Deal Registration: A Roadmap to Partner Sales
Deal registration tends to be one of those things that fade into the background of most IT vendor channel programs. They are never all that flashy and they don’t tend to get much press, but they quietly support partner profitability and build the drive for channel partners to proactively hunt for new deals, secure in the knowledge that their efforts will be properly rewarded.
This is true when deal registration is done correctly. When it’s not done correctly, it tends to be an ineffectual source of confusion to partners who find themselves questioning the vendor’s commitment to its professed go-to-market strategy – especially in that critical time period between the discovery of a potential engagement and the presentation of an offer. At that point, bad things can happen if the program’s rules are not followed by those who are tasked with enforcing them, and channel partners are very much aware of that fact.
In other words, deal registration can go a long way towards strengthening relations between a vendor and a channel partner, or it can play a key role in alienating partners and pushing them towards competing manufacturers.
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