Drive Your Channel Productivity Globally

Most companies selling through an open channel tend to implement deal registration programs. While some deal registration programs are helpful and actually help channel partners close deals and serve their own interests, many programs are inward-looking initiatives that don’t seriously take partners’ core business goals into account. In this article, we will briefly discuss why most deal registration programs fail and explain some of the fallacies associated with them. Failure of most deal registration programs can be attributed to one or more the following reasons: Complex process – Most deal registration programs have too many steps or hurdles for partners to deal with. These programs tend to fail because going through the burden of protecting an opportunity outweighs the risk of losing it. If the deal registration process involves more than a simple form and a few approval steps, chances are that partner organizations have decided the extra effort is not worth it and they don’t participate. Small deal