Deal Protection
Deal protection grants a channel partner exclusive rights to work a registered opportunity for a defined window - often 30-90 days - to prevent overlap with direct sales or other partners. Clear rules of engagement should specify eligibility, start/stop dates, extension criteria (e.g., verified activity), and revocation conditions (e.g., inactivity or customer disqualification). Deal protection reduces channel conflict and incentivizes partners to invest in pipeline development.
Introw PRM helps operationalize deal protection by time-stamping registrations, surfacing protection status in the CRM, and alerting partnership/sales teams as windows near expiration - so ownership stays transparent and disputes are minimized.
Example:
A VAR registers an opportunity and receives 60 days of deal protection. Activities are logged in Introw and synced to Salesforce; at day 50, Introw notifies the partner manager to approve an extension based on recent meetings and stage progress.
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