New partner program changes are effective on August 15, 2021. Please visit the Channel Ops Document Library for updates and collateral. For information about the program, visit the Channel Partner Handbook.
Please refer to our Channel Ops Coverage Model for details on Channel Operations Specialist alignment by Geo, Channel Sales Director, and Distributor.
The #channel-programs-ops Slack channel can be leveraged for inquiries. Both the Channel Operations Team and the Channel Programs Team monitor this slack channel. If you are reporting a problem or have suggestions, changes, or similar, please open an issue on the Channel Operations Issue Board for operational issues, or the Channel Team’s Issue Board for program issues.
On the Channel Operations Issue Board, each column represents a type of request (feature request, alliances, data & reporting, etc.). When you submit a request to the Channel Operations board, the team will assign the issue and add the corresponding tags. The Channel Operations Board also uses progress tags on issues to show the status of open issues. Each issue is updated regularly with notes and progress tags and should be checked before reaching out to the team for status updates.
To open an issue with Channel Operations and select New Issue.
Utilizing Issue Templates: In an effort to have a standard way of taking in requests from the cross-functional teams and help guide users through providing the right information to diagnose issues, the Channel Operations team has created issue templates.
How to get started
1. Create New Issue
When you create a new issue, you get the option to "Choose a template"
2. Chose a template
Once a template has been selected, the description box will be populated with the content of the template ready for completion.
3. Before you submit
Please ensure your issue is unassigned as our team will be assigning issues based on the team bandwidth.
Issue Templates Video
There are a number of different slack channels to serve the different needs of the organization. Below is a list of the most common channels, as well as their uses, intended audience, and posting permissions. Please refer to this list often to ensure you’re posting information and asking questions to the appropriate channel.
Slack Channel | Description | Topic | Audience | Posting Permissions |
---|---|---|---|---|
partner-fyi | Updates to the Channel & Sales teams on Channel program, operations, enablement and marketing. Questions from team members should be posted on the #channel-programs-ops or #channel-sales | blank | any | Channel Operations, Channel Programs, Nima Badiey |
channel-program-ops | Questions and comments about channel programs and operations | https://about.gitlab.com/handbook/resellers/ and https://about.gitlab.com/handbook/sales/field-operations/channel-operations/ | any | any |
channel-sales | Questions and comments about opportunities, partner connections, field engagement, and other channel sales questions | any | any | |
channels-emea | A channel for the EMEA channels team and stakeholders to collaborate | any | any | |
channels-amer | A channel for the AMER channels team and stakeholders can collaborate | any | any | |
pub-sec-channels | A channel for the Pubsec channels team and stakeholders to collaborate | Team Coverage | any | any |
apac_partners | A channel for the APAC channels team and stakeholders can collaborate | any | any | |
channel-services | Questions and comments about channel services program, enablement and field engagement | any | any | |
alliances | A channel for collaboration with the alliances Team | https://about.gitlab.com/handbook/alliances/ | any | any |
alliance_sales_ops | Questions and comments about alliance operations | https://about.gitlab.com/handbook/alliances/ and https://about.gitlab.com/handbook/sales/field-operations/channel-operations/ | any | any |
For detailed information on GitLab’s Channel Partner Program, visit the Channel Partner Handbook. Partners must be an Authorized GitLab Partner and have completed one sales certification to transact any GitLab products or services. To achieve authorization, partners must have an executed agreement and meet the requirements of the GitLab Partner Program. Only GitLab partners in good standing may sell GitLab products and services unless specifically approved on a case-by-case basis by the GitLab partner program team. Partners must sign up to be authorized.
All Partner Co-Sell opportunities require an authorized GitLab Partner(s) to transact the deal. Deal Registration is not applicable for Partner Co-Sell opportunities. Partner Sourced Deal Registration opportunities also require an authorized GitLab Partner to transact, and must also be found/created and registered in the GitLab Partner Portal (excludes Alliances and GSIs). The applicable GitLab Channel Managers must approve the registered opportunity to qualify for partner program discounts and incentives. Partner Sourced Deal Registration opportunities are either:
Sales Qualified Source = Channel Generated
on the opportunity.For more information: Deal Registration Program Overview.
When onboarding a new partner that will be purchasing directly from GitLab, a billing account must be created. Upon being notified of a new partner, the Channel Manager should ensure there is a contact created within the account that represents the partner's account's payable contact information. Chatter '@billing-ops' on the account record, provide the accounts payable contact information, and ask for a billing account to be set up. Partner accounts that will transact via distribution do not need a billing account set up. More information on billing accounts can be found on the Billing Operations Handbook Page.
When a deal is being transacted via the Channel, and a discount other than the defined Program discounts are being offered, a GitLab quote is required. At a minimum, a Draft Proposal needs to be created and provided to the Partner. Discounted quotes not in SFDC and sent to a Partner are not permitted within any GEO or Sales Segment. This includes providing product and discounted pricing quote details in an email.
For ease with quoting, there is a Partner Discount Cheat Sheet for use by internal GitLab Team Members.
Channel-specific quoting instructions can be found in the Deal Desk Quote Configuration handbook page.
Sales Reps and/or ISRs are responsible for quoting and PO remittance on all standard GitLab direct and reseller-direct opportunities. For quotes going through distribution, please review Transacting Through Distribution, then Chatter @ Partner Operations on the opportunity with the following information:
For Commercial Markets:
For US PubSec:
Distributors have their own pricelist and are equipped to self-quote and order new business or other order types from it without receiving an official GitLab quote, as long as pricing is at standard programmatic discounts. So, there may be times, especially in multiple bid scenarios, where you may not be aware of the partner(s) bidding on an opportunity until we receive a PO.
If a reseller requests a quote from a distributor via the aliases above, any non-PubSec distributors will contact partnerorderops@gitlab.com to request an official quote. Partner Order Ops will generate and provide the quote to distribution upon request as long as the request aligns to standard programmatic discounts. To further clarify internal rules of engagement, Partner Order Ops:
If you are working with a partner and need a distributor quote sent, please either:
The process to request the legal team’s involvement in partner contracts can be found on the legal team’s handbook page. Please note that the process for getting partner contracts signed is different from the process for any other legal request.
Partner Sourced Deal Reg = True
and no opportunity exists, then Initial Source = CQL
> SQS = Channel Generated
Initial Source = CQL
then
SQS = Channel Generated
Initial Source = CQL
.Initial Source = Channel Qualified Lead
or Sales Qualified Source = Channel Generated
, then the deal is Partner Sourced.
*Please visit the Marketing Handbook Page for Intial Source definition and context.Partner Co-Sell (Resale) | Partner Sourced Deal Registration: Resale | MSP | Referral
In order to transact with GitLab, a partner must both be authorized by GitLab, and have completed at least one sales training.
All Channel deals are considered Partner Co-Sell opportunities unless there is an approved Partner Sourced Deal Registration or the Opportunities Sales Qualified Source = Channel Generated. These opportunities are not sourced solely by a partner, but highlight the relationship between GitLab and partners in the selling process. Partner Co-Sell deals do not require the partner to submit a deal registration, and should be processed according to standard Partner Co-Sell discounts as identified in the GitLab Partner Program.
The Partner Sourced Deal Registration process is the same for commercial and US Pubsec business. The instructions below apply only to US Public Sector CoSell opportunities.
All submissions will be recorded and tracked for audit purposes. The chosen preferred partner should match the Resale Partner on the quote with the Partner Co-Sell discount.
Any other partner receiving a quote for the same opportunity will be provided MSRP.
Further enablement for GitLab Team Members is available. For further information, contact the #channel-programs-ops slack channel.
###Guidelines for approving US Public Sector Co-Sell Partner Submissions
The following are explicit guidelines for approved US Public Sector Partners to receive preferred pricing on Gitlab-sourced opportunities.
Partner Requirements:
There are three types of Partner Sourced Deal Registrations within the GitLab Partner Program. For step-by-step instructions on how to process each of these opportunities, see the specific sections: Resale, MSP, and Referral .
The Partner Sourced Deal Registration program not only rewards partners for bringing net-new business to GitLab, but also rewards partners for selling their own services into the customer account.
Channel Managers are responsible for reviewing Partner Sourced Deal Registrations and must either approve, deny, or return the registration for additional information. It is recommended that the Channel Manager communicate with the applicable GitLab Sales Team Member during this process.
The SLA for GitLab to respond to partners on a Partner Sourced Deal Registration is two business days. There must be contact with the registering partner within two business days, whether it be approval, denial, or a request for more information.
While multiple partners can submit a deal registration for an opportunity, only one Partner Sourced Deal Registration can be approved for a specific opportunity. As a reminder, Partner Sourced Deal Registrations are opportunity-based and partners cannot register an account.
To view individual processing steps for each type of Partner Sourced Deal Registration Opportunity, click the appropriate type of deal: Partner Sourced Deal Registrations for Resale | MSP | Referral.
Note: The Partner Portal is hosted by Impartner and has SSO enabled with Vartopia, the partner-facing Deal Registration system. GitLab uses a third-party managed services team to help manage administrative processes for Deal Registration..
GitLab has three Deal Registration programs: Partner Sourced Deal Registration for resale opportunities, MSP Deal Registration for partners providing their own managed services, and Referral Deal Registrations for partners who do not transact the business they bring to GitLab.
When a partner submits a Partner Sourced Deal Registration, the Managed Services team will handle the initial submission. Upon record creation, the following occurs:
The Managed Services team will evaluate the registration, link it to the appropriate customer account and contact in SFDC, and then send an email to the applicable Channel Manager to approve/deny the registration.
By default, the Channel Manager is assigned as the Account Owner in the Partner Account in SFDC. GitLab’s Managed Services team will manually reassign the registration to the correct owner in cases where there may be more than one owner due to segment or territory. There is a 4 hour SLA for the Managed Services team once the Deal Registration has been submitted by the Partner.
Once a Channel Manager is assigned a Partner Sourced Deal Registration, they receive an email notification. Channel Managers can also view the registrations in their list view within the SFDC Registration tab. To view the details of the Registration they can either click on the link in the email or the specific record in the Registration view in SFDC.
Partner Sourced Deal Registrations for resale opportunities reward partners for bringing net-new business to GitLab. With an approved Partner Sourced Deal Registration, a partner will receive a deeper discount than Partner Co-Sell opportunities, according to the [GitLab Partner Program(https://handbook/resellers/).
To process a Partner Sourced Deal Registration for a resale opportunity, follow the steps below:
Click “Link/Create Opportunity.”
Opportunity Owner
will need to be updated:
Opportunity Owner
to the SAL/AE who owns the customer account using the Change Opportunity Owner button; or,Opportunity Owner
and customer account be assigned to a SAL/AE.Partner Sourced Deal Registrations for MSP opportunities reward partners for managing products and services for their customers accounts. With an approved Partner Sourced Deal Registration for MSP, a partner will receive a different discount than other resale opportunities, according to the GitLab Partner Program.
A Managed Service Provider (MSP) purchases licenses on behalf of an end user. The MSP will be the owner and manager of the licenses but their customer, the end user, is the one using the licenses. This creates specific needs in GitLab Salesforce opportunities to ensure proper reporting and compensation. Please note that the steps for an MSP opportunity differ from the steps for a resale opportunity.
To process a Partner Sourced Deal Registration for an MSP opportunity, Channel Account Manager should follow the steps below:
Account Name
field to the partner account. This should not be the MSP end-user (i.e., customer) account.Opportunity Owner
will need to be updated:
Opportunity Owner
to the SAL/AE who owns the MSP end-user account using the Change Opportunity Owner button; or,Opportunity Owner
and MSP end-user (i.e., customer) account be assigned to a SAL/AE.The deal registration form is not a quoting tool and will not have all the information needed to create the quote. You must get this information from the partner or elsewhere before requesting the quote.
Partner Sourced Deal Registrations for referral opportunities reward partners for bringing net-new business to GitLab, even if that partner does not transact the deal. With an approved Partner Sourced Deal Registration for a referral, a partner will receive a back-end rebate, processed quarterly, according to the GitLab Partner Program.
To process a Partner Sourced Deal Registration for a referral opportunity, follow the steps:
Opportunity Owner
will need to be updated:
Opportunity Owner
to the SAL/AE who owns the customer account using the Change Opportunity Owner button; or,Opportunity Owner
and customer account be assigned to a SAL/AE.The deal registration form is not a quoting tool and will not have all the information needed to create the quote. You must get this information from the partner or elsewhere before requesting the quote.
GitLab incentivizes partners that sell their own professional services into a customer environment at the time of a GitLab product sale. To be eligible for this back-end rebate, the partner needs to submit a Service Attached Deal Registration that is approved by a GitLab Channel Manager. This is separate from the Partner Sourced Deal Registration for the license sale.
To track the Partner Services, the partner must register the deal on the partner portal.
When a Channel Manager either receives an email alert, or sees a new registration in the Deal Registration Report, the following steps should be taken:
Partnersupport@gitlab.com
.Rebate payouts will be reported and paid after each GitLab quarter close.
For more information on quoting or the Partner Program, please visit:
Channel Approvers for opportunities are based on the Opportunity Owner’s User Region. Whenever an approver changes, an issue must be opened with Sales Systems to replace the old approver with the new. Current channel approvers can be seen in our channel approver matrix.
If an approver will not be able to approve opportunities due to PTO or some other reason, they must assign a delegate in SFDC to approve opportunities on their behalf.
When a partner needs a Letter of Authorization, they must log into the partner portal and request one from the “Letter of Authorization” button along the top of the page. If a partner does not log in to the portal, they will not be able to access this request, ensuring that only authorized partners can access the link.
The partner will be prompted to input basic company information that will auto-fill the letter of authorization. When they click submit, an email will be sent to the Partner Help Desk, who will need to validate that the partner is authorized, and then click the “approve” button in the email.
Upon approval, the letter of authorization will be automatically sent to the legal team who will approve and initial the letter before sending it to GitLab's PAO for signature. Once signed, the letter of authorization will be sent directly to the partner via email. The letter is good for one calendar year from the date on the letter.
Internal Team Members: Chatter @Partner Help Desk in Salesforce or for general questions, post in the Slack channel #channel-programs-ops. Please review Working with Partner Help Desk.
External Communication: Email partnersupport@gitlab.com to include a partner or other external stakeholder for help with partner-related requests. PHD team members monitor the queue and email inbox throughout the day in all time zones.
Partner Help Desk’s primary internal communication channel is the #channel-programs-ops Slack channel. For help with specific partner account records in Salesforce, please chatter @Partner Help Desk. This will automatically create a case in the Partner Help Desk (PHD) queue.
Please do not tag PHD team members directly in chatter or make a request through Slack direct message. Always use @Partner Help Desk for SFDC requests or post in #channel-programs-ops in Slack for general questions.. This ensures our team is working as efficiently as possible for everyone and that you are covered in case the team member who replied first becomes unavailable. If someone is working on a case, they will continue to support until the case is closed. If a matter was resolved, but needs to be revisited, please chatter @Partner Help Desk to reopen a case. To Chatter the PHD team, tag @Partner Help Desk in Chatter on the related opportunity or account page and a short sentence on your request. If the PHD team needs more information or needs to pull in another team, we will follow up directly via Chatter. If you need to involve a partner, please email partnersupport@gitlab.com, instead of an individual PHD team member so any team member can jump in as something moves forward.
Here is a general list of items that can help you decide when to tag @Partner Operations or @Partner Help Desk in Salesforce. Please continue to refer to our respective handbooks for in-depth information before tagging.
Partner Operations Most internal Salesforce (SFDC) and Vartopia system questions and changes, including:
Partner Help Desk Most partner-facing questions and changes to the Impartner (Partner Portal) system, including:
These matrices represent the discounts effective August 15, 2021.
The following price files are provided by Channel Ops in Google Sheet, Excel, and PDF format:
Distributor and Reseller partners can access the Partner Portal for the current GitLab Price File. If you have any issues accessing the Partner Portal, please contact the Partner Help Desk team at partnersupport@gmail.com.
Price Files can be found in this folder.
**Only Channel Managers should be sharing Channel Price Files. **When sharing a Channel Price File with a partner (either a distributor or reseller), please do NOT share the folder or file location. To share a document, please either copy it into your own google drive and update the permissions accordingly when you share a link, or download a copy and email to a partner. No partners should be given access to this folder.
Within the Price List Folder, there are other folders. For the current active price file, always use the one with the most recent date that has not passed yet. The folder name will also say [ACTIVE] at the front of it.
For example: If there are three folders within the Price List Folder. One is dated two months ago, and one is dated for one month in the future. The one dated two months ago says [ACTIVE] in front of the file name.
The file dated two months ago is the one currently in use with our partners. For current questions and quoting purposes, this is the file that should be used.
The file dated one month in the future is the file that should be provided to partners (especially distributors) to set up their systems. It will go into effect on the date in the file name.
If there are any questions, please reach out to the #channel-programs-ops Slack channel.
At the beginning of the second month of every quarter, Channel Operations will create an issue and reach out to product and professional services (PS) departments to collect information on any new changes, additions, or discontinuations of part numbers. It is the responsibility of the product/PS departments to provide any and all information about SKUs that will be active on the first date of the next quarter.
Once the price book is updated, Channel Operations will tag the product and professional services team to check to make sure the information is up-to-date before publishing. The due date for this approval is five (5) business days before the end of the second month of a given quarter.*
The following departments/people will be tagged for gathering this information:
The following departments/people will be tagged for FYI/Additional Input:
After all product approvals are complete, Channel Operations will request approval in the same issue from the following Channel Teams/Individuals:
***For updates to core GitLab products (Ultimate and Premium), exceptions will be made. **Please reach out to the #channel-programs-ops Slack channel for assistance.
Channel Operations will post a message on the slack channel #partner-fyi to share the updated Price Files and call out any major changes.
Updated Price Files will be uploaded to the Partner Portal approximately 30 days before the upcoming fiscal quarter. The following contacts will provide updated Price Files directly to distributors and work with the distributor to ensure any applicable contract vehicles are updated (e.g., Public Sector contracts):
The Channel Operations team maintains an internal SKU/Price Change tracker to keep the channel teams updated on product launches and pricing changes. This is not meant to replace the responsibility of the above departments to communicate any SKU or pricing changes.
The Channel Managers use a tracking system in Salesforce to record their sales and marketing activities. This tracker allows them to extract data for sales analysis and goal setting (QBRs, OKRs, Business Plans, 1:1s). In addition, it enables the creation of activity frameworks to set engagement standards and further develop relationships with GitLab’s partners. This activity tracker is available to all Channel Managers.
The business plans are created in Salesforce and our partners can access the content through the partner portal (view only access)
How to get started:
Note: use the following format for the Business Plan Name field: Partner name, Fiscal year, Business Plan e.g. BoxBoat FY23 Business Plan
Note: if you are creating a Business Plan for a Pubsec partner, please include “Pubsec” after partner name e.g. BoxBoat (Pubsec) FY23 Business Plan
Feedback: You can submit your feedback on the second tab of the Business Plan Sheet
Here is a guide on how to log in and navigate the module.
Below are descritpions of the different columns in the Channel Forecasting module in Clari. You will also find an equivalent Salesforce filter provided.
Column | Description | SFDC Filters |
---|---|---|
Partner Sourced Plan | Your Partner Sourced target | |
Partner Sourced Net Won | Closed Won and Closed Lost Renewal opps (Churn included) | Deal Path = Channel AND Sales Qualified Source = Channel Generated AND (Stage = Closed Won OR (Stage = 8-Closed Lost AND Type = Renewal )) |
Partner Sourced Actual Churn | Closed Lost Renewals opps | Deal Path = Channel AND Sales Qualified Source = Channel Generated AND Forecast Category <> Decommission, Decommissioned AND ((Stage = 8-Closed Lost AND Type = Renewal ) OR (Stage = Closed Won AND Net ARR < 0 )) |
Partner Sourced Net Commit | Rep’s call, based on Commit SFDC Opps | Deal Path = Channel AND Sales Qualified Source = Channel Generated AND (Forecast Category = Commit, Closed OR (Stage = 8-Closed Lost AND Type = Renewal )) |
Partner Sourced Net 50/50 | Rep’s call, based on 50/50 SFDC Opps | Deal Path = Channel AND Sales Qualified Source = Channel Generated AND ((Stamped Opp Owner User Segment = Mid-Market,SMB AND Forecast Category = Commit, Best Case, Closed ) OR (Stamped Opp Owner User Segment = Large, PubSec AND Net 50/50 = TRUE ) OR (Stage = 8-Closed Lost AND Type = Renewal )) |
Partner Sourced Net Best Case | Rep’s call, based on Best Case SFDC Opps | Deal Path = Channel AND Sales Qualified Source = Channel Generated AND (Forecast Category = Commit, Best Case, Closed OR ((Stage = 8-Closed Lost ) AND (Type = Renewal )) |
Partner Sourced Forecasted Churn | Rep’s call, based on SFDC Renewal Forecast Health | Deal Path = Channel AND Sales Qualified Source = Channel Generated AND Type = Renewal AND Forecast Category <> Decommission, Decommissioned AND Renewal Forecast Category = Red |
Partner Sourced Pipeline | Open Partner Sourced Opps | Deal Path = Channel AND Sales Qualified Source = Channel Generated AND Stage <> 0-Pending Acceptance, Closed Won, 8-Closed Lost, 9-Unqualified, 10-Duplicate |
Partner Sourced New Logo Plan | Your Partner Sourced New Logo target count | |
Partner Sourced New Logo Net Won | Closed Won New Logo opp count | Deal Path = Channel AND Sales Qualified Source = Channel Generated AND Order Type = 1. New - First Order AND (Stage = Closed Won OR (Stage = 8-Closed Lost AND Type = Renewal )) |
Partner Sourced New Logo Forecast | Rep’s call, based on Sourced New Logo | Deal Path = Channel AND Sales Qualified Source = Channel Generated AND Order Type = 1. New - First Order AND Stage <> 0-Pending Acceptance, Closed Won, 8-Closed Lost, 9-Unqualified, 10-Duplicate |
Partner Sourced New Logo Net ARR Forecast | forecasted Net ARR of Sourced New Logo Opps to close in Q | Deal Path = Channel AND Sales Qualified Source = Channel Generated AND Order Type = 1. New - First Order AND Stage <> 0-Pending Acceptance, Closed Won, 8-Closed Lost, 9-Unqualified, 10-Duplicate |
Please visit the Alliances Handbook for an overview of the GitLab Alliance Team. If you are a GitLab employee, the Private Alliance Handbook is another available resource. The Alliances Salesforce Dashboard is also available. For any questions regarding our Alliance partners, please reach out to the #alliances Slack channel. If your inquiry is deal-specific, please use one of these Slack channels: #a_gcp_deal_registration, #a_aws_deal_registration, #a_ibm_deal_registration.
Use Case 1: Partner Co-Sell (Marketplace transaction with no source credit)
If a deal is being transacted through GCP Marketplace or AWS Marketplace, then the following fields need to be filled out on the opportunity:
Use Case 2: Partner Sourced Deal Registration (No Marketplace transaction)
If GCP or AWS brought us a lead/referred GitLab a deal, but will not be transacting on Marketplace, then the following fields should be filled out on the opportunity:
Use Case 3: Partner Sourced Deal Registration (Marketplace transaction)
If GCP or AWS brought us a lead/referred GitLab a deal, and will be transacting on Marketplace, then the following fields should be filled out on the opportunity:
Use Case 4: Partner Influence (No Marketplace transaction and no source credit)
If GCP or AWS support a deal and help drive the customer to buy GitLab, but were not the original source of the opportunity nor are they transacting the deal, then the following field should be filled out on the Opportunity:
Deals booked through the Amazon and Google markeplaces use the fee schedules as shown in the Deal Approval Matrix.
Required fields when requesting Google Cloud Credits on an Opportunity
The executed compensation letter should be the approved and legal source of truth for compensation. However please use the following resources to assist in clarification or exceptions.
FY23 Channel & Alliance Comp & Splits Matrix
FY23 Channel & Alliance Comp FAQ
FY23 Channel & Alliance Comp Exception Process
Comp Neutrality applies to all GitLab Opportunities where a Partner is involved in the physical transaction (takes paper) and a Partner Program discount is applied on the executed Partner Order Form. The maximum Comp Neutral payout is based on the applicable GitLab Partner Program discount matrix. If additional discount is needed in order to close the deal, that portion is not eligible for Comp Neutrality. In the event a lesser discount is applied on the deal then what the Partner Program allocates, then the lesser discount will also be what is calculated for Comp Neutrality. Other factors:
If the Opportunity is going through a 2-Tier Channel (Distributor + Reseller), both Partner Accounts must be included on the Opportunity in the Partner Information section in order for both Program discounts to apply AND for Comp Neutral to calculate on both. Reseller should be in the Partner field and the applicable Distributor in the Distributor field on the Opportunity.
For deals going through GCP and AWS, the Partner fields should still be filled out on the Opportunity but comp neutral will not calculate until the deal closes as partner discounts are done after the quote/order form is generated. Deal Desk will assist with this process.