Executive Summary
A streamlined partner program based on deal registration that rewards partners for identifying and introducing qualified opportunities to ProcurementExpress.com. Partners register deals, schedule demos, and earn commissions while our inside sales team handles the full sales cycle.
PROGRAM OVERVIEW
How It Works
- Partner identifies a potential customer opportunity
- Partner registers the deal in our portal (or HubSpot)
- We confirm registration within 24 hours
- Partner schedules a demo with prospect and our sales team
- Our team handles the sales process from demo to close
- Partner earns commission when deal closes
Core Principles
- First to register wins – no channel conflicts
- Simple and scalable – partners focus on finding opportunities
- Fast approval – 24-hour confirmation guaranteed
- Full sales support – our team closes the deals
- Transparent tracking – real-time visibility into deal progress
1. PARTNER TIERS & COMMISSION STRUCTURE
Tier 1: Referral Partner
Requirements:
- Complete basic onboarding (2 hours)
- Register minimum 1 qualified opportunity per quarter
- Maintain 50% demo show rate
Commission:
- 10% of first-year ACV for all closed deals
- No recurring commission
- Minimum deal size: $5,000 ACV
Tier 2: Silver Partner
Requirements:
- Complete sales certification (4 hours)
- Register minimum 3 qualified opportunities per quarter
- Maintain 60% demo show rate
- Generate $25,000 in closed revenue annually
Commission:
- 15% of first-year ACV for all closed deals
- 5% recurring in year 2
- Access to MDF funds ($2,500 annually)
Tier 3: Gold Partner
Requirements:
- Complete advanced certification (8 hours)
- Register minimum 5 qualified opportunities per quarter
- Maintain 70% demo show rate
- Generate $75,000 in closed revenue annually
Commission:
- 20% of first-year ACV for all closed deals
- 10% recurring in years 2-3
- Access to MDF funds ($10,000 annually)
- Quarterly business reviews
Tier 4: Platinum Partner
Requirements:
- Complete all certifications
- Register minimum 10 qualified opportunities per quarter
- Maintain 80% demo show rate
- Generate $150,000 in closed revenue annually
Commission:
- 25% of first-year ACV for all closed deals
- 15% recurring in years 2-3
- Access to MDF funds ($25,000 annually)
- Dedicated account executive
- Monthly business reviews
2. DEAL REGISTRATION PROCESS
Registration Requirements
To register a deal, partners must provide:
Required Information:
- Company name and website
- Contact name, title, email, and phone
- Company size (employees)
- Current procurement process/tools
- Budget range confirmation
- Timeline for decision
- How partner knows the prospect
Qualification Criteria:
- Prospect must be new to ProcurementExpress.com (not existing customer)
- Minimum 10 employees or $5,000 ACV potential
- Budget confirmed or procurement need identified
- Decision timeline within 6 months
- No existing active opportunity with our sales team
Registration Process Flow
Step 1: Submit Registration (Partner)
- Complete online form (5 minutes)
- Receive confirmation email immediately
- Registration ID assigned
Step 2: Review & Approval (ProcurementExpress – Within 24 Hours)
- Check for duplicate opportunities
- Verify qualification criteria
- Assign account executive
- Approve or decline with reason
Step 3: Protection Confirmed
- Partner receives approval email
- 90-day protection period begins
- Account executive introduction
- Demo scheduling link provided
Step 4: Schedule Demo (Partner)
- Partner schedules demo with prospect
- Can use our scheduling tool or coordinate directly
- Must occur within 30 days of registration
- Partner may attend demo (optional)
Step 5: Sales Handoff
- Account executive conducts demo
- Takes over sales process
- Keeps partner updated monthly
- Partner commission locked in
Protection Terms
- Protection Period: 90 days from approval
- One Extension: Additional 30 days if demo scheduled
- Commission Protection: Even if customer comes direct during protection period
- Renewal Protection: Partner owns renewals for 3 years
3. PARTNER RESPONSIBILITIES
What Partners DO:
- Identify qualified opportunities in their network
- Register deals with complete information
- Schedule initial demo between prospect and our team
- Maintain relationship as trusted advisor
- Support customer success post-sale (optional)
What Partners DON’T Do:
- Run the sales process
- Negotiate pricing
- Handle contracts
- Manage implementation
- Provide technical support
Demo Scheduling Requirements
- Must schedule within 30 days of registration
- Provide at least 3 business days notice
- Confirm prospect attendance 24 hours before
- Brief our team on prospect’s specific needs
- Introduce our account executive to prospect
4. SALES TEAM RESPONSIBILITIES
Account Executive Duties:
- Respond to registration within 24 hours
- Conduct professional demo
- Manage entire sales cycle
- Update partner monthly on progress
- Protect partner’s commission throughout
Sales Process Ownership:
- Discovery and needs analysis
- Solution demonstration
- Proposal creation
- Price negotiation
- Contract execution
- Implementation coordination
Partner Communication:
- Registration confirmation (24 hours)
- Post-demo summary (48 hours)
- Monthly status updates
- Closure notification (immediate)
- Commission confirmation (within 5 days)
5. QUALIFICATION & LEAD SCORING
Qualified Opportunity Definition:
Must Have:
- Legitimate business with 10+ employees
- Identified procurement pain point
- Budget authority involved
- Timeline under 6 months
Nice to Have:
- Current manual process or spreadsheets
- Integration needs (QuickBooks, etc.)
- Multiple stakeholders involved
- Compliance requirements
Lead Scoring Matrix:
Hot Leads (Schedule within 48 hours):
- Budget approved
- Decision in 30 days
- C-level involvement
- Clear pain point
Warm Leads (Schedule within 1 week):
- Budget identified
- Decision in 90 days
- Department head involved
- Evaluating solutions
Cool Leads (Schedule within 2 weeks):
- Budget discussions ongoing
- Decision in 6 months
- End user champion
- Information gathering
6. COMMISSION PAYMENT TERMS
Payment Schedule:
- Timing: Within 30 days of customer payment
- Method: ACH transfer or check
- Reporting: Monthly commission statement
- Portal Access: Real-time commission tracking
Commission Calculation:
- Based on first-year Annual Contract Value (ACV)
- Excludes implementation fees (unless partner delivers)
- Includes all software subscription fees
- Multi-year deals: Commission on year 1 only
Special Situations:
- Upgrades: Partner receives commission on expansion
- Downgrades: No clawback if after 90 days
- Cancellations: Clawback only if within 90 days
- Payment plans: Commission paid as customer pays
7. MARKETING DEVELOPMENT FUNDS (MDF)
Simplified MDF Program:
Since partners aren’t running the full sales cycle, MDF focuses on lead generation:
Eligible Activities:
- Digital advertising for lead generation
- Webinars and virtual events
- Content creation (with approval)
- Industry event participation
- Email campaigns to your database
- Social media promotion
Quarterly Allocations:
- Silver: $625 per quarter
- Gold: $2,500 per quarter
- Platinum: $6,250 per quarter
Pre-Approval Required For:
- Expenditures over $1,000
- Content using our brand
- Joint events or webinars
8. TRAINING & ENABLEMENT
Streamlined Training Program:
Basic Onboarding (2 hours – Required for all)
- ProcurementExpress.com overview
- Value proposition and ROI story
- Target customer profile
- Deal registration process
- Demo scheduling best practices
- Commission structure
Sales Certification (4 hours – Required for Silver+)
- Competitive positioning
- Objection handling
- Industry-specific value props
- Discovery question framework
- Customer success stories
- Advanced qualification
Advanced Certification (8 hours – Required for Gold+)
- Vertical market expertise
- Integration capabilities
- Implementation overview
- Building business case
- Executive conversations
- Account expansion strategies
Sales Tools Provided:
- Email Templates: First touch, follow-up, demo scheduling
- One-Page Overview: PDF for prospects
- ROI Calculator: Web-based tool
- Case Studies: Industry-specific success stories
- Demo Video: 5-minute overview
- Competitive Battle Cards: Top 5 competitors
9. HUBSPOT INTEGRATION & PORTAL
Deal Registration in HubSpot:
Partner Portal Features:
- Deal registration form
- Deal status dashboard
- Commission tracking
- Resource library
- Training modules
- Support tickets
HubSpot Automation:
- Auto-approval if no conflicts
- Email notifications
- Commission calculation
- Protection period tracking
- Demo scheduling integration
- Monthly update triggers
Partner Visibility:
- Their registered deals only
- Real-time status updates
- Commission earnings (pending/paid)
- Performance metrics
- Available resources
Mobile Access:
- Mobile-responsive portal
- Deal registration from phone
- Push notifications for updates
- Quick prospect lookup
10. PERFORMANCE METRICS & BONUSES
Key Performance Indicators:
Activity Metrics:
- Number of deals registered
- Demo show rate
- Time to demo
- Partner engagement score
Quality Metrics:
- Lead qualification score
- Win rate of registered deals
- Average deal size
- Customer retention rate
Bonus Structure:
Quarterly Bonuses:
- Register 10+ deals: $1,000 bonus
- 80%+ demo show rate: $500 bonus
- Highest win rate: $2,000 bonus
Annual Bonuses:
- Partner of the Year: $10,000
- Rookie of the Year: $5,000
- Most Improved: $3,000
Spiffs & Incentives:
- Fast Start: $500 for first deal in 30 days
- Industry Focus: +5% for target verticals
- Large Deal: +$1,000 for deals over $50K
11. PROGRAM RULES & GOVERNANCE
Deal Registration Rules:
First to Register Wins:
- Timestamp determines priority
- No exceptions or overrides
- Clear audit trail maintained
Protection Period:
- 90 days from approval
- One 30-day extension allowed
- Must show progress for extension
Conflict Resolution:
- Partner Success Manager mediates
- 48-hour resolution guarantee
- Escalation path defined
Quality Standards:
Acceptable Registration:
- Complete and accurate information
- Qualified opportunity
- Professional introduction
- Timely demo scheduling
Unacceptable Practices:
- Registering without prospect knowledge
- False or misleading information
- Mass registration without qualification
- Competitive interference
Program Violations:
- Warning for first offense
- Suspension for second offense
- Termination for third offense
12. COMPETITIVE ADVANTAGES
Why This Program Works:
For Partners:
- Simple process – just register and schedule
- No sales complexity or overhead
- Fast approval (24 hours)
- Generous commissions (up to 25%)
- Recurring revenue (up to 3 years)
- Professional sales team closes deals
For Customers:
- Professional sales experience
- Consistent messaging
- Expert product knowledge
- Smooth implementation
- Single point of contact
For ProcurementExpress.com:
- Scalable growth model
- Quality control maintained
- Lower partner management overhead
- Consistent sales process
- Higher close rates
13. GETTING STARTED
Getting Started:
Week 1: Onboarding
- Complete partner agreement
- Set up HubSpot access
- Complete basic training
- Register first deal
Week 2: Activation
- Schedule first demo
- Access marketing resources
- Set up payment information
- Join partner community
Week 3-4: Acceleration
- Register additional deals
- Attend advanced training
- Plan MDF activities
- Review initial results
Month 2+: Optimization
- Refine target market
- Improve qualification
- Increase registration volume
- Track commission earnings
14. PARTNER SUPPORT
Support Channels:
- Email: [email protected] (24-hour response)
- Portal: Support tickets and chat
- Slack: Partner community channel
Dedicated Resources:
- Partner Success Manager: Silver+ partners
- Monthly Office Hours: All partners
- Quarterly Webinars: Best practices
- Annual Summit: Top performers
Resource Library:
- Sales materials
- Marketing assets
- Training videos
- Best practices guides
- Success stories
- Competitive intelligence
15. FREQUENTLY ASKED QUESTIONS
Q: What if my prospect already contacted ProcurementExpress.com directly?
A: If no opportunity exists in our CRM and you register within 48 hours of their first contact, you’ll receive credit.
Q: Can I register a deal for an existing customer?
A: Only for new divisions, subsidiaries, or expansion into new use cases not currently under contract.
Q: What if the prospect wants me to run the demo?
A: You can attend and participate, but our account executive must lead to ensure consistent messaging and proper qualification.
Q: How do I know if a company is already registered?
A: Submit the registration – our system will notify you within 24 hours if there’s a conflict.
Q: What if the deal takes longer than 90 days?
A: Request an extension with evidence of continued engagement. Most extensions are approved.
Q: Can I lose my commission after it’s earned?
A: Only if the customer cancels within 90 days of signing. After that, your commission is protected.
CONTACT INFORMATION
Partner Program Team
VP of Partnerships: James Kennedy
Partner Program Manager: Benny Igehon
Partner Success Team: [email protected]
Quick Links
Deal Registration: https://www.procurementexpress.com/partners/partner-deal-registration/
Program Version: 2.0 – Deal Registration Model
Last Updated: August 2025
Next Review: Q1 2026