Rules of Engagement
The document "Rules of Engagement" authored by Peter Fogelsanger of Peter Fog LLC outlines the partner program’s operational procedures and sales governance. It defines the criteria for deal registration and how credit is assigned when multiple partners register the same opportunity. It establishes a sales Service Level Agreement (SLA) that requires the direct sales team to defer prospect contact until a partner approves and to collaborate on pursuit strategy. The policy lists exceptions that partner leadership must manage, such as incumbent versus newcomer registrations and open solicitations with multiple partners. A revenue‑responsibility matrix assigns ownership of new business, renewals, upsells, and cross‑sells to specific roles (AE or CS). The document details opportunity ownership rules based on corporate headquarters and subsidiary locations, and it specifies that all partner deals belong to the AE who recruited the agency. Split rules allocate 25 % of deal revenue to the region containing the corporate HQ, 50 % to the region where the project is executed, and the remaining 25 % is discretionary, to be decided by sales directors or escalated to the Head of Sales/CEO. Global rules govern cross‑region engagements, requiring notification of the relevant AE and Sales Director, head‑of‑sales permission for quotes affecting another region, and documentation of agreed splits, with penalties for non‑compliance.
Topics
Deal Registration Requirements and Credit Allocation
Specifies that a date/time stamp and valid contact information are mandatory for a partner to be eligible for attribution, and that the earliest registration date determines credit when multiple partners register the same deal.
Sales Service Level Agreement (SLA) with Partners
Mandates that the direct sales team must not contact a prospect after a deal registration until the partner approves, and that the direct team must work collaboratively with the partner to decide on pursuit strategy.
Exceptions Managed by Partner Leadership
Outlines scenarios where standard registration rules may be overridden, such as incumbent partners versus new entrants, and open solicitations where multiple partners pitch and no registration credit is granted unless a partner wins.
Revenue Responsibility Matrix
A table assigning responsibility for new business, renewals, upsells, and cross‑sells to Account Executives (AE) or Customer Success (CS) roles, and indicating the type of revenue (new logo, subsidiary, renewal, upgrade, different capabilities).
Opportunity Ownership Determination
Defines that the opportunity is owned by the region where the top‑level corporate entity is headquartered, or by the subsidiary’s region if the project is at a subsidiary and the corporate HQ is not involved; all partner deals are owned by the recruiting AE.
Regional Split Rules for Deal Revenue
Specifies a 25 % split to the HQ region, 50 % to the region where the project is executed, and a discretionary 25 % decided post‑close by sales directors (or escalated to Head of Sales/CEO). Upsell/cross‑sell revenue reverts to the HQ region after the initial deal.
Global Cross‑Region Engagement Rules
Requires sellers engaging a subsidiary or parent account in another region to notify the relevant AE and Sales Director, obtain Head of Sales permission for quotes affecting another region, and document the agreed split; failure to comply may trigger retrospective re‑allocation.