floor logic.
Technology & tool build
Salesforce workflow, data pipelines, model endpoints, monitoring.
Deal desk operations
Routing rules, escalation logic, override controls, SLAs.
Change & adoption
Seller training, manager coaching, certification, weekly adoption.
Measurement & governance
Baseline, matched controls, KPI cascade, value realization cadence.
Integrated pod
Strategy, data, engineering, change, and measurement as one team.
Future interaction: full 18-month Gantt with dependencies, decision gates, and workstream swimlanes.
Measurement
Value capture is designed in — not checked at the end.
Matched-control measurement gives Finance and Sales Ops confidence the program can prove whether it is working.
Deck reference: slides 41, 52, 74–760
Margin uplift index
Pilot vs. matched control (100 = parity)
▲ +6.4 pts vs. control0%
Discount dispersion ↓
Reduced variation within cohorts
▲ tighter pricing0%
Approval cycle time ↓
Quote submit → approval complete
▲ faster deals0%
Seller adoption
Guidance used at point of quote
▲ +12 pts QoQMargin index: pilot vs. matched control
Indexed to 100. The gap is the attributable uplift.
Wave 1Wave 2Wave 3
Matched control DDG pilot
What we measure
- Margin uplift
Pilot margin index vs. matched control. - Discount dispersion
Variation within comparable cohorts. - Approval cycle time
Quote submit to approval complete. - Adoption
Usage, overrides, coaching opportunities.
Future interaction: live executive dashboard with weekly value, adoption, and cycle-time trends and drill-downs.
Why EY / Studio+
The differentiator is a working delivery model — not just expertise.
Five postures shape how we deliver, mapped to the workstreams that build the capability.
Deck reference: slides 3, 55–59, 64–73, 84–92Ship code, not slides
Bring a working pattern and build toward production artifacts.
Move at software speed
Integrated pods and AI-enabled delivery compress cycle time.
Share the outcome
Align economics to measured impact across later phases.
Hand it over
Transfer models, code, playbooks, dashboards, knowledge.
Sit with TfB
Co-create decisions in the room, not in status cycles.
Capabilities mapped to workstreams
Pricing IP & models
Pricing strategyCohort & rubric design
Data scienceScoring & bands
Technology build
Salesforce eng.CPQ & guidance UI
Data eng.Pipelines & endpoints
Deal desk ops
Process designRouting & SLAs
ControlsOverrides & escalation
Change & adoption
EnablementTraining & coaching
AdoptionCertification & cadence
Measure & govern
Value mgmtMatched controls
GovernanceKPIs & assurance
Future interaction: hover any capability to highlight the named EY roles and the deck slides behind it.
Commercials
A fee model that reinforces confidence in measured outcomes.
Risk shifts toward EY as the program proves value. The bars show how compensation moves from fixed to outcome-linked.
Deck reference: slides 60–61
Phase 1 · Weeks 1–8
Fixed fee
Diagnostic & MVP design
100% fixed — predictable cost to prove the case.
Phases 2–3 · Build & pilot
Low base + gain share
Tied to measured incremental margin
Lower base, with upside earned only on matched-control results.
Guardrails
Shared assurance
Cap, window & value floor
Measurement window, cap, assumptions, and value-at-risk floor set with Finance.
Incentive alignment: EY is paid more when TfB captures more measured value — and the guardrails protect both sides if assumptions miss.
Future interaction: a slider that models gain-share scenarios against value-realization curves.
The ask
Build the capability. Prove the value. Transfer the operating engine.
Dynamic Deal Guidance turns SMB pricing discipline into a measurable, scalable, and TfB-owned capability — starting with an 8-week diagnostic and working prototype.
Deck reference: slide 62