Partner Deal Registration is a feature offered by Esri Indonesia to validate sales leads submitted by qualified Value-Added Partners (VAP), which will then be used to secure an opportunity and obtain a special discount price. The Deal Registration (DR) provides VAPs with a range of benefits that contribute to their success in capturing and closing sales opportunities.
Deal registration process
After a VAP identifies a sales opportunity, they must complete the DR form and submit it for approval. Only opportunities that are not Esri Indonesia’s named accounts can be registered. If it is Esri Indonesia’s named account, the VAP must obtain team approval from Esri Indonesia’s account manager before submitting the DR form.
The approval process for DR takes a maximum 5 working days, and the channel VAP will be notified via e-mail. This will include the assigned DR code and validity if the approval is granted.
Once the VAP receives approval, they are given 90 days to close the sale. During this time, other VAP and the Esri Indonesia Sales Team are not permitted to negotiate a similar deal with the same lead. Along with the deal protection, Esri Indonesia may offer partners a variety of sales support to move the sales cycle forward.
VAP is permitted to extend the validity of DR for another 90 days if there is a strong justification about the ongoing opportunity. This can be done by resubmitting the DR form 2-3 weeks before it expires.
DR will be terminated automatically if there is no clear and visible update minimum once every 2 weeks.
The Esri Indonesia team will not provide any reminders if VAP forgets to extend the DR. In such case, the DR will be terminated automatically, and creating an open opportunity for others to register.
Benefit
- Exclusive Deal Protection: VAP can work with a client without having to worry thatanother company is trying to offer the same product at a lower price.
- Sales support: Esri Indonesia may offer various forms of sales support to help partners in the sales cycle.
- Special discount pricing: Offers more competitive pricing to the customers and potentially increase chances of closing the sales.