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AIRSTRIDE CAPTURE

Margin optimisation for resellers and MSPs

You earn a margin on every sale. When a deal is registered with the vendor it can also qualify for extra margin, rebate and other incentives. That only happens if someone registers it and follows it through. Capture makes sure they do, on every deal.

Work out what you missedSee how it works
capture.airstride.ai
Capture overviewQuarter to date
Registration rate31%of qualifying deals registered
Missed incentive€1.42Mqualified, never registered
Registration rate by vendorMissed
Vendor A64%€380K
Vendor B41%€291K
Vendor C28%€244K
Vendor D19%€187K
Vendor E11%€166K
1 short

Deal #48211 is one licence below the threshold. Adding one qualifies it.

The problem

Most resellers cannot tell you their registration rate

Ask how many qualifying deals were registered with the vendor last quarter and the honest answer is a guess. These are the problems resellers raise on first calls.

Visibility

“We don't know what we're missing”

  • The registration rate is a gut feel. Nobody can say if it is 95% or 40%.
  • Reporting on a vendor depends on the one person who manages it. When they are away, so is the number.
  • Rebate reports are built by hand from portals and statements.
  • Incentive on deals that were never registered appears nowhere, so nobody asks about it.
Deal protection

“Another partner got in ahead of us”

  • A missed registration only surfaces when another partner appears. Then it is a fight to get it back or a sale made at a loss.
  • Registrations expire or lapse if the deal does not move in time.
  • New business mostly gets registered. Upsell at the point of renewal often does not.
  • On modular platforms an add-on for an existing customer can be registered by someone else.
Programme changes

“The programme changed and nobody told sales”

  • Rules move through the year. A scheme that paid on any upsell last year pays only on new customers this year.
  • Changes reach sellers only if the vendor's channel manager explains them well.
  • Promotions and spiffs start and finish unseen.
  • Nobody can easily say whether a vendor is still as profitable to sell.
Reconciliation

“The vendor statement is one number”

  • A registration is not a payment. Many programmes need a claim inside a set window.
  • The payment arrives as a total that nobody can tie back to deals.
  • Disputes with vendors over what was paid are common and hard to evidence.
  • Finance books what arrived with no view of what the rules said should have.

Nobody is careless. The process cannot keep up.

People

It depends on who picks the deal up

Reps, product specialists and sales support each register some deals. Results vary with one person's knowledge of one portal.

Incentive

Small deals get skipped

An extra point or two on a small deal makes no difference to the seller's target. Across thousands of orders it is a large number.

Admin

Every vendor has its own portal

Different logins, forms and rules for each one. It is tedious, so it slips. It gets worse as the business grows.

How it works

Four stages on every deal, without anyone retyping it

It sits between the CRM a reseller sells through and the vendor and distributor portals it registers in. Nothing changes about how the team sells. Same deals, same customers, more margin.

Stage 1

Detect

Every new opportunity and order is read from the CRM and tested against that vendor's programme rules as they stand that day. If a deal is one licence short of a threshold, the seller hears while the quote can still change.

OutputA verdict on every deal, with the rule that decided it

Stage 2

Register

Qualifying deals are submitted to the vendor's portal, or to the distributor where that is the route, using the detail already in the CRM. If something is missing the owner gets one question in Slack, Teams or email.

OutputA registration with the vendor's reference, written back to the CRM

Stage 3

Follow through

Acceptances and rejections are tracked. The owner is warned before a registration lapses. Claims are filed inside the vendor's window. Renewals and upsells are checked for protection ahead of the date.

OutputNothing lapses unnoticed, and every claim is filed in time

Stage 4

Reconcile

When the vendor pays, the statement is matched to every registration and claim. Each gap gets a reason and an evidence pack to send to the vendor: the deal, why it qualified and the rate in force when it closed.

OutputExpected against received, per vendor, programme and deal

Beyond registration

Know what to buy, and when

Tiers, thresholds and certifications decide what every deal pays. Capture tells you what moves them while there is still time.

  • Vendor A9 days left
    Buy to unlock

    Add £2,000 of services this quarter to lift the Vendor A rebate by £12,000.

  • Vendor B
    Target hit

    Networking baseline reached. New purchases now earn the higher rate, so bring orders forward before quarter end.

  • Vendor C22 days left
    Certification at risk

    Two engineers' badges lapse next month. Gold tier needs three certified people.

  • Tier and threshold attainmentWhere you stand against each vendor's tier and rebate thresholds, and how far the next one is.
  • Purchase-timing simulationWhat buying now, or before quarter end, does to the rebate across the whole vendor programme.
  • MDF deadlinesFunds that must be claimed or spent by a date, flagged while there is time to use them.
  • Certification expiryPartner certifications that hold a tier or a discount in place, tracked ahead of renewal.
  • Per-person badge riskWhich individual's lapsing badge or exam would drop a certification, and by when.
Calculator

What did you miss last year?

Enter a year of deals and your best guess at your registration rate. You see what you made, what you missed and what every qualifying deal registered would have added.

Vendor product and licence deals of all sizes.

70%
60%

The share of qualifying deals that get registered today. A best guess is fine.

2%

As a share of deal value.

10%

Used for the extra sales figure only.

Missed in a year£67,200Incentive on deals that qualified and were never registered.
Made at today’s rate
£100,800
With every qualifying deal registered
£168,000
Missed each month
£5,600
Extra sales needed to earn the same profit
£672,000

An estimate from the figures you entered, not a measured result. What a registered deal pays depends on each vendor’s programme.

Talk to us about your vendorsSee Airstride Capture
Benefits and value

Same deal. Same customer. More profit.

Incentive on a deal you have already sold carries no extra cost of sale, so it goes straight to profit.

CEO

More profit from existing sales

  • Straight to EBITDA with no new customers, price rises or hires
  • No change to how the team sells
  • Which vendors are getting more or less profitable
CFO

Vendor income you can reconcile

  • Expected against received on every statement
  • Accruals based on what each closed deal should pay
  • Evidence for vendor disputes and for audit
Vendor and alliance managers

Every vendor's rules in one place

  • Programme changes with the deals each one affects
  • Tier position and how far the next tier is
  • Certifications and badges tracked before they expire
Sales ops and RevOps

Registration without the reminders

  • Reads the CRM and maps it to each vendor's form
  • One controlled account per portal, no shared passwords
  • Status, reference and expiry written back to the opportunity
Airstride Capture

Same deals. Same customers. More margin.

See what a year of full registration would have added, or book a walkthrough of Capture with one of the team.

Work out what you missedBook a Demo