Reseller Program

Deal Registration

Track partner pipelines

Deal registration is a core component of any reseller program, giving companies visibility into what partners are actively working on. It serves several important purposes:

• Avoid deal conflicts – Prevent multiple partners from competing over the same opportunity.
• Enable better support – Understand what partners are pursuing so internal teams can provide timely, targeted assistance.
• Collaborate – Deal registration enables both parties to work together on a deal, share information, and align efforts to close successfully.
• Gain pipeline visibility – See the total value of the partner pipeline and track deal progress by stage.

Resources

Equip resellers with the right resources

Resources are essential to the success of any reseller program. Whether it’s sales collateral, product documentation, or marketing assets, providing the right materials empowers partners to represent and sell the product effectively.

Here’s why it matters:

• Enable confident selling – Equip resellers with accurate, up-to-date materials that help them pitch, position, and close.
• Ensure brand consistency – Maintain control over how the product is presented across markets and channels.
• Accelerate onboarding and ramp-up – Help new partners get up to speed faster with easy access to the tools they need.

Training

Enable resellers through training

Training is a foundational element of any successful reseller program. It ensures partners not only understand the product but also how to position, sell, and support it in-market.

Here’s why it matters:

• Build product confidence – Equip resellers with the knowledge to sell effectively and answer buyer questions.
• Drive consistent messaging – Ensure partners communicate the value proposition clearly and accurately.
• Support compliance and readiness – Meet industry or vendor requirements by certifying resellers on essential knowledge.

Recognition

Recognize and reward reseller performance

Recognition and incentives can play a key role in driving engagement and performance in reseller programs. There are several strategies that can be applied:

• Partner tiers – Structure programs around levels such as Bronze, Silver, and Gold, where higher tiers unlock additional support, benefits, or preferential resale terms.
• Commission-based incentives – Sometimes commission is paid out when registered deals successfully close, rewarding performance directly.
• Points-based engagement – A points system can be used to shape specific behaviors, such as completing training, registering deals, or engaging with program activities.