Deal Registration acts as a way for partners to get a competitive edge when they bring us Net New opportunities.
When a partner has an interested prospect or customer, they will fill out basic end user information via our Partner Portal (how many employees they have, the address of the organization, the contact's name and email, what products they are interested in, etc.). From there, the Partner has a timeline they need to follow in order to keep the deal registered (securing a demo, sending a quote, having forward movement on a deal, and so on).
If the deal qualifies for Deal Registration, they will get their full partner margin (often 20-30%). Any other partner who tries to quote a registered deal will only get 10% margin (referred to as "engaged" margin). This gives the partner who brought us the deal a competitive advantage and encourages our partners to bring us new opportunities (so other partners don't register them first).
For a full write-up, please refer to this policy: Deal Registration Policy.
12th EditionBarry Render, Chuck Munson, Jay Heizer
5th EditionJack T. Marchewka
7th EditionJames Fitzsimmons, Mona Fitzsimmons
15th EditionJohn David Jackson, Patricia Meglich, Robert Mathis, Sean Valentine