PRESENTATION

Deal SAMPLE
TEMPLATES
Registration
LATAM - 2016
Presenter Name or Location
March
2016 22, 2016
Introduction
This presentation is intended for partners who are interested in participating in the Deal Registration Program
The presentation will cover the following topics:
– Deal Registration Guidelines access
– Deal Registration tool access request
– Deal Registration access request processing (partner admin)
– Complete and submit Deal Registration application
– Deal Registration approval process overview
– Request an extension of expiration

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Deal Registration Guidelines
The key to participating in the Deal Registration program is having a thorough understanding of the program guidelines. This
tutorial will reference various sections of the guidelines but it is not intended to be a comprehensive overview.
The Deal Registration Guidelines are available on the Partner Portal under Resources>Sales Resources>Deal Registration
or use this link if currently signed in to Partner Portal: Deal Registration Program Guidelines
Take a moment to review the Deal Registration Guidelines before you continue with this tutorial.

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Deal Registration
PRESENTATION SAMPLE
Access Request
TEMPLATES
Presenter Name or Location
March 22, 2016
Deal Registration Access Criteria
In order to submit a Deal Registration, partners must have access to the Deal Registration tool. Access is provided to
individuals based on their partner role:
Partner administrator
 Automatically receives access to the Deal Registration tool
 Processes access requests submitted by a partner contact
Partner contact
 Must request access to the Deal Registration tool
 Must agree to the Deal Registration Terms and Conditions in order to submit the request for access

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Deal Registration Access Request Process
The access request process is outlined below:
1. Partner contact submits access request to partner administrator
2. Partner contact receives email notification verifying access request submission
3. Partner administrator receives email notification of access request
4. Partner administrator approves or denies partner contact access
5. Partner contact receives email notification of approval or denial of access request

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Step 1. Partner Contact - Access Request
1. Log in to the Partner Portal
2. Select Deal Registration
3. Click Register to open the Deal
Registration home page

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Step 1. Partner Contact - Access Request
4. Manage My Tool Access screen
opens under the Contact
Management tab

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Step 1. Partner Contact - Access Request
5. Select Deal Registration Request
Access radio button
 Click the I accept the Terms and
Conditions for accessing DEAL
REGISTRATION Capability link to
review the Deal Registration
guidelines
6. Click the Checkbox to accept the Deal
Registration Terms and Conditions
7. Click Submit

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Step 1. Partner Contact - Access Request
5. The access request confirmation opens
6. Confirmation of access request
submission is sent via email notification

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Step 2. Partner Administrator - Process Access Request
1. Deal Registration access request email
notification is received by partner
administrator
2. Click the link to access the request

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Step 2. Partner Administrator - Process Access Request
3. The Items to Approve Screen opens
in the Partner Administration Tool
4. Click the Numeric link
5. Click Approve/Reject to open the
Approve or Reject page

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Step 2. Partner Administrator - Process Access Request
6. Click Approve or Reject
Note: Enter comments, if applicable

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Step 2. Partner Administrator - Process Access Request
7. Click Submit for Approval

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Step 2. Partner Administrator - Process Access Request
8. The partner contact will receive an
automated email notification of the
decision

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PRESENTATION SAMPLE
TEMPLATES
Deal Registration
Application
Presenter Name or Location
March 22, 2016
Deal Registration Application
Partner administrators and contacts with access may submit a Deal Registration application. The key to a successful
submission is ensuring the deal meets the requirements identified in the Deal Registration Guidelines. Every application
should detail:
 The length of time the reseller has been engaged with the relevant end-customer opportunity (“Opportunity”)
 Involvement in any solution evaluation and/or pilot including the submission of Zebra products for evaluation or testing in
relation to the Opportunity
 Evidence of the reseller’s relationship with the end-customer and, where relevant, the extent of that relationship
 Evidence of the end-customer’s requirements (e.g., the specific abilities, skill set and/or solution set required for a
reseller to optimally meet the end-customer’s requirements with Zebra products and services for the Opportunity)
 Any end-customer requests (by letter or email) to work directly with that particular reseller on the Opportunity

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Deal Registration Application – Opportunity Leadership
The reseller submitting an Application must demonstrate opportunity leadership and a high degree of direct involvement
with end-customer decision makers regarding the Opportunity.
Involvement is demonstrated through activities such as:
 Sales calls
 Presentations featuring Zebra products and services made to end-customer key decision makers
 End-customer’s usage of a Zebra demo unit(s) provided by the reseller
 Solution/software application designed around Zebra products and services that address end-customer’s special needs
 Implementation of a pilot at the end-customer facility
 Submission of a bid in response to the end-customer’s request for bid or RFP
 Prior sales to the particular end-customer
Important: There are required fields in the Deal Registration Application that are intended to capture these types of
activities. Proof of opportunity leadership can also be uploaded in the Notes/Attachments section.

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Deal Registration Application Process
The following steps outline the process of creating and submitting a Deal Registration application.

Access Deal
Create a New Deal Add End User Add Deal Submit the Deal
Registration Home Add Products
Registration Information Information Registration
Page

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Step 1. Deal Registration Application – Create a New Deal Registration
1. Log in to the Partner Portal
2. Select Deal Registration
3. Click Access to open the Deal
Registration home page

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Step 1. Deal Registration Application – Create a New Deal Registration
4. The Deal Registration Home screen
opens
5. Click the Create New Deal
Registration button

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Step 2. Deal Registration Application – Add DR Information
1. Enter End User Information
Red bars indicate required information.
2. Enter End User Vertical and End User
Vertical Segment

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Step 2. Deal Registration Application – Add DR Information

3. Enter End User Contact Information

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Step 2. Deal Registration Application – Add DR Information

4. Enter the Deal Registration Name

5. Select the Deal Application from the drop-down list
Note: The Deal Application list is based on the Vertical and Vertical Segment selected earlier in the
application.

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Step 2. Deal Registration Application – Add DR Information

6. Select the Deal Fulfillment from the drop-down list

Note: If Buy through Distributor, select the distributor name from the Distributor Name (if Buy via Dist)
drop-down list

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Step 2. Deal Registration Application – Add DR Information

7. Enter the Deal Project Close Date, Deal Ship Date and Book Date to Distributor
Important: Deal Projected Close Date must be greater than 7 days from date of application and must be
earlier than the deal ship date

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Step 2. Deal Registration Application – Add DR Information

8. Complete the Deal Registration Submission Questions

Important: Be sure to add as many details as possible to document the deal information

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Step 2. Deal Registration Application – Add DR Information
8. Enter information in the Partner
Activities and Competition
sections
9. Click Save

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Step 2. Deal Registration Application – Add DR Information
Important: Saving the Deal
Registration Application does NOT
automatically submit it for approval.
Products must also be added.

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Step 3. Deal Registration Application – Add Products
1. Click the Deal Products link to
move to the Deal Products section
2. Click New Deal Product to add
products

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Step 3. Deal Registration Application – Add Products
3. Type the product family name in
the search field
 Note: Product family names will
appear in the list as you type

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Step 3. Deal Registration Application – Add Products
4. Click Select to add the product
family
5. Enter the Quantity and MSRP
List Price of the Product
6. Click Save

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Step 3. Deal Registration Application – Add Products

The products are saved to the Deal Registration application

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Step 4. Deal Registration Application – Submit for Approval
1. Click the Approval History link to
move to the Approval History
section of the application
2. Click Submit for Approval
3. Click OK to acknowledge the
submission statement in the pop-
up window

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Step 5. Deal Registration Application – Submit the Application
4. The Pending Approval
confirmation page opens
5. A Deal Registration submission
email notification is sent to the
Deal Registration owner

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Deal Registration – Adding Products
When an adjustment to products included in an Application or a Deal Registration is required, the following will apply:

 Since at that time the Application record is locked, reseller will need to request an exception through the Partner
Interaction Center (PIC). If the new products are within the same product category as the original product (i.e., changing
a mobile computing product to another mobile computing product), the PIC will route the exception request to Zebra
Channel Operations for review. If the new products are not within the same product category, the Application will need
to be resubmitted for approval under the Program guidelines.
 Once a reseller submits an Application for approval, the record will become locked. To request a change to the products
after the Application has been submitted or approved, the reseller should contact the Partner Interaction Center (PIC).
The PIC will verify that the partner is authorized to access any product asked to be added to the Application or the DR,
as applicable, and get the sales team’s approval to make the change. Once approval is granted, the PIC will update the
registration record.

Note: Please refer to the Deal Registration Guidelines for complete information

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PRESENTATION SAMPLE
Deal Registration
TEMPLATES
Approval Overview
Presenter Name or Location
March 22, 2016
Deal Registration Application – Approval or Denial
Approval or denial of an Application will be made at the sole and absolute discretion of Zebra and will be non-negotiable
and final
 An Application submission that does not, in the sole and absolute discretion of Zebra, demonstrate sufficient
opportunity leadership will be denied
 An Application submitted after an RFP or RFQ covering the Opportunity has been publicly released is likely to be
denied
The Application for an Opportunity must be approved at least 7 days before purchase
Zebra will review Applications and typically respond to the reseller with either approval or denial within 10 business days
 lf multiple resellers have submitted an Application for the same Opportunity, the review may require 15 days. Zebra will
fully assess each Application to determine which partner demonstrates the strongest opportunity leadership

Note: Please refer to the Deal Registration Guidelines for complete information

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Deal Registration Application Approval Process Overview
The following steps provide an overview of the Deal Registration approval process:
1. Partner completes and submits a Deal Registration application
2. Partner receives email confirmation of submission
3. Deal Registration Queue (1st Level Approver) reviews Deal Registration, approves or denies application and assigns 2nd
Level Approver
4. 2nd Level Approver receives email notification of pending Deal Registration, approves or denies application and assigns
3rd Level Approver
5. 3rd Level Approver receives email notification of pending Deal Registration and approves or denies application
6. Approved Deal Registration automatically becomes an opportunity
7. Partner notified via email stating Deal Registration Application is accepted or denied

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Deal Registration Application – Product Discounts
Product Discount: To receive the discount, the Opportunity must meet the appropriate minimum deal size threshold as
specified below for the relevant product category.

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Deal Registration Application – Services Discounts
Please note the following about the services discount:
 The 5% discount applies when multi-year Zebra OneCare Support Services (i.e., Zebra OneCare Essential or Zebra
OneCare Select) are purchased at the same time as hardware
 The Services revenue associated with a DR does not count toward the minimum deal threshold
 Services offered by Zebra’s Global Services and Solutions organization other than Zebra OneCare Support Services
are not eligible for the Deal Registration Program
 Service-only opportunities are not eligible for the Deal Registration Program

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PRESENTATION SAMPLE
Deal Registration
TEMPLATES
Extension Request
Presenter Name or Location
March 22, 2016
Deal Registration Extension Request Process Overview
Approved Deal Registrations are set to expire after 180 days. However, the seller may request a one-time extension prior to
the deal expiring. The Deal Registration owner and the Opportunity owner will receive an expiration notification email 15 days
prior to the expiration, again at 7 days prior to the expiration and finally 1 day before the deal is set to expire.
The Deal Registration owner may request an extension by opening the Deal Registration from either the notification email or
from the Deal Registration home page. The following steps will guide you through the process of requesting the extension.

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Deal Registration Extension Request Process Overview
1. Deal Registration owner receives notification emails 15 days prior to expiration, 7 days prior to expiration and 1 day
before the Deal Registration is set to expire
2. The owner opens the Deal Registration and submits a request for extension
3. The owner receives email notification verifying the extension request has been submitted
4. The opportunity owner receives the ‘extension request’ email and approves or denies the extension request
5. The owner receives email notification with approval or denial of the extension request

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Step 1. Deal Registration Extension - Expiration Notification
1. Email notifications are sent to the
Deal Registration owner and
opportunity owner prior to the
Deal Registration expiration at the
following intervals:
 15 days
 7 days
 1 day prior to expiration
2. Follow the email instructions to
access the Deal Registration

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Step 2. Deal Registration Extension – Request Extension
3. Click the Request Extension to
Expiration Date link
4. The link will update to Extension
Request to Expiration Date
Submitted…Pending Approval

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Step 3. Deal Registration Extension - Decision Notification
Opportunity owner reviews and
processes the extension request and
the Deal Registration owner receives
notification of approval or denial of
Deal Registration extension via email
notification

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PRESENTATION SAMPLE
Deal Registration
TEMPLATES
Change Ownership
Presenter Name or Location
March 22, 2016
Step 1. Change Deal Registration Ownership
1. Open Deal Registration
2. Click the Change Owner link
Note: If change in ownership is due to
owner being deactivated, reassign the
Deal Registration before completing
the deactivation process.

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Step 2. Change Deal Registration Ownership
3. Click the Assign Ownership
radio button to the right of the new
owner
4. Click Change Owner
5. The new owner will show on the
Deal Registration

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Support and Training Materials

 For additional support

 Contact LATAM PIC Team
 Contact your Channel Account Manager (CAM) or Inside Channel Account Manager (ICAM)
 Documentation, Guidelines, Training Tutorials and FAQs
 TBD

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Thank you!

Thank You for your business

and your ongoing support.

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PRESENTATION SAMPLE
THANK YOU
TEMPLATES
Presenter Name or Location
March 22, 2016
Contact
Zebra Technologies Corporation
3 Overlook Point
Lincolnshire, IL 60069

For questions about these quidelines or to access the design

templates please send an email to [email protected]

DIVIDERS
SEE SLIDES 8-9

©2016 ZIH Corp and/or its affiliates. All rights reserved. Zebra and the stylized Zebra head are trademarks of ZIH Corp, registered in many jurisdictions worldwide.
All other trademarks are the property of their respective owners.