deal registration

Deal registration is usually put in place to lower the chance of channel conflict -- a situation in which channel partners have to compete against one another or the vendor's internal sales department. With a deal registration program in place, partners can work with a client without having to worry about another company trying to offer the same product at a lower price. Some vendors also offer to help partners in the selling cycle, and deal registration lowers the chance of the vendor stealing the lead once the partner has brought them into the discussion.

Even with deal registration in place, however, a vendor may occasionally give a lead to another partner or to its internal sales team. Typically this is done for extenuating circumstances, such as when the lead requests another partner.

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Do you have something to add to this definition? Let us know. Send your comments to techterms@whatis.com

More resources from around the web: - SearchITChannel.com offers a selection of topics about channel partner programs. - Core Strategies includes deal registration in its white paper, 'The Seven Secrets for Success.'

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RELATED GLOSSARY TERMS Terms from Whatis.com − the technology online dictionary channel conflict  (SearchITChannel.com) Channel conflict is a situation in which channel partners have to compete against one another or the vendor's internal sales department. consultant  (SearchITChannel.com) A consultant is an experienced individual that is trained to analyze and advise a client in order to help the client make the best possible choices......