Marratech Conditions for Lead Registration

As a successful Marratech reseller, you know the time and effort sometimes needed to close a sale. What you don’t need or want is another reseller appearing at the last minute to snatch the deal away. In a market with a product where any reseller can reach any customer anywhere in the world, this is always a possibility. To help protect your sales development efforts, Marratech designed a lead registration system to encourage fair play among Marratech resellers worldwide.

In-Territory Leads
Participating in the program is simple and easy, and the process is strictly confidential. Except as described below, we will not share or disclose your registrations with any other reseller.

1 - Eligibility. Prospects are eligible for registration when they have downloaded the Marratech client software and participated in a product demo hosted by you. In other words, they have reached stage five in the sell cycle. Marratech may evaluate the eligibility of selected prospects by reviewing our download database for downloads from that customer. Therefore, it is important that your prospects provide accurate information about themselves when downloading the Marratech client.

2 - Registration. You register a prospect by listing them on the Marratech sales forecasting form (Sales Funnel). We regard any prospects listed by you at (or above) stage five of the sell cycle as claimed by you for registration purposes.

3 - Conflicts. Marratech examines all sales forecasts for possible conflicts. If another reseller has previously claimed a prospect included in your forecast, we will notify you of the prior claim. In cases where there are two claims on the same prospect, Marratech will support the reseller with the most viable claim on the prospect and its decision in this regard will be final. In making its decision, Marratech will consider two factors:

a) Has the first reseller been consistently active in the account? Marratech supports resellers of first registration when they are active in an account and they can demonstrate that a sale is progressing toward closure. If the first reseller has not maintained a consistent customer dialog and the second reseller can demonstrate that it has prompted new or renewed interest from the customer, then Marratech may choose to support the second reseller or remain neutral and allow the customer to select a preferred reseller. It is essential, therefore, that all resellers maintain an active dialog with their prospects.

b)Are resellers talking to different divisions or subsidiaries of a single company? With a large company, one reseller may have a prospect from a particular division while a second reseller may be working with a different division or a second person in the first division. Marratech’s response will depend on individual circumstances including (but not limited to) the ability of the respective prospects to make their own purchasing decisions and any existing or prior business relationships between the resellers and the prospects. In these situations, Marratech may allow the resellers to continue working independently, ask one of the resellers to withdraw its registration, or request that both resellers to work together.

4 - Enforcement. Marratech cannot tell the prospect which reseller to choose, nor can it legally tell another reseller to withdraw, nor can it prevent another reseller from dealing with your prospect. However, Marratech can limit its sales support to the appropriate reseller for a given prospect. This includes pre-sales support and access to the Marratech “deal desk”.

While the Marratech reseller agreement allows you to pursue these opportunities, there is a risk that a reseller in another geography is also pursuing the same company. Before investing development dollars in this type of sale, you should complete and submit the out-of-territory registration form found on the Marratech reseller web site. Marratech will check the registrations in other geographies to see if another reseller is actively pursuing your opportunity. If there is, Marratech will handle your registration in accord with item 3(b) above.

Please note that you still list out-of-territory leads on the forecast form. However, Marratech will not treat them as “protected” unless you have also submitted the out-of-territory lead registration form.

To register an out-of-territory prospect, go to the Marratech Web Site, click the Reseller Web button and select the link, 'Register Out of Territory Prospect'. This will open an on-line form.

You may only register companies which have had a demo and that you are actively pursuing. We will endeavour to confirm acceptance within two working days. If the prospect has already been registered and the account is still active, we will endeavour to notify you within two working days and you will be asked not to pursue any further as it will be outside the terms of your agreement with Marratech.

Please contact your account manager for assistance if you have any questions or need additional information about this important topic.