How it works
A partner identifies a potential customer and submits the opportunity to the vendor, usually through a form or a partner portal. The vendor checks that nobody else has already claimed it and approves or rejects the registration. An approved registration is typically valid for a set period, during which the partner is expected to move the deal forward.
Why it matters
Deal registration rewards partners for finding new business, and it reduces channel conflict by making clear who is working which customer. It also gives the vendor early visibility on the partner's pipeline, which helps with forecasting and support.
Deal registration versus lead distribution
Deal registration covers opportunities that start with the partner. Many manufacturers also have the opposite flow: leads they generate through marketing and send to partners. The two need different rules. With registration the question is who found the customer first. With distributed leads the question is who the vendor assigned the lead to, and what happens if several partners received it.
Common mistakes
- An approval process so slow that partners stop registering.
- Registrations with no expiry, which block other partners indefinitely.
- No link between registered deals and the CRM, so the vendor cannot see the outcome.
How Kumulator relates
Kumulator focuses on the second flow: leads the manufacturer generates and assigns to distributors. Ownership is set by the assignment, and when several distributors received the same lead, the first to win closes the other copies. Formal deal registration programs are usually a PRM platform feature. See also the distributor network overview.