Elements Of Deal Registration Management

In order to implement a successful deal registration management program, vendors must try to understand their partners' perspectives, but they must also try to align the program with their corporate objectives. Vendors rely on deal registration to increase their sales, but if the costs of administering the system are high and partners are not excited about participating, the program will not be a success. Vendors should provide their partners with the ability to track registration status online through deal registration management software. This benefits both parties with decreased administrative costs and reduced program support.

When relying on deal registration to drive sales, it is also important for vendors to understand how the program will help the company realize their corporate goals. Elements of deal registration management generally fall into one of these five categories, which all affect the program:

• Closure: Establish a maximum number of days during which partners must close the deal for it to be eligible for the deal registration management incentives. Also choose a deal registration timeframe that is realistic while still providing an incentive to get the deal done.
• Deal Size: Create a minimum revenue amount for eligible deals to be included in the deal registration management software database.
• Disclosure: Establish a minimum number of days that the lead can be included in the deal registration management software database in order to be eligible and reward accordingly. Vendors that require improved channel revenue predictability should provide increased incentives for partners that disclose deals earlier in the sales cycle.
• Eligible Partners: Establish partner eligibility criteria that are aligned with the other elements of the deal registration management program, such as the product or market mix and the deal size.
• Eligible Products: Most deal registration management programs focus on selling specific products and services that best support the overall corporate objectives. If a vendor needs to jumpstart market share for a new product introduction, then the deal registration program should allow registrations of new-product deals, and the incentives should offset any investments that partners have to make for them to catch up on the latest technology. If maintaining market share for well-established products is a goal, however, then the deal registration management program should reward loyal partners by providing incentives that increase their profit margin when they help you increase yours.

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