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1. Submission Requirements for Deal Registration
Partners seeking to register a sales opportunity (“Deal”) with Fortra must submit a comprehensive registration request containing the following mandatory information:
- Customer Information: The legal name of the prospective customer, industry classification, primary contact details, and geographic location.
- Deal Description: A detailed summary of the opportunity, including the cybersecurity products and/or services proposed, the estimated total contract value (if known), and the anticipated closing date.
- Competitive Landscape: Identification of known competitors involved in the opportunity and a brief description of any competitive advantages held by the partner or Fortra.
- Sales Activity: A summary of the partner’s sales approach, including key engagement milestones, timelines, and any planned customer interactions.
- Supporting Documentation: Any details regarding relevant materials that support the opportunity, such as customer requirements, formal proposals, quotations, or technical specifications.
2. Deal Registration Approval Process
The process for evaluating and approving deal registrations shall proceed as follows:
- Initial Review: Upon receipt, the Fortra Channel Account Manager shall conduct a preliminary review of the submission within two (2) business days to verify completeness and accuracy.
- Evaluation: The opportunity shall be evaluated to determine how well it aligns with Fortra’s strategic priorities and target markets, as well as how it fits within the current competitive landscape. Additionally, the evaluation process shall include verification of whether the prospective customer has previously procured the same or similar solution through another authorized partner, and whether another partner has already received an approved deal registration for the same opportunity from Fortra.
- Approval Determination: If the opportunity satisfies the evaluation criteria, it shall be approved. If further clarification is required, the partner shall be contacted accordingly.
- Notification: The partner shall receive formal written notification of the registration status—Approved, In Progress (Pending), or Declined—within seven (7) business days of submission.
After approval by Fortra, deal registrations are valid for one hundred and twenty (120) days and may be extended upon mutual agreement.
3. Eligibility Criteria
To qualify for deal registration, the following conditions must be satisfied:
- Novelty of Opportunity: The opportunity must be new and not previously registered or actively pursued by another partner or Fortra.
- Strategic Relevance: The opportunity must align with Fortra’s strategic objectives, such as target industries and solution focus areas.
- Partner Standing: The registering partner must be in good standing within the Fortra Global Channel Program, with no outstanding compliance, contractual, or financial issues.
4. Turnaround Times
The following service-level expectations shall apply to the deal registration process:
- Submission Review: Completed within two (2) business days of receipt.
- Evaluation and Approval: Finalized within five (5) business days.
- Status Notification: Communicated to the partner within seven (7) business days from the date of submission.
5. Additional Terms
- Once a deal registration is approved, the partner is expected to demonstrate active account influence with the customer and maintain consistent engagement throughout the sales cycle. Should there be no material progress or advancement on the opportunity within sixty (60) days from the date of registration approval, Fortra reserves the right to revoke the deal registration at its sole discretion.
- For opportunities involving public tenders that have already been published, Fortra will not approve deal registration requests from any partner. If a partner has contributed to the development of the opportunity or participated in drafting the tender documentation, the deal must be registered prior to the public release of the tender.
- In the event that a deal registration is declined, the partner may still be permitted to participate in the opportunity at Fortra’s sole discretion. In such cases, the partner may receive standard pricing but will not be entitled to guaranteed program margins or discounts.
Dispute Resolution Procedure
In the event of a dispute concerning the status or outcome of a deal registration, the following procedure shall apply:
Submission of Dispute
- Formal Request: The partner must submit a written dispute request, including a detailed description of the issue, all relevant supporting documentation, and any pertinent communications.
- Acknowledgment of Receipt: Fortra shall acknowledge receipt of the dispute within three (3) business days.
Fortra will investigate and communicate with the partner on a regular basis towards resolution in a timely manner. The assigned Fortra Channel Account Manager will keep the partner updated during this resolution process.