Balancing Deal Registration Programs

There are several ways in which you can control and balance a deal registration program. It is important to develop and manage a deal registration program to ensure that all channel partners are given the same opportunities. However, an effective deal registration program is a balancing act between control and management. With the proper deal registration management program, it is easier to maintain good rapport with channel partners.

Many have cautions and are reluctant to join into a deal registration program. On the one hand, some partners are reluctant to share their sales opportunities for fear of losing the manufacturer's direct sales force. They assume that other partners are taking those sales. However, this is not true. The programs are designed as a reference tool for partners to view sales action and to pick up on more sales, if nothing else. Others feel that these deal registration programs require a tedious submittal and approval process are too time-consuming when compared to the potential benefits.

Manufacturers, on the other hand, often do not consider the entire sale process and use the programs to identify partners that aggressively go out and generate new business, focusing too heavily on revenue and not enough on value. With a deal registration management program, these types of manufacturers are held under a little bit more control and are better balanced with channel partners.

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