Deal registration is a mechanism to allow partners to tell you when they have identified and are developing a new deal. A deal is similar to an opportunity, but packaged with more detail such as an explicit budget, time frame, requirements, and an identified contact who has the authority to finalize the transaction.
Deal registration is a critical element in nurturing your partner relationships. The best deal registration processes will increase your visibility of channel performance, incentivize partners, provide customer insight, and reduce channel conflict.
If you can convince your partners to register deals with you early in the sales cycle, it allows you to anticipate resource or product volumes. It's important to understand that in registering a deal, the partner is taking a risk and you should actively mitigate that concern. The principal concern for partners is that by revealing a developing deal, they may see it poached either by your internal sales team or another partner. The deal registration process should prevent that by formally attributing ownership of the deal to the partner who registered it. The value for the partner of a well-managed deal registration process is the ability to confidently and optimally negotiate opportunities.
You as the supplier can also register deals on behalf of your partners. Deals you register are stored in Unifyr One Admin and displayed in the partner portal for the related partner.
Keeping track of the main contacts associated with an account is crucial for ushering through the success of a deal. If you have Distributed Leads or Registered Leads, leads are visible on the right side of the Deal Registration screen in the Read-Only panel. If a campaign is associated with the lead, the name of the lead is also in the view.
Notifications about Deals are routed to these users:
- The Sales Rep assigned by the supplier/partner to the individual deal - receives notifications about that deal
- The default Sales Rep assigned in the Unifyr One partner portal (the partner administrator can manage this setting) - receives notifications about every deal registered, until they're assigned to their own Sales Rep
For information on default notifications, see these articles:
Deal Line Items can be added by either the supplier or partner as the deal progresses through the sales cycle. It's also possible to add lines of custom information to the deal.
If you are using Salesforce Connector the system checks for updates every two hours. It immediately adds new deals and accounts.
For a list of currencies supported for deal registration, see Supported Currencies.
Before You Begin
Make the Deals feature page available in the partner portal to allow partners to also register deals. For more information, see Adding a Deals Page to the Partner Portal.
Partners must have access to at least one Deal Type to be able to register deals. For information about managing Deal Types, see Adding Custom Deal Types.
Intended Audience: Channel Sales Director, Channel Marketing Directors, and Channel Operations Managers.
Training
Learn more with our training courses:
- Deal Management - Overview
- Deal Management - Deal Registration
- Deal Management - Deal Fields & Forms
- Deal Management - Products & Pricebooks
- Deal Management - Accounts
You will be prompted to log into your CustomerONE account to access the links above.
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