Deal Registration Guideline

Purpose

This guideline outlines the concept and mechanisms of Deal Registrations. An ED Licensee operates a branded iteration of ED technology. Although Licensees have unique branding, Value Added Service (VAS) offering, market category, and target audience, the technology is similar. For this reason, Lead Tracking was introduced to provide transparency of sales pursuits and to avoid related conflicts amongst Licensees.

Licensee Etiquette

ED encourages an ethos of recognising each Licensee’s unique customer base, avoiding direct competition or undercutting, registering leads fairly, and maintaining transparent communication. Good etiquette also means refraining from poaching clients, and fostering a cooperative environment. This approach helps build trust, enhances product integrity, and supports long-term channel success.

Following these guidelines helps build a stronger, collaborative channel and protects the reputation and integrity of all involved. If in doubt, communicate openly and refer back to this guideline.

Scope

This guideline applies to all employees, contractors, consultants, sub-licensees, appointed providers, and temporary workers involved with an ED Licensee or its subsidiaries.

Details

What is Deal Registration?

Deal registration is the registration of sales opportunities to prevent conflicts among Licensees selling the same product, and gives fellow Licensees visibility into the sales pipeline. This process ultimately fosters a more collaborative and transparent channel ecosystem, also opening up opportunities for sales partnerships amongst Licensees.

What is a qualified lead?

A qualified lead is a potential customer who has expressed an interest in the product/service, has the budget and decision-making authority, and shows genuine readiness to act within a reasonable timeframe.

How are deals qualified?

All leads/deals must be qualified, i.e. verifiable contact has been made and interest expressed by the lead.

For how long can deals be ring-fenced?

Qualified and registered leads may be ring-fenced for up to 3 months if listed on the ED Lead Tracking sheet. If the lead has not progressed to the next phase (Engaging or Won) after 3 months, then the registration may be extended by another 3 months if it is reasonable to do so.

Where do I capture my leads

https://docs.google.com/spreadsheets/d/1ihHqpy2w3ZhA9QqaKDDxiPotyd77g1CD2vRvvquAQ50/edit?usp=sharing

What is a Deal Status?

Registered deals require a status to be allocated, i.e. Registered, Engaging, Won, Expired, or Lost.

1. Registered = The lead has been qualified and acquired.

2. Engaging = You are actively going through the sales process.

3. Won = The proposal was accepted & the subscription agreement was signed.

4. Expired = The registered deal is older than 3 months and has expired.

5. Lost = The proposal was not accepted.

6. What is a Deal Stage? The Deal Stage is defined by your current phase in the sales pipeline, i.e. Demo or Meeting, or Proposal.

7. Demo or Meeting = A meeting and or demo has been scheduled and/or completed.

8. Proposal = A proposal has been sent.