Why rules of engagement matter
Rules of engagement protect partner trust. When a partner brings an opportunity, they need to know how credit, ownership, communication, and compensation will work. Without clear rules, channel conflict becomes more likely.
What rules should cover
- When a partner can register a deal
- How long account protection lasts
- When direct sales can contact the account
- How co-selling handoffs work
- Who owns customer communication
- How conflicts are escalated and resolved
Where rules live
High-level rules often appear in the partner agreement. Day-to-day workflows usually live in a partner portal, CRM, or PRM process so sales and partner teams follow the same playbook.