The Distributor module gives distributors (or master agents) access to your PRM and enables additional functionality within the Deal Registration module. The Distributor module is designed for programs with Partners (solutions providers, systems integrators, and resellers) that purchase products through the distribution channel instead of directly from the manufacturer or vendor.
Deal Registration access for Distributors includes many configuration options that enable additional functionality, but in its basic form gives your distributors visibility into Partner Deal Registrations. Partners can choose a Distributor when registering Deals, which gives Distributors the ability to track the progress of those Deals. Some of the additional configuration options allow Distributors to:
- register Deals on behalf of Partners
- register their own Deals (Direct Deals)
- register Deals without specifying a Partner
- and more.
This article explains the Deal Registration process with the Distributor module enabled. For an overview of how the Deal Registration module works without the Distributor module, check out: What is the Deal Registration Module and how does it work?.
Deals Registered by Partners:
Partners submit Deals by completing your Deal Registration form and with the Distributor module enabled, Partners can choose a Distributor for each Deal. The module can be configured to allow Partners to select any Distributor when registering Deals or only the Distributors assigned to their Organization. Just like Partners, you can configure Deal email notifications for Distributors to keep them in the loop.
Deal Registration Form - Partner View
Deals Registered by Distributors:
You can give your Distributors the ability to register Deals on behalf of Partners. This feature can be configured to allow them to register Deals for all Partners or just the Partners they are assigned to. When registering Deals, they will select a Partner from the picklist fields on the Deal Registration form. Once the Deal is submitted, the Partner User is notified via email.
Deal Registration Form - Distributor View
The Distributor and Partner can then collaborate to update the Deal throughout the sales cycle, and they can use the Deal Stage field to track the Deal's progress.
Deal Registration - Stage Field
Approving/Denying Deals (Internal Users):
Internal Users are responsible for approving/denying submitted Deals. They can manage the approval process by updating the Deal's Registration Status.
Deal Details Page - Action Menu
Deal Registration Status & Assignment Window
Also, Partner, Internal, and Distributor Users can collaborate on Deals by adding comments and uploading files to the History section of Deals.
Deal History Section
What permissions are available for the Distributor module?
Distributors have the same access as Partners to the Library, Business Plans, Forum, MDF, Lead Distribution, and Training & Certification modules, but they have a different level of access for Deal Registration. Distributor Deal Registration permissions include the following:
- Register & View All Deals - Allows Distributors to register Deals for Partners as well as view, update and track the progress of all of the Deals assigned to their Distributor Organization.
- Read-Only Access: Read-only access to all Deals assigned to their Organization. This only allows the Distributor Users to view and track the progress of Deals assigned to their Organization.
Learn more about this topic here: Group Permissions Defined.
Is it possible to convert a Partner Organization to a Distributor Organization?
Yes! Learn more about this topic in this article.
Can Distributors see each other's Deals?
No. Distributors can only see the Deals assigned to their Distributor Organization and/or Users.
Can Distributors register Deals for themselves?
Yes. Distributors can register Deals for themselves and these Deals are called Direct Deals. This feature can be enabled in the Distributor Module Settings.
How does the Distributor Assignment feature work and how do I assign Distributors to Partners?
With the Distributor Assignment feature enabled, Partners with Distributors assigned to them will only be able to select those Distributors from the Distributor picklist when registering Deals. Partners without assigned Distributors will not see the Distributor picklist when submitting Deals. Learn more about this topic here: How Does the Distributor Assignment Feature Work?.
Who at the Distributor Organization is notified about Deals?
By default, Distributor Key Contact(s) are notified, but you can specify other recipients in the Deal Email Notifications.
Can Distributors create Partners that don't exist when registering Deals?
Yes, you can enable this feature by going to Settings > Distributors > Distributor Module Settings. Partners created by Distributors will be inactive and will need to be activated by an Admin User.
When enabled, a "Create New Partner" button appears on the Deal Registration form that's only visible to Distributor and Internal Users.