This chapter covers the following topics:
When partners resell your products, there is often a conflict between your direct sales force and your partner network. Deal Registration enables partners to submit opportunities and receive your commitment not to compete directly and support partners on the deal. You increase partner loyalty and gain visibility into partner activity.
When partners submit a deal registration, it is routed to the appropriate approver(s). Approvers are notified of the deal registration and they review it and approve, reassign or decline it. When the deal registration is approved, a new opportunity is created in the system and assigned to the partners' organization for fulfillment.
Vendors and partners receive notifications about deal registration activity and can navigate directly from the notification into the associated deal registration. Notifications are configured by the vendor and sent when the status changes, for example, when a deal registration is approved.
Vendors and partners can access a summary list of deal registrations that they have access to. Vendors and partners can build personal views to quickly find deal registrations that they are most interested in.
The Deal Registration to Opportunity flow contains the following steps:
Request submission
Partners can submit a deal registration online by specifying customer and contact information, product categories, amount, and any required additional information.
Vendors can also create and submit requests on behalf of customers.
Request approval
When a request is submitted, Oracle Workflow routes the request to the appropriate vendor approver. Workflow manages the entire approval process and you can configure notifications to be sent as soon as the request is approved, reassigned, or declined for more information. Oracle Workflow is driven by Oracle Approval Management (AME).
The approver can approve, deny, reassign, or return the request for additional information.
Data quality management (DQM) approval
After the reviewer approves the deal, the deal must go through the DQM approval process before it is actually fully converted into an opportunity.
Data Quality Management (DQM) is a tool that is used to check for potential duplicate customer and contacts for a given customer or contact. The system finds potential duplicates using rules defined within DQM.
Opportunity created and routed to partner
If the deal is approved, a new indirect opportunity is generated in the system. Since an opportunity is generated from the deal, the opportunity is routed to the same partner who registered the deal.
Opportunity won and closed
When an opportunity is routed to a partner, the partner is notified. The partner can close the opportunity. If the partner cannot close it in the specified time you can re-evaluate the deal and provide the partner some more time to close it.
When an activity triggers a notification, an appropriate entry is stored in the deal request log.
The approval process includes two steps:
Verify the data
You can review information entered by the partner. If you are satisfied with the data, you can proceed to the next step and check if there are already duplicates in the system.
Check for duplicate records
If a duplicate deal exists, select the deal and link it with the deal submitted by the partner. If a duplicate deal does not exist, view the details and approve the deal.
After the approval, the customer and contact of the deal are checked against existing customers and contacts in the system.
If the customer or contact exists, select the existing customer or contact. If not, create a new customer or contact. The system links the customer and contact with the deal.
Requests can be routed to a number of approvers who can approve the request in parallel. All approvers who are notified of an request, regardless of whether or not it is sent out in a parallel or serial fashion, can view the request after any action is taken.
Use this procedure to approve a deal registration.
Navigation
Log in as an vendor user who is a referral request approver and navigate to Message Center Link or Referrals Shortcut > Referrals page.
Prerequisites
None.
Steps
Click the Update icon for a request.
The Referral Details page appears.
Review the referral details. Once you decide the data entered by the partner is valid and this is a potential good lead, click Continue to review potential duplicates.
The Referral Duplicates page appears. If the system has not found potential duplicates, the Approve button is displayed, indicating that the referral is ready for approval.
Review the potential duplicates.
The system displays open leads, opportunities and referrals on similar customer records and product categories. If you find a duplicate record, select the record and click Link and Decline or Link and Accept.
If the referral is not a duplicate referral, click Accept. If the approver is also the customer approver, the user goes through the customer deduplication process. Otherwise, the next approver is notified. If there is no additional approver, the referral is approved automatically. The status changes to Pending Customer Dedup if the system finds potential duplicates.
A vendor user can reassign and decline deal registrations that have been submitted to her for approval. Reassigning allows the user to select another referral approver to complete the referral approval process.
Use this procedure to reassign or decline a deal registration request.
Navigation
Log in as a channel manager and navigate to Referrals Shortcut > Referrals page.
Prerequisites
None.
Steps
Select the deal registration request and click Update.
The Deal Registration Details page appears.
Decline or reassign the deal registration:
When you decline a deal registration you can link the referral to another referral.
Click Reassign to reassign the referral to another approver. The Reassign page appears.
When you decline or reassign a deal request, the appropriate parties are notified by workflow.
Select a different country from the Country LOV or select a new approver and click Apply.
The list of approvers displays all channel managers.
You can return a deal registration request when there is insufficient information for you to approve the request.
Navigation
Log in as a channel manager and navigate to the Deal Request summary page.
Steps
Click the Return Request button to access the Return Request page.
Select a reason, add a comment if appropriate, and click Apply.
The partner is notified of the return.
Use this procedure to create and submit a deal registration request on behalf of a partner.
Navigation
Log in as a channel manager and navigate to Deal Registrations Shortcut > Deal Registration page. Select the deal benefit from the Create drop-down list and click Go. The Create Deal Registration page appears.
Prerequisites
None.
Provide a deal registration name, and then select the partner and the partner contact. The partners that appear in the list are enrolled in a partner program that offers the deal registration benefit selected. The partner contact will receive notifications about the deal registration.
Enter details in the Customer and Contact Information.
Enter an organization name, select a country from the drop-down list and click Go. The list of countries available in the drop-down list is dependent on the deal registration benefit selected. If a country is not listed, click Cancel to navigate back to the Deal Registration page and select the appropriate benefit. The address fields change to reflect the address format valid for the country selected. Enter the address information.
Select product categories for the deal in the Products region.
The list of products available is determined by the deal registration benefit selected. The unit price of all the products selected for the deal registration must be greater than or equal to the threshold amount specified on the deal registration benefit for the matching geographic region.
Select a currency for the products.
This currency becomes the current displayed on the opportunity once the deal registration request is approved.
Enter notes in the Notes region by selecting a note type from the Note Type drop-down list. Select a value from the Visibility drop-down list to make the note private, internal, or public.
To save without submitting, click Save.
To save and submit for approval, click Submit.
If you are an approver, you can view deal registrations that are awaiting your approval or that you have already approved or declined. If you are a channel manager, you can view deal registrations submitted by partners you manage. If you are the superuser you can view all deal registrations.
You can view the status of a given deal registrations and manually change the status of a deal registrations if you are a superuser.
You can evaluate a deal registrations and approve or decline it.
Data Quality Management (DQM) is a tool from the trading community architecture (TCA) group that is used to check for potential duplicate customer/contact/address and/or contact points for a given customer/contact/address/contact points attributes.
When a deal registration is created, the customer name, reseller entered by the partner needs to be matched to an existing record in TCA, if any.
If there are no matches for the customer, reseller (via DQM), a new customer is automatically created by the system.
If there are no matches for the person specified (via DQM), a new person with a contact relationship with the specified customer is automatically created by the system.
If there are possible customer matches, the deal status changes to Pending customer dedup. The DQM approver is notified and can review the matches to review the organization and merge with an existing organization or choose to create a new customer.
If there are possible person matches, the DQM approver can review the matches and select an existing contact relationship in the system or choose to create a new contact.
Use this procedure to check for customer duplicates and ensuring that the opportunity is generated for the right customer.
Navigation
Log in as an approver and navigate to Message Center Link or Deal Registration Quick Link > Deal Registration Summary page.
You can approve deal registration request from either the Message Center or the Referral Summary page. Navigating via the Message Canter link provides you a list of open notifications.
Prerequisites
A deal registration request with the status Pending Customer Dedup must exist.
Steps
In the Deal Registrations page, click Continue.
Potential duplicate customers are displayed.
If you find a duplicate, select the record and click Use Existing Organization.
If the system finds a duplicate for the contact, choose between Use Existing Contact or Create New Contact.
If you do not find a duplicate customer, click Create New Organization.
The system creates a new record using the information entered by the partner in the customer fields. In addition, a new contact is created using information entered by the partner.
This table lists deal registration statuses. Notifications are sent when the deal status changes and a history of the actions that trigger a status change is kept in the Log section of the deal request.
| Technical Name | Status |
|---|---|
| APPROVED | Deal is approved |
| APPRVD_PENDNG_CSTMR_DQM | Pending Customer Review |
| CLOSED_DEAD_LEAD | Closed. Dead Lead |
| CLOSED_LOST_OPPTY | Closed. Lost Opportunity |
| CLOSED_OPPTY_WON | Closed. Opportunity Won |
| DECLINED | Declined |
| DRAFT | Draft |
| EXPIRED | Expired |
| MANUAL_CLOSE | Closed by Vendor |
| MANUAL_EXTEND | Extended by Vendor |
| SUBMITTED_FOR_APPROVAL | Pending Approval |