Deal Registration Guidelines
October 2020 • Version 1
McAfee’s Deal Registration Program (“Program”) is available to all partners who are currently enrolled in McAfee’s channel partner program (“Program”). This Program is designed to provide preferential financial incentives and benefits that enhance partner return on investment in developing new business. The Deal Registration benefit is
available to partners who are the first to submit and obtain approval on a new business opportunity. To qualify for Deal Registration, a partner must have undertaken pre-sales efforts to substantiate the business opportunity, including, but not limited to, having met with the potential customer to validate that an opportunity exists, and validating that the customer has interest in the McAfee solution and available budget and willingness to purchase within a year.
Partners are eligible for tiered program benefits based on their partner level within the McAfee Partner Program. Platinum, Gold and Registered partners can receive Deal Registration discounts of up to 50%, 45%, and 40% respectively, for standard price opportunities.
When an deal registration is approved, the McAfee Pricing Protection Policy will be applied for that opportunity.
The Pricing Protection policy is aimed at rewarding McAfee partners who have invested time, effort and expertise to develop and win new business with McAfee. No other partner will have access to a deal registration or any other special price benefits for the same opportunity.
Partner
Level Former Deal Registration
Discount Guideline Deal Registration Discount Guideline as of 10/12/2020
Platinum 20% 50%
Gold 15% 45%
Registered 10% 40%
McAfee Deal Registration Summary
Partner Eligibility Program available to McAfee Partner Program Platinum, Gold, and Registered level partners.
Deal Registration Eligibility
Any partner-found new business opportunity is eligible. New business opportunities are defined as a customer/
account that is new to McAfee, hasn’t had an active subscription within the last 5 quarters, or a new product type opportunity within an existing McAfee customer account.
The opportunity must be a new opportunity to McAfee; thus, it must be partner-generated and not an existing opportunity previously submitted by another partner or McAfee Sales.
Existing opportunities created by sales cannot be converted to Deal Registration but should be considered for a Teaming Plan provided sales is working with the partner. (Refer to the Teaming Plan guidelines)
Suite Upgrades:
The opportunity is open to all McAfee resellers in good standing to be deal registered as an upgrade if there is a fee associated with the upgrade.
Expansions:
The opportunity is open to all McAfee resellers in good standing to be deal registered as an expansion to existing install.
Technology Refresh Eligibility Terms:
McAfee hardware products are eligible for McAfee Deal Registration, per the standard program guidelines and limitations in the following opportunity scenarios:
■Opportunities for any new/additional McAfee hardware within an existing customer
■Opportunities for any ‘technology refresh’ or hardware upgrade to a newer McAfee hardware solution within an existing McAfee customer account1
Product Eligibility
All new opportunities for software licenses, appliances, and initial support contracts when bundled with new business.
Service Provider (SP) Perpetual/Upfront Purchase SKU’s (-AF) are eligible for Deal Registration2. Service Provider (SP) monthly SKU’s are not eligible.
Renewals Renewals are not eligible.
Product Type Eligibility
All product types are eligible for registration and opportunities are registered at the product type level. Partners should refer to the McAfee price book for product type definitions. McAfee uses the sub categorization of products to assess whether an opportunity is net new in an Account which may have existing McAfee products.
Deal Registration benefits are available only on the product types via the Deal Registration process submitted and approved. Multiple product types may be submitted within the same registration. Each product type is independently reviewed and approved or rejected.
All new opportunities for perpetual software licenses, initial support purchases, appliances and subscription licenses for the product lines qualify. Only initial support purchases are eligible for the program; thus, any support purchase must be made on the same purchase order as the related software to be eligible for program incentives.
1 An existing customer is defined as a customer using current McAfee hardware solutions
2 SP/OSP c/o specific named end user perpetual/upfront purchase opportunities qualify; monthly SP SKU’s do not qualify
McAfee Deal Registration Summary
Exclusions
■Migration SKU’s (EPSCDE-SA, for example)
■Support renewals
■Premium support packages
■Professional Services
■Consulting and Training
■RFP
■Tenders
■Pay-go subscriptions Minimum Deal Size
Requirements There are no minimum nodes or $ thresholds.
Opportunity Approval Times
Deal registrations in McAfee’s Enterprise and Commercial-named segments are reviewed by our sales teams for response within 48 hours. If no response is provided, the deal registration is approved. Deal registrations in the commercial and SMB space are reviewed against active opportunities in McAfee’s Salesforce database and if there is no open opportunity for that account, the deal registration is automatically approved.
Reasons for Deal Registration Denial
A Deal registration may be denied if there is an existing opportunity active in McAfee’s instance of Salesforce.
A deal registration may also be denied in a customer situation that involves a bid, requires use of a contract for procurement, or is a response to a tender.
Reasons a Deal Registration May Be Rejected, Suspended, Rescinded, or Terminated by McAfee
A deal registration may be rescinded, suspended, or terminated in any the following situations: (a) the event of a procurement contract requirement, if the Partner is not representing McAfee in a fair and accurate manner to the customer is not actively working the opportunity, is not responsive to the customer’s or McAfee’s communications; (b), the opportunity is not moving through the sales stages in an acceptable time frame; (c) the Partner fails to quote the McAfee products that are subject of the deal registration or the Partner quotes a competitor’s products; (d) the Partner is unable to fulfill the deal or provide the required support for the customer; (e ) the customer elects to fulfill its requirements under a contract that is not held by the Partner;
(f) the deal has already been registered with another Partner; (g) the Partner is in breach of McAfee’s channel Partner program agreement or has engaged in activity that materially impairs McAfee’s channel Partner program or that causes damages, embarrassment or adverse publicity to McAfee, as determined by McAfee;
(h) the Partner has submitted information that is inaccurate, incomplete, misleading or fraudulent; or (i) for any other reason that McAfee, in its sole discretion, may determine.
Combination Policy with Other McAfee Profitability Programs
Deal Registration cannot be combined with Teaming Plan benefits. Deal Registration benefits are not eligible for stacking with McAfee promotions and cannot be used together in applicable transactions. Review all promotions documentation for eligibility exclusions.
Duration of Deal
Registration Benefits Approved registrations for all segments are valid for 120 days from time of approval and may be extended with additional approval. A registration can be extended twice for 90 days each time. Refer to Extension section for details.
Pricing Protection Policy Pricing Protection is applied to partners on discounted opportunities where a Deal Registration has been applied.
Opportunity Dashboard All opportunities registered via Deal Registration can be updated by the opportunity submitter via the Opportunity Dashboard. A full list of all opportunities can be exported using the EXPORT button.
Distributor Locking
The Partner must identify its preferred McAfee- authorized distributor (“Distributor”) for each deal registration submission. Distributor locking is available on registrations to provide preferential program benefits to the locked distributor when the distributor provides pre-sale value-add. The registration will be locked to a distributor when it is mutually agreed between the distributor and reseller, and the
partner indicates which distributor should be locked.
Alternatively, locking is available when the registration is submitted by the distributor.
McAfee reserves the right to repeal a decision to lock a distributor on any deal at its sole discretion for situations such as the following:
1. Distributor fails to provide adequate pre-sales value-add;
2. Legal requirements, Request for Proposals (RFPs), Tenders, or pre-existing contractual pricing exist that preclude the Distributor;
3. The quoting process has commenced and/or other distributors are engaged; or
4. Other circumstances exist which, in McAfee’s opinion, make it appropriate to do so.
How to Register a Deal
1. Log in to McAfee Partner Portal and visit Deal Registration under the Profitability tab.
2. Confirm the opportunity is eligible as per the Deal Registration guidelines.
3. Select ‘Submit Opportunity Registration’.
4. Complete the online form. To register new opportunities, partners and distributors must provide all required information, as noted on the Deal Registration submission form
5. Click ‘Submit’. An opportunity is only considered registered after it has been approved and
confirmed back to the partner in writing by McAfee in the form of an automated email.
Additional Terms & Conditions
Deal Registration Submission Requirements
■ To register new opportunities, partners and distributors must provide all required information, as noted on the Deal Registration
submission form.
■ All opportunities must be registered online per the instructions outlined in this document to be considered a deal registration.
■ An opportunity is only considered registered after it has been approved and confirmed back to the partner in writing by McAfee in the form of an automated email from McAfee indicating the term
“Accepted” relating to the opportunity and product type(s) in question.
■ By registering an opportunity with McAfee, the partner asserts its intention to fully pursue the opportunity for McAfee in good faith. Partners are expected to proactively work with customers on an ongoing basis and progress through a standard sales cycle in a timely manner with the goal of bringing a registered opportunity to closure within a reasonable time frame.
■ Failure by the partner to adequately and promptly
pursue a registered opportunity may result in a rescission of McAfee’s prior approval on a registration.
For example, rescission may result due to a registering partner’s lack of involvement in pursuing the
opportunity with the customer.
Additional Terms & Conditions (cont.)
■ As set forth above, Partners are required to have completed, at a minimum, a customer call or meeting prior to submitting a deal registration. McAfee reserves the right to contact the customer to the Partner’s level of involvement with the applicable opportunity and accuracy of Partner’s Deal
Registration Application. A Partner’s failure to adhere to this may result in McAfee rejection or rescission of the applicable deal registration..
■ The Deal Registration benefit and pricing protection is available to the partner who is first to submit the business opportunity into McAfee’s Opportunity Registration System. McAfee suggests that partners submit new deal registrations as soon as they are discovered and qualified with the customer so that appropriate program benefits are secured.
■ If the same opportunity is submitted by two different Partners, the first submission will be eligible for the registration approval and protection unless the latter partner can provide evidence of either their discovery of the opportunity and/or any value they have provided to the customer relating to the opportunity in question prior to the first registering partner. McAfee’s discretion on ruling which partner will receive the registration is final.
■ McAfee reserves the right to reverse a decision on any Deal Registration program benefit where in its opinion the circumstances exist that make it appropriate to do so.
■ Tier 1 partner opportunities qualify for the Deal
Registration program. Partners with permissions to buy direct from McAfee (Tier 1) will need to ensure that the Tier 1 checkbox on the Opportunity form is flagged in order for the opportunity/quote and order to be placed as Tier 1. This checkbox resides under the Opportunity Information section of the submission form.
Extension Process
■ An approved registration expires one hundred twenty (120) days from the date it is fully approved by McAfee unless extended in writing by McAfee.
■ Requests for an extension beyond the one hundred twenty (120) day time should be submitted at least seven (7) days before the registration expiration to route for necessary approvals. Expired registrations may be at risk of being registered by another partner or quotes created under the expired registration may not retain the benefit if not extended before the expiration date.
■ Extension requests are submitted by the opportunity submitter in their Opportunity Dashboard. Simply navigate to “All opportunities” and select the opportunity record that requires the extension.
■ Click on that opportunity record and scroll to the ‘Deal Registration Details’ section. Access the
“Request Extension” field and update it to “True”.
■ Extensions are considered if movement in the sales cycle is demonstrated.
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OCTOBER 2020
■ Deal registration submissions must be approved and active at the time of quote generation for the program benefit to apply.
■ Approved extensions will last for an additional period of ninety (90) days and upon expiry an additional extension request must be submitted.
McAfee Rights to Audit
■ As part of the Deal Registration process, McAfee shall be entitled to carry out an audit of a Partner that has submitted an Application in order to confirm that the Partner is comply with its obligations under this Deal Registration Program.
■ McAfee’s records and systems shall be authoritative and conclusive for purpose of approving Deal Registrations and for administering the Deal Registration Program.
■ Similarly, if a Distributor fails to meet these requirements, McAfee may undertake corrective action per the terms of its Distribution agreement with the Distributor.
■ McAfee’s decisions regarding the terms and the administration of this Deal Registration Program will be non-negotiable and final. McAfee reserves the right to modify, supersede or eliminate all or any of these Program Guidelines or to terminate the Deal Registration Program, in whole or in party, without notice, at any time, to the extent permitted by applicable law.
■ Partners are required to operate with integrity and honesty and in compliance with this Deal Registration Program. If a Partner fails to meet these requirements, McAfee may, in its sole discretion, take corrective action, in addition to such actions identified herein, including, but not limited to:
suspending the Partner from the Deal Registration Program for thirty (30) days; or in the case of a Partner’s repeated failures to comply with these requirements: suspending or terminating the Partner from McAfee’s Channel Partner Program, in .accordance with the terms of McAfee’s Channel Partner Program Agreement with such Partner.
Questions?
Contact Our Partner Care Team:
North America: [email protected] EMEA: [email protected]
APAC: [email protected] LTAM: [email protected]
