Typically, the deal is recorded online, and the vendor then examines the lead against specified criteria before approving or rejecting it. If accepted, the partner has a certain amount of time to close the deal before losing its incentive. During this period, it’s usual for vendors to offer support to partners to help them clinch the deal.

Benefits

• Enhanced efficiency: It prevents excessive resources from being squandered on a single lead; by spreading your attention, you will acquire more leads.
• Increased partner satisfaction: If your direct sales team steals leads from your partners, you will lose trust and maybe lose partners. Deal protection demonstrates to your partners that you appreciate their contribution to your sales process and guarantees that they are compensated for their efforts.

Challenges

• Transaction complexity: Deal registration programs provide a level of transaction complexity, inconsistency in terms of adherence to registration regulations, and technical issues with deal registration websites.

Example

Dell Technologies Partner Program accelerates growth opportunities for channel partners by incentivizing them with several benefits like deal registration incentives, proposal-based marketing funds, valuable product & solution training, etc.