SDRs often need to send a quick-pricing one-pager to keep a buying-signal lead engaged before the AE hand-off. The quoting workflow for SDRs is distinct from AE quoting: lighter templates, lower approval thresholds, and tighter rules on when SDR-authored quotes convert to formal AE proposals. This page covers the workflow and the Strkr CRM configuration.
SDR teams running quote workflow usually hit one of five problems. Scope creep (SDR quoting outside their lane), approval gaps (quotes with no manager review), hand-off friction (AE renegotiating the SDR quote), template sprawl (every SDR invents their own), and attribution confusion (who gets credit when SDR quotes close). The workflow below addresses each.
Without scope rules, SDRs sometimes quote deals that belong to AE motions. The fix is a scope policy: SDR can quote standard SMB pricing with no custom terms; anything with discount, custom term length, or non-standard SKU triggers mandatory AE hand-off.
SDR-sent quotes without approval review can commit the company to pricing or terms that leadership would not approve. The fix is a lightweight approval chain: SDR quotes auto-approved under $X, manager approval between $X and $Y, VP approval above $Y.
If AE comes in and discounts further or restructures the quote, the SDR's credibility suffers. The fix is clear hand-off rules: SDR quotes are quick-pricing only; formal proposals come from AE post-discovery. Both roles see the same template structure.
Without a shared template, each SDR builds their own one-pager in Google Docs or Canva. Branding inconsistent, pricing inconsistent, approval status unverifiable. The fix is a centralized quote template with controlled pricing, mandatory fields, and brand-consistent output.
When an SDR-authored quote closes without major AE involvement, credit attribution gets messy. The fix is an explicit attribution policy: SDR quotes that close under $X and without AE involvement credit SDR fully; mixed-involvement deals split per policy.
SDRs sometimes verbal-commit pricing on cold calls that the written quote cannot match. The fix is a strict rule: no verbal pricing commitments; always "I can send you a quick-pricing one-pager" and let the written quote carry the terms.
The scope policy defines the boundary between SDR quick-pricing and AE formal proposals. Clear boundaries keep SDR output fast and keep AE motion protected from premature discounting.
SDRs can quote standard SKUs at list price for teams under 25 seats with no custom term, no discount, no non-standard add-ons. The quote serves as a quick-pricing one-pager to keep buying-signal leads engaged before AE discovery call.
SDRs can offer trial extensions up to 14 additional days (total trial up to 28 days). Extensions beyond 28 days require AE approval. Extensions are logged as an activity on the opportunity for attribution and reporting.
SDRs cannot discount from list price. Any discount request from the prospect triggers mandatory AE hand-off with a note on the opportunity. The SDR's role is to qualify and route; AE owns pricing negotiation.
Non-standard contract terms (multi-year, custom SLA, custom scope, MSA customization) are AE-and-legal territory. SDR quotes always default to standard terms. Any custom-term signal from the prospect triggers mandatory AE hand-off.
Deals above the SMB tier (teams of 25-plus seats, enterprise contact-sales form submissions, named-account targets) always hand off to AE. SDR role here is discovery and introduction, not pricing. The quote-template picker surfaces only standard SMB templates for SDR users.
Even within SDR scope, quotes above an organization-set threshold (common: $5k ARR) trigger lightweight manager review before send. The approval is one-click in the Strkr quote builder and typically resolves in minutes. Audit log preserves the approval chain.
The quote template has 6 required sections. Every SDR-authored quote uses the same template to protect brand consistency and ensure approval chains work.
Header captures prospect company name, primary contact, quote reference number (auto-generated), issue date, expiration date (default 30 days). The quote reference ties back to the opportunity record for attribution.
Scope summary describes the SKU, user count, term length, and included features in plain language. The SDR fills this in from a dropdown of pre-approved scopes. No free-text that could create non-standard scope promises.
Pricing table shows line items at list price (per-seat base, usage components if applicable, implementation if included). SDR quotes cannot show discount lines. If prospect needs discount, the quote routes to AE. Total pricing is auto-calculated from line items.
Terms summary covers standard contract terms: billing cadence (monthly or annual), start date, auto-renewal clause, payment method options, support SLA, and cancellation policy. All standard; SDR cannot customize.
Next-steps section describes the sign-and-pay path: e-signature link, payment method capture, go-live timeline. For prospects wanting to formalize, the SDR hands off to AE for the formal MSA path if the deal exceeds SMB-standard scope.
Footer identifies the SDR as the primary contact with email, phone, and calendar-booking link. Also includes company legal name, address, and billing-contact placeholder. Keeps the single-point-of-contact clear for the prospect.
The SDR-to-AE hand-off is a defined workflow: the SDR quote is the quick-pricing one-pager; the AE proposal is the formal document that goes through legal and procurement. Both documents live on the same opportunity for attribution.
When the prospect responds to the SDR quote with budget confirmation and intent to proceed, the SDR triggers hand-off to AE. The hand-off creates an opportunity transition with SDR quote attached as the baseline reference. AE picks up the deal with full context.
If the prospect requests any discount, custom term, or non-standard scope, the SDR hands off immediately. The SDR notes the request in the hand-off log and the AE picks up the discount conversation. The SDR does not negotiate pricing further.
If discovery reveals the prospect's team is larger than the SDR SMB scope (25-plus seats), the SDR hands off. The AE motion with mid-market pricing takes over. The SDR's original quote is preserved for context and attribution but is not sent as the final quote.
If the buying process involves multiple stakeholders (procurement, legal, security review, executive sponsor), the SDR hands off. Multi-stakeholder deals require AE orchestration and formal paper. The SDR's role is discovery and introduction at that point.
Once hand-off occurs, AE issues the formal proposal with MSA attached, DPA if required, SOC 2 report, and insurance docs. The formal proposal supersedes the SDR quote but credits the SDR's original work in attribution. Both documents remain on the opportunity for audit.
Attribution: deals that close on the SDR quote without AE involvement credit SDR fully. Deals that hand off to AE and close credit SDR with hand-off bonus (typically 10 to 25 percent of normal AE commission). Deals that hand off but close-lost credit SDR with hand-off completion. Policy varies by comp plan.
Strkr's quoting module supports role-based quote templates, approval chains, hand-off automation, and attribution. The configuration below enables the SDR workflow end-to-end.
Quote templates are scoped by role. SDR users see only SDR-approved templates (SMB standard pricing). AE users see full template catalog (SMB, mid-market, enterprise, custom). Role scoping is enforced by permission, not by convention.
SDR quote templates have pricing rules that enforce list price per SKU. Reps cannot manually change line-item prices on SDR templates. Attempting to discount triggers a workflow guard that offers hand-off to AE instead of allowing the price change.
Approval chain configured per org: auto-approval below the SMB threshold, manager approval between threshold and SMB cap, mandatory AE hand-off above cap. Approval requests route to manager in-app and Slack. Approvals are logged on the quote for audit.
Hand-off automation triggered by discount request, custom-term request, team-size signal, or multi-stakeholder detection changes the opportunity owner from SDR to AE, notifies both, attaches the SDR quote as reference, and opens a new quote on the AE template.
Audit log captures every quote send, approval, revision, and hand-off with timestamp and user. The log supports attribution disputes, compliance review, and process optimization. Admin reports surface approval rates, hand-off rates, and conversion rates by SDR.
Attribution reporting shows SDR-attributed closed-won amount by period, split by direct-close vs AE-hand-off outcomes. The report drives SDR comp calculation and informs scope policy adjustments (if too many deals hand off, the SMB scope is too narrow).
| Feature | Strkr | CPQ add-on |
|---|---|---|
| Role-based template scoping | Native per-role templates | Often requires custom config or permission sets |
| Pricing-rule enforcement | List-price lock on SDR templates | Possible but typically requires CPQ Pro tier |
| Approval chain | Threshold-triggered manager approval | Available but often complex setup |
| Hand-off automation | Trigger-driven opportunity owner change | Usually manual re-assignment |
| Pricing tier | Standard tier | Often $75-150 per seat CPQ add-on |
| Audit log | Native quote-level audit | Available but variable depth |
For high-velocity SMB inbound motions where leads sometimes self-serve price-shop, SDR quick-pricing one-pagers keep buying-signal leads engaged while the AE schedule catches up. Benchmark: SDR quotes convert to opportunity at 25 to 45 percent in this motion.
Enterprise strategic motions should not use SDR quotes at all. The buying process involves multi-stakeholder orchestration, custom pricing, and formal procurement. SDR role in enterprise motions is discovery and introduction only; AE owns everything from the first proposal.
PLG hybrid motions can use SDR quotes to assist PQL conversion from free-tier to paid plans. The quote formalizes a self-serve upgrade decision with team-wide pricing. Common pattern: PQL signals team expansion, SDR sends team-plan quote, prospect converts.
Partner co-selling motions (channel partners, integrators, ISVs) require AE-level quote discipline because partner relationships, co-sell margins, and partner-managed pricing all require formal AE oversight. SDR quotes rarely fit co-sell workflows.
Start a 14-day Strkr trial, configure the SDR quote template with list pricing lock, set up approval and hand-off automation, and let your SDRs keep buying-signal leads engaged while AE discovery catches up. Attribution reporting tells you where to tune the policy.
SDRs send quotes for standard SMB pricing scenarios: team under 25 seats, list pricing, no discount, no custom terms, no multi-stakeholder buying process. Everything else hands off to AE. The written policy keeps the boundary clear and protects both SDR and AE motions. Hand-off triggers include discount request, custom-term request, team-size growth, and multi-stakeholder signals.
Three guardrails: 1) role-based template scoping so SDRs only see SMB templates in the quote builder, 2) pricing-rule enforcement that locks line-item prices to list price, 3) approval chain that routes quotes above a threshold to manager review. Attempting to quote outside scope triggers the hand-off automation instead of allowing the non-standard quote to send.
The SDR quote template has 6 required sections: 1) header with prospect info and quote reference, 2) scope summary from pre-approved dropdowns, 3) pricing table at list price with no discount lines, 4) terms summary with standard contract terms, 5) next-steps section with sign-and-pay path, 6) footer with SDR contact info and company legal details. Everything else is locked.
Hand-off is triggered by discount request, custom-term request, team-size signal (25-plus seats), or multi-stakeholder detection. The automation changes opportunity owner from SDR to AE, notifies both via in-app and Slack, attaches the SDR quote as reference, and opens a fresh quote on the AE template. SDR role transitions from quote-author to context-provider; AE owns the next step.
Attribution policy varies by comp plan but common pattern: deals that close on the SDR quote without AE involvement credit SDR fully; deals that hand off to AE and close credit SDR with hand-off bonus (10 to 25 percent of normal AE commission); deals that hand off and close-lost credit SDR with hand-off completion. The Strkr attribution report calculates per-SDR closed-won amount and hand-off rate.
By design, SDR quotes are list-pricing quick-pricing one-pagers and cannot conflict with AE commercial strategy. If the AE wants to discount, restructure, or add custom terms, the AE issues a formal proposal that supersedes the SDR quote. The SDR quote remains on the opportunity as audit history but the AE proposal is the operative document from hand-off forward. Protects both roles.
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