Effective Date: April 1st, 2022.
The Fortra Global Channel Program is designed to reward partners who generate new qualified business opportunities. Partners who find, qualify, and register an opportunity for a Fortra solution will gain a competitive advantage through deal margin protection and sales cycle support. Fortra will not directly pursue approved deals registered by partners.
Deal Registration is for:
- a net new customer
- a net new solution for an existing Fortra customer
- an add-on solution for an existing customer managed by the registering partner
Deal Registration Eligibility
- Partner must have a valid Fortra partner agreement.
- Partner has provided sufficient information at deal registration to allow Fortra to determine the partner is in a good position to support the opportunity:
- Partner has achieved the available sales, pre-sales, technical, and marketing certifications for their tier level.
- Partner has a procurement vehicle within the registered customer’s account.
Deal Registration Process
Fortra will respond within 3 business days to a new deal registration and confirm if the request was approved or declined. If the deal registration is declined, Fortra will provide a reason to the partner.
Deal Registration Criteria
Partners should register deals when the follow criteria have been met:
- They have spoken with the prospect to define their pain points or problems.
- They have identified the owner of the project budget or appropriate representative.
- The prospect has intent to learn more and evaluate a Fortra solution.
Sales Cycle Expectations
Partners will work closely with their Channel Manager and continue to provide updates throughout the sales cycle process.
Within the first 30 days of the approved deal registration, the partner representative has:
- Secured a call with the prospect to define their pain points, problems, or challenges.
- Scheduled demonstration of the solution with the prospect.
- Verified the prospect has intent to evaluate and secure a Fortra solution.
Within the first 60 days of the approved deal registration, the partner representative has:
- Scheduled a Proof of Value (POV) with the prospect.
- Identified additional authorities who are involved in the decision-making process.
- Gathered information on the prospect’s budget and expectations on the investment they need to make for their requirement.
- Uncovered the client’s priority of the requirement and project timeline.
- Verified other solutions the client is evaluating.
Deal Registration Terms & Renewals
- After approved by Fortra, deal registrations are valid for 4 months and can be extended upon mutual agreement.
- Deal registration extensions may be declined for the following reasons: (1) Partner representative becomes non-responsive; (2) Partner is representing a Fortra competitor; (3) Partner does not have a procurement vehicle within the registered customer account and cannot secure a final purchase order; (4) Partner Agreement has been terminated by Fortra; (5) Misconduct.
- For Public Tenders (RFPs, IFBs, or IDIQs), the partner will receive their standard discount if they identify, qualify, and register the opportunity before the Public Tender is published.
- RFP = Request for Proposal
- IFB = Invitation for Bid
- IDIQ = Indefinite Delivery Indefinite Quantity
- Fortra sales team may provide pricing for a Public Tender if the tender is not registered by a partner before it is published.
Discount Policies
Standard, Originating-Partner Discounts
- A Partner will receive their originating-partner discount when they have identified, qualified, and registered a new opportunity that is approved by Fortra.
Non-Originating Partner Discounts
- Additional partners may work an opportunity that is already registered by the originating partner; however, in lieu of their standard discount, additional partners will receive their non-originating partner discount.
Other Discounts
- Upon approval by the Channel Manager, partners will receive a discount on an opportunity that is already approved and registered by Fortra's direct sales team.
Exceptions to Deal Registration (Effective Jan. 26, 2022)
Partners may not register a deal for any of the following scenarios:
- Customer perpetual maintenance or subscription license renewal contracts.
- Additional license purchases for a direct customer or a customer managed by another partner.
- Existing customers who have already purchased the product solution from Fortra directly or a Fortra Partner.