Deal Registration for Channel Partners Explained
Protect the opportunities you create and avoid conflict with other sellers.
What deal registration does
Deal registration records that you are working with a specific company, usually identified by its website domain, for a set period. During that time the vendor and other partners agree not to pursue it. It rewards the effort you put into finding and educating a client, and it stops two sellers from confusing the same buyer with different offers.
When and how to register
Register before your first pitch, not after a demo goes well. Use the company's own domain rather than a free email address, add the contact and a line on what you are proposing. If a company is already registered by someone else or is already a customer, respect it and move on; partner networks run on trust.
In the XDQ Partner Network, a registration holds a company for 90 days.
- Register before the first pitch
- Use the company's own domain
- Add the contact and the proposal
- Respect existing registrations
Keep registrations honest
Register only companies you are actively working. Registering long lists to block others damages your reputation with the vendor and other partners. Close registrations you drop, and renew active ones before they expire if the programme allows.
Worked example: two partners, one company
Two agencies in the same city found the same logistics company. The first registered it before pitching, using the company's domain and the operations manager's name. When the second tried to register a week later, the programme showed it was already held.
The second agency moved on to another prospect. Three months later, when the first agency's registration expired without a deal, the second agency could register it in turn.
Common registration mistakes
Deal registration only works when partners use it honestly. Abuse leads to stricter rules for everyone.
- Registering after the demo
- Using a personal email domain
- Registering companies you are not working
- Forgetting to close dropped deals
- Deal registration protects work you have started.
- Register before the first pitch using the company's domain.
- Respect other partners' registrations.
- Register only active opportunities.
Pick three companies from your target list that you will contact this week. Write the registration details for each: company, domain, contact and a one-line proposal.
Check your understanding
1. When should you register a deal?
2. Why use the company's own domain?
3. What damages trust in a partner network?
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