Companies rely on partner channels to help them maximize profits, extend market penetration, expand into new markets, reduce sales costs and serve customers as efficiently as possible. However, driving business effectively through the channel can be a challenge for any sized company. As companies try to increase volume through the channel, productivity emerges as a critical strategic success factor.

There is no shortage of terms, terminology and jargon in the channel enablement space: sales programs, channel reviews, market development funds (MDF), sales promotion incentive fund (SPIF ), co-marketing, joint selling - the list goes on. However, there is one area which matters most to both partners and the vendor: deal registration.

Deal registration is important because it is about managing revenue, eliminating conflict, and measuring channel compliance. It is a top priority and the vendor’s responsibility to accurately implement a deal registration process that is both fair and transparent for partners. Additionally, effective deal registration allows the vendor to understand the true merit of each partner within their network. This allows vendors to practically structure their overall program and manage each channel partner to maximize value.