Deal Registration Basics

Deal registration is an early notification of a project made by a partner to a vendor, in order to protect the deal. This notification is a way for that partner to benefit from price support and rebates. The partners that benefit from a vendor's deal registration program are be the ones that were involved from a very early stage in the sale cycle. Their early participation is required in very complex and expansive projects, as well. This early notification has benefits for both vendors and partners, because it protects them against more fulfillment or "low value-add" resellers. A well-structured program can be very successful and very profitable for both parties, because it can protect profit margins and minimize partner conflicts.

Deal registration can be extremely important for the success of a vendors' channel program, but it will only work if there is enough demand for their products in the channel. That is why a vendor must first create that demand and then review their lead generation program and entire marketing activities. With this program, vendors can change their partners' behavior, attracting them earlier into the sale cycle.

The best practice for a quick channel growth is to enlist partners and bring new business to vendors through a deal registration program. This means that partners register new deals to vendors, and in return their partners gain the program benefits, like an additional profit margin. In this way, vendors can reach new markets and customers by improving and automating their deal submission and approval process, which will attract more partners to sell for them.

Most organizations adopt deal registration programs in order to reduce conflicts, increase channel growth, gain better sales visibility and improve partner success

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