Multi-Product Deal Structures

When a single deal contains multiple products, the deal structure must capture enough detail for product-level analysis without creating so much complexity that reps stop maintaining the data. The minimum viable structure is: one deal record with a total value, plus line items for each product with individual values. This enables total deal tracking at the pipeline level and product-level revenue analysis at the line item level.

1. Product Line Items Each product in the deal gets a line item with: product name, quantity, unit price, total value, and product-specific discount (if any). The sum of line items equals the deal total. Line items enable product-level revenue reporting, attach rate analysis, and cross-sell tracking.
2. Primary Product Flag Designate one product as the "primary" — the product driving the buyer's purchasing decision. Secondary products are attached to the primary's evaluation. This distinction matters for conversion analysis: did the customer buy the secondary product because they wanted it, or because it was bundled with the primary?
3. Product-Level Stage Tracking In complex multi-product deals, different products may be at different stages of evaluation. The security product might be in technical evaluation while the analytics product is already approved. Optionally track sub-deal stages per product to capture this granularity — but only if the additional data entry burden is justified by the analytical value.