Reseller Portal: Managing Deals

Document created by user.oxriBaJeN4 Employee on Dec 10, 2016Last modified by user.oxriBaJeN4 Employee on Dec 28, 2016
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The Mimecast Deal Registration Program (DRP) has been created to reward partners that are developing and uncovering new opportunities for Mimecast. It has been designed to help you:

  • Close Mimecast business.
  • Provide sales, technical, and financial security throughout the process.

 

Deal Progress BarThere are four stages of registering a deal as indicated in the progress bar displayed at the top of any deal dialog. The stages are:

 

StageDescription
OpportunityA deal is registered, but has yet to be approved. 
Agreement

The deal has been approved, and a quote has been generated.

Start OrderA quote has been progressed to an order.
Submit OrderThe order has been confirmed by the customer and submitted.

 

Displaying Deal Registrations

 

To display a list of deal registrations:

  1. Click on the Menu Button button in the top left hand corner. A menu is displayed.
  2. Click on the Sales | Deal Registration menu item.
    You can use the Search Deal Registrations field at the top of the page to filter the list:
    1. Enter part of the Deal Number or Prospect Name.
    2. Click on the Go button. 

You can access an individual deal registration from the Prospect page. See the "Accessing Quotes and Deal Registrations" section of the Reseller Portal: Changing a Prospect page for further details.

 

Registering a Deal

 

To register a deal:

  1. Follow the instructions to display deal registrations as outlined above.
  2. Click on the Register Deal button. The Create Deal Registration page is displayed
  3. Complete the Company section as follows:

    Field / OptionDescription
    Company NameEnter the company's name.
    DomainEnter the company's primary domain. This acts a unique identifier, and ensures an existing prospect doesn't already exist.
  4. Click on the Verify button next to the "Domain" field.
  5. What happens next depends on whether the prospect already exists:
    • If the prospect already exists, you are prompted to select it.
    • If the domain doesn't already exist, a prospect is automatically created.
    Once the domain is verified, a tick icon is displayed to the left of the field.

    Verified Domain
  6. Complete the Partner section as follows:

    Field / OptionDescription
    Company NameThese fields are automatically populated with details from your partner record.
    Contact Email
    Contact NameEnter the full name and phone number of your contact at the prospect.
    Contact Phone
    Partner Sales Lead (Optional)Optionally, enter the full name and email address of the lead sales contact at the partner.
    Partner Sales Lead Email (Optional)
  7. Complete the End User section as follows:

    Field / OptionDescription
    Contact First NameEnter your contact's first and last name.
    Contact Last Name
    PositionEnter your contact's job title.
    EmailEnter your contact's email address.
    Contact PhoneEnter your contact's phone number.
    Contact RoleSelect a role for your contact from the drop down list.
    Address Line 1

    Enter the address details of your contact. The "State" is selected from the drop down menu. 

    The exact field names displayed (e.g. "Zip Code" or "Postcode") is controlled by your local settings.

    Address Line 2
    City
    State / County
    Zip Code / Postcode
  8. Complete the Opportunity section as follows:

    Field / OptionDescription
    ProductSelect the Mimecast service the customer is interested in purchasing.
    Number of UsersSpecify the number of users (licences) the customer is interested in purchasing.
    Projected ValueSpecify the total value of the entire project to your organization of which Mimecast is a part.
    Close DateSpecify a date by which you expect to close the deal. The quickest way to do this is to click on the Calendar Icon icon to the right of the field. This displays a calendar from which you can navigate to, and select, the required date.
    Budget ApprovedSpecify whether the customer has an approved budget for the deal.
    Project PrioritySelect a priority for the deal from the drop down list.
    What Problems Will Mimecast Solve

    Specify the problems that would be solved by purchasing the required Mimecast service. For example if a customer has an archiving requirement, would it solve a mailbox management or compliance issue. Alternatively if they have a security requirement, is it because they are receiving too much SPAM, or because their current supplier is too expensive.

    WebEx or MeetingSpecify a date for the webex or meeting with the customer. The quickest way to do this is to click on the Calendar Icon icon to the right of the field. This displays a calendar from which you can navigate to, and select, the required date.
    Migrating ToSpecify the mail server type that the customer is migrating to from the drop down list.
  9. Click on the Create Registration button. A confirmation dialog is displayed and an email is set to you.
    You can display the prospect by clicking on the Go To Prospect button from the confirmation dialog.

Deal Registration Approval

 

Deal Approved EmailMimecast approves all deal registrations. If your deal registration is approved, a further confirmation email is sent to you (see right). This advises you of the steps you need to take, and the timescales you need to complete them by, in order to complete the deal.

 

On approval of a deal, a quote is automatically generated based on:

  • The original opportunity information (e.g. the solution and seat count).
  • Any reward margin that needs to be added.

 

Further quotes can be added to the prospect. All the quotes receive any reward margins whilst the deal is in an approved state.

 

Approved Deal

 

See Also...

 

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