Within the past few years, deal registration programs have developed from simple methods for offering extra margins to partners to closed loop systems. A deal registration program is specially designed to influence partner behaviour that impacts major business objectives. Moreover, deal registration programs that were previously targeted when the sales cycle was complex and price point was high are now aimed at products with shorter sales cycles and lower price points.
With the changing landscape of channel programs, many companies are re-thinking and re-launching deal registration management initiatives. The major objective behind deal registration was to help vendors increase their channel sales. It provided information about existing opportunities that offer additional or guaranteed margins to partners who register a deal. Deal registration also protects end users from a barrage of sales people.
Avoid partner conflicts with deal registration
When deal registration programs were initially introduced, it was believed that they could only work in circumstances where the sales cycle was long and price point was a bit high. Deal registration provides the complete visibility of channel sales to both partners and manufacturing companies.
Deal registration is generally employed to minimise the chances of channel conflicts. With a well designed deal registration program, partners can work with their clients without worrying about other companies or salespeople trying to provide similar products at considerably low cost. As deal registration programs are beneficial for manufacturers, end users and partners, it should be well planned and executed in a sales channel.
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