RelayWare Channel Deal Registration Software
How does Deal Registration Manager deliver ROI?
RelayWare offers the most cost effective and non resource intensive program for your lead and opportunity program management, automating the entire back office. It enables you to keep the cost of the program low, yet delivers far improved results in comparison to a manual approach.
Improved Relationship with your Partner / Dealer Network
- The collaborative nature of the RelayWare Deal Registration Manager allows your partners and your direct sales force to work together from opportunity capture to deal closure, thus increasing their overall ability to close business and minimizing channel conflict. It gives you a greater understanding of how your partners are selling, to whom and what resources they are using.
End to End Pipeline Visibility
- Adopting an indirect sales model typically ensures that the majority of sales opportunities remain hidden from the vendor. During the sales cycle, the vendor remains oblivious to the opportunity, unable to support the partner and unable to track the sale in pipelines and forecasts. Even when deals are won the vendor will be unaware of who the customer was, what they bought or why they bought it making subsequent CRM activities impossible. An automated system will allow partners to register opportunities and will allow you to track them and assist in closing them ensuring that every piece of business that can be won will be won and the relevant partners rewarded for their efforts.
Reduction in Administrative Costs
- Aside from the lack of visibility and interaction, a manual deal registration process can be costly to maintain. Depending on the number of deals coming into the business, the process of tracking, reporting supporting and rewarding can run to extensive head count costs.
Investment in Marketing Programs
- Each of your marketing programs will deliver a different type and quality of sales opportunity for your partners. Using an automated system to elicit feedback on each opportunity will help you to understand which programs are delivering return on your marketing investments.
Download our Free Whitepaper:
RelayWare Deal Registration Solutions
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Deal Registration for Indirect Sales Channels
A deal registration program will enable your internal employees to capture, track, report on and assist with partner-generated sales leads - ensuring that every piece of available business enters your pipeline and is dealt with accordingly. A successful program will work in tandem with a partner, dealer or network of channel partners enabling you and your partners to track leads together, through to opportunities and on through to closure.
A Deal Registration program will:
- Build strong and lasting relationships with your network of dealers or partners
- Minimize channel conflict
- Dramatically increase lead closure rate
- Increase the chance of winning more business as partners solicit your support in closing deals
- Improve forecasting and resource allocation
- Close the loop on marketing activities to improve and quantify ROI
- Improve your understanding of how partners sell and what resources they use
The RelayWare Deal Registration Manager Process:
- Capture leads
Partner-generated leads are captured online and stored in a central lead repository and sales pipeline - Collaboration on deals
Once they have registered their deal online, partners can request sales, marketing or technical assistance. They may also request special pricing support using RelayWare's bid management functionality. By involving the vendor in every key deal, the partner heightens their chances of successful closure - Deal tracking
Once a partner has registered a deal, it will be tracked through to close. The tracking process provides the ability to proactively communicate with the partner on the status of a deal and integrate the information into the forecasting application - Measure deal closure rate
Measure the effectiveness of channel partners and track their productivity through closed-loop reporting and analysis. This enables you to determine which partners have the best closure rates and utilise the information for future lead distribution - Rewarding success
Deal registration can be linked to other RelayWare applications including Incentive Manager and (MDF) Fund Manager enabling easy implementation of company or individual rewards programs linked to deal registration - Integration
RelayWare integrates with other enterprise systems and data sources ensuring consistency and integrity and interfaces seamlessly with your intranets, corporate website and customer extranets.