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    Partner Deal Registration

    Deal Registration Guide

     

    Deal Registration allows RedShield to incentivize a RedShield Partner for sourcing, maturing, and/or closing an opportunity to sell RedShield products. This Partner Deal Registration Guide describes the Deal Registration process and its impact as a supplement to the RedShield Partner Program Guide.

     

    Overview

    RedShield’s Partner Program discount framework is designed to reward Partners for the value they bring to each opportunity in a simple and predictable way. As part of the Partner discount framework, RedShield grants Deal Registration Discounts to Partners in two (2) ways:

    • Partner submits a new, qualified opportunity via the Partner Deal Registration application, and RedShield approves and accepts it as a Deal Registration.
    • RedShield sources a new, unregistered opportunity and then assigns the opportunity to a Partner as a Deal Registration to assist with the sales process.

    Deal Registration – Partner Sourced and Submitted

    Deal Registration rewards Partners for identifying new opportunities and for the value that the Partner delivers to sell and close an opportunity. Partners with an approved Deal Registration are expected to manage the sales process including but not limited to: meeting with the Customer’s decision makers, working with the Customer to define the Customer’s requirements, performing demos and/or proof of concepts, providing pre-sales technical support and managing all quoting to the Customer.

     

    Qualified Opportunity

    A Partner may only submit a “Qualified Opportunity” for a Deal Registration – i.e., an opportunity for which the Partner can demonstrate it has worked with the Customer to scope and qualify as genuine and likely to mature to closure within the Deal Registration Period (as defined below). An opportunity remains a “Qualified Opportunity” from the start of the sales cycle for so long as the Partner is “actively engaged” on the opportunity, as demonstrated by the following:

    • Partner has identified the business qualifications – Customer’s project name and scope, budget, Use Cases and RedShield product interest, and full Customer details
    • Partner has completed research on the opportunity
    • Partner provides monthly updates on the progression of action items and the opportunity as a whole
    • Partner has documented a realistic plan with the Customer to close the opportunity within the Deal Registration Period
    • Partner has documented the Customer’s Use Case(s) and technical requirements
    • Partner has prepared and delivered Sales Presentations to key Customer stakeholders
    • Partner has completed Proof of Concept and/or Demonstrations
    • Partner has established a mutual activity plan with Customer champion
    • Partner has established the Customer’s decision process and timing for close with the Customer

    Note: Partners may not register entire Customer accounts or combine opportunities within a single Deal Registration. Each Deal Registration applies to a specific opportunity for a specific period. To be eligible for a Deal Registration on multiple opportunities associated with the same Customer account, a Partner must have a Deal Registration for each such opportunity separately.

     

    Deal Registration Approval

    RedShield considers each application for a Deal Registration against the following criteria to approve or deny a Deal Registration:

    • Partner is the first partner to attempt a Deal Registration for the opportunity
    • The Deal Registration submission is complete (no missing information)
    • It is a Qualified Opportunity (see above section) and the Partner has been actively engaged in significant qualifying activities.
    • There is not an existing Deal Registration nor has RedShield assigned the same opportunity to another Partner 
    • RedShield is not already working the opportunity itself
    • The Partner brings demonstrable value to the opportunity, including:
      • Partner’s sales and technical expertise with RedShield products
      • Historical selling relationship between Partner and the Customer
      • Customer’s willingness to purchase through the Partner

    Deal Registration Discounts applicable for Qualified Opportunities can be found in the RedShield Partner Program Guide.

    Deal Registration Review

    RedShield reviews all partner submitted Deal Registration applications and will notify the Partner applicant within 2 business days:

    • Approve: If RedShield approves a Deal Registration, it is valid for 90 days (the “Deal Registration Period”).
    • Investigate: Occasionally, RedShield may need more than two business days to review an application for a Deal Registration. Investigate status may add up to three business days to RedSiheld’s response time.
    • Reject: If RedShield rejects an attempted Deal Registration, RedShield will provide the reason for the rejection as part of its notice.

     

    Deal Registration Period

    If at the end of the Deal Registration Period the Partner needs additional time to close the opportunity, the Partner may request an extension. RedShield may grant an extension requested by the Partner via email to info@redshield.co (in 30 day increments) at RedShield's sole discretion. There are no limitations on the number of extensions.

    At the end of the Deal Registration Period or an extension, if the sales stage has not been updated for the opportunity and Partner has not requested or RedShield has not approved an additional extension, the Deal Registration will expire.

    Notifications

    Partners can expect to receive a receipt notification after they submit a Deal Registration Form. RedShield will then notify Partners of any action RedShield takes on a submission (i.e., whether or not RedShield has approved, rejected or is investigating the submission). In order to help Partners manage Deal Registrations during their Deal Registration Period, RedShield will send automated alerts to the Partner 30, 15 and one day prior to the expiration of a Deal Registration Period, as well as a final expiration notice on the last day of the Deal Registration Period. At the end of the Deal Registration Period or an extension, if the sales stage has not been updated for the opportunity and Partner has not requested or RedShield has not approved an additional extension, the Deal Registration will expire.

     

    Deal Registration – RedShield Sourced and Assigned

    If RedShield assigns a RedShield-sourced opportunity to a Partner, the Partner will be granted a Deal Registration. RedShield will assign RedShield-sourced Deal Registration to leverage the Partner’s expertise and relationship with the Customer or at the Customer’s request. RedShield will generate a Deal Registration Number for any opportunity it assigns to a Partner. 

    RedShield may choose to assign a RedShield-sourced Deal Registration to a Partner for a variety of reasons, including:

    • Partner and Customer Location
    • Any pre-existing relationship Partner has with Customer
    • Partner sales or technical resources with expertise to support the sales process, including POCs or POVs
    • Partner solution or vertical expertise

    In addition to the criteria noted above, RedShield may choose to assign a Deal Registration to a Partner when the Partner actively helps mature and close the opportunity, including materially contributing to the following activities:

    • Further identifying business qualifications, including budget details and focus, possible additional Use Cases and specific RedShield product interest
    • Establishing decision process and timing with Customer 
    • Developing specific plan with the Customer that includes a timeline to close the Opportunity
    • Completing Proof of Concept and/or Demonstration
    • Developing mutual activity plan with internal Customer champion
    • Prepare and deliver final proposal

    Request for Additional Discount

    Occasionally, a Customer may request special pricing considerations associated with an opportunity. RedShield will handle any pricing outside of the standard Deal Registration Discount off the SKU on a case-by-case basis. To request special pricing, Partners with a Deal Registration, or any other Partner who has assisted in maturing the opportunity for closure, may submit an additional discount request by emailing info@redshield.co for RedShield’s consideration. For questions or inquiries, please speak to your RedShield partner account manager.

     

    Extenuating Circumstances

    Deal Registration is at RedShield’s discretion. RedShield reserves the right, under extenuating circumstances, to revoke a Deal Registration before the Deal Registration Period has ended. Examples of when this might occur include:

    • Customer expresses dissatisfaction with Partner and will not purchase from Partner
    • Partner is unresponsive to Customer and/or unresponsive to RedShield
    • Partner’s RedShield Partner Agreement expires or is terminated
    • Opportunity is not progressing towards a closure within the Deal Registration Period

    Disputes

    Partners must raise any issues or submit any dispute associated with Deal Registration (whether with RedShield or another partner) via email to info@redshield.co.