Every now and then new SaaS and cloud vendors that…
Many clients of ours are asking what’s the difference between Lead distribution and Deal registration. Can vendors and channel partners upload both leads and deals or are these functionalities referred to specific type of partners?
Deal registration and lead distribution are completely different features.
Leads are uploaded from vendors and are distributed to their channel partners. Through a PRM or Channel Management software , vendors are uploading a lead and they select the channel partner that they want to send this lead. When a channel partner receives the lead inside the PRM system then he is trying to close the potential client successfully. At the end he will submit if the lead was lost or won and the vendor will be notified about that status result.
Deals are uploaded from channel partners and are distributed to their vendors. It works the opposite way. When a channel partner is trying to close a client he should upload this deal to the PRM or Channel management software that both vendor and channel partner use to collaborate. Through this procedure channel partners can secure their deals and avoid any other channel partner of the same vendor to try to close the same client. Vendors receive this deal request form that the channel partner submitted through the PRM or Channel management software including the details of the potential client and they approve or reject this deal. When a deal is approved automatically that gives the time to the channel partner of trying to close the potential client. At the end of this effort, channel partners submit if the deal was finally won or lost. Vendors are being notified about the deal result.
Vendors upload leads and send them to their channel partners
Channel Partners upload deals and inform their vendors