What does Deal Registration mean for go-to-market?

The operational core of any real channel program. Vendors who do not have crisp deal-reg policies before partner growth scales discover, two years later, that their channel hates them and the field hates the channel. Build the rules before the conflict.

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Deal Registration

GTM Concept

Definition

Process by which a partner claims a specific opportunity with a specific customer — protects margin and prevents two partners (or partner vs direct) from competing on the same deal.

Deal Registration

What it means for GTM