Deal Registration Programs
Deal registration is a feature of some manufacturers' channel programs in which a partner, often a VAR (value-added reseller) or SI (systems integrator), informs the manufacturer about a business opportunity and is given priority in recognition of this. Once this opportunity (deal) is registered with a vendor, the partner usually has a set period of time to close it. During this time other channel partners, or even the vendor's own sales team, are not allowed to negotiate a similar deal with the prospect for that specific opportunity. Not all vendors offer deal registration, and some vendors offer it only to certain channel partners.
Deal registration programs are usually put in place to reduce channel conflict—a situation in which channel partners have to compete against one another or the manufacturer's own sales team. 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 manufacturers also offer to help partners in the selling cycle, and deal registration lowers the chance of the manufacturer siezing the opportunity once the partner has brought them into the discussion.
Deal registrations are common in industries such as computers, telecommunications and packaged software.