Deal registration is a common process of a vendor’s Channel Partner Programme, in which the channel partner informs the vendor about a sales lead. This process is usually as simple as the partner entering information into a portal or system, which is hosted by the vendor.
If approved by the vendor, the partner is given priority for the lead. This wards off competition for that sale from other partner organisations.
The process benefits not only vendors and partners but customers too!
Deal registration programmes are now commonplace in the tech industry. So much so, that vendors’ partners in the channel expect them to be in place. Whilst it’s a system that benefits all parties, it does have one major flaw.
As mentioned above, the reduction of conflict means that partners can take their time over a sale to ensure the customer has the perfect solution. This is a good thing apart from the fact it will slow sales down the sales cycle.
So how do we speed it back up without impacting the customer experience?
There is no doubt that successful Deal Reg Incentives contribute to the growth of your business and your sales channel. It’s not just about generating new pipeline and closing more deals. A successful incentive builds trust and buy-in internally, increases brand image in the channel and motivates teams going forward.
Essential has more than 20 years of experience working in the channel and running incentives for our tech clients. Take a look at our channel incentive portfolio and see how we can do the heavy lifting for you and make your next incentive a resounding success!