DEAL REGISTRATION PROGRAM - EFFECTIVE MARCH 1ST 2017
DFLabs is pleased to provide a deal registration program to our authorized DFLabs partners. The purpose of the program is to offer additional product discounts to those partners who are presenting incremental opportunities to DFLabs and have demonstrated sales and technical expertise with DFLabs solutions. Our mission is to be easy to work with and to clearly communicate how DFLabs pricing and non-standard pricing (NSP) policies are created and enforced. We will establish processes and policies to create global compliance for partner pricing activities. |
DEFINITION |
Deal registration is defined as a valid sales opportunity that meets DFLabs program criteria and is a qualified sales opportunity. Any deal, regardless of origin (partner or DFLabs), can qualify. Opportunities are defined as projects not customers. |
QUALIFICATION |
Each deal registration request must be approved by DFLabs’s sales organization, which could include a conference call or in-person meeting with the partner to discuss the opportunity and confirm the deal is NOT already in the DFLabs pipeline. The partner must be authorized to sell the product they are registering. |
PARTNERS |
Titanium, Platinum, & Gold levels qualify to participate, predicated on the partner being in good standing with DFLabs. Must be the first partner to register the deal and receive a DFLabs deal registration number. |
VALUE ADD |
Partner must demonstrate clear value add to the end-user. This could include, but is not limited to, the ability to provide a demonstration, pre-sales support, installation and post-sales support. |
DISCOUNT |
Discounts will differ for products and services based on partner level (see partner discount schedule for specifics). Discounts will be provided at the time of order, and are based on MSRP pricing. MSRP list price is specific to the region in which the end-user is based. Please refer to the US price list for details. |
PRODUCTS |
All DFLabs products qualify, including renewals. |
DEAL SIZE |
Minimum deal size is 150 K |
LENGTH OF DEAL REGISTRATION |
A deal registration is effective for 90 days from date of registration receipt at DFLabs. The field sales teams will connect to discuss the opportunity and validate the buyer/budget/timeline/need criteria within the first 30 days. |
DEAL REGISTRATION EXTENSION |
A registered deal expires 90 days from the date of registration. The solution provider may request an extension for the opportunity, based on the same qualification criteria. A deal can be registered and extended in 90-day increments for a total of 270 days, or 3 registrations. |
RFP AND DFLabs SALES LED OPPORTUNITIES |
In scenarios where the customer has requested neutral pricing across all partners (an RFP) or DFLabs is driving a deal with no partner registration extended, partners within the same program tier will be extended the same pricing. |
RESCINDING A DEAL REGISTRATION |
DFLabs reserves the right to rescind a deal registration if our program changes, if there is a lack of activity for
30 days, or if we receive a written request from an officer of the end customer requesting to work with another partner. The partner will receive written notification in such rare cases, and if the deal closes within seven days of notification, the partner with the most recent registration will be eligible for a rebate. |
NON-STANDARD PRICING (NSP) |
There will be competitive situations when the discount to the resale partner through the program is not sufficient to win the opportunity, in which case the NSP approval process will apply. The partner must submit a written email request to their Channel Account Manager including the following required information:• DFLabs deal registration ID number
• Partner company name as stated in the resale agreement
• Customer information
• Copy of BOM with SKUs, quantities • Business justification and pricing request (meet comp) |
TIMING |
Deal must be registered at least seven days prior to receipt of purchase order at DFLabs |
COMPETITIVE PRODUCTS |
Leads provided to the partner by DFLabs will only be offered DFLabs solutions (and NOT competitive products). DFLabs confidential information, including product features, functionality, pricing, strategy and roadmap, are to be held in the strictest confidence and ARE NOT to be disclosed to competitors. |
”FIRST COME, FIRST SERVED” |
The solution provider that communicates the opportunity and requests registration first will receive a deal registration approval confirmation and number authorized by the DFLabs Regional Sales Director. The deal must be registered via the online system within 24 hours, and the Regional Sales Director should be sent an email advising them of a pending registration request to begin the process. |
PROGRAM GEOGRAPHY |
North America |
PROGRAM CHANGE |
DFLabs reserves the right to change or terminate the deal registration program at any time. The current program will always be posted on our partner portal and supersedes the deal registration program language contained in the partner contract. |
