Best Practice Report

Building An Effective Deal Registration Program

September 11th, 2018

Summary

Deal registration programs evolved from being a nice-to-have into a crucial element of a successful B2B partner program — because of their proven effectiveness at minimizing channel conflict between direct and indirect sales by precluding direct sales from competing for opportunities developed and registered by a partner. These programs also have proven effective at motivating partners to proactively hunt for new business with the confidence that their efforts will be properly rewarded. In this report, we provide insights on the key tasks a supplier must complete when building or improving a deal registration program to ensure it benefits the supplier and its partner ecosystem.

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