Sales, Pipeline & Deal Economics
What Is Deal Margin?
Deal margin is the profit a partner makes on a single opportunity, expressed as a share of its value - the gap between what the customer pays and what the deal costs the partner to deliver. It reflects pricing, discount, cost and, critically for the channel, the rebates and incentives the deal earns on the back end.
Why it matters to IT channel partners. Front-end margin tells only part of the story. A deal that looks thin on the quote can be healthy once its rebate is counted, and a deal that looks fat can erode if a registration lapses or a target is missed. Partners who fold expected rebate into deal margin price more confidently and pursue the deals that are genuinely profitable.
Related terms
FAQ
For partners it should. A back-end rebate is real profit on the deal, so a margin that ignores it understates how profitable the opportunity actually is.
See deal margin with the rebate included → Explore the pipeline module