CHANNEL OPERATIONS

Rosu Alexandru
Deal Validation
HIGH LEVEL BUSINESS PROCESS

 The workflow process of DFS:

 1) A particular customer is interested in IT solutions through a partner
 2)The partner refers the customer to DFS and requests LOI
 3) DFS validates transaction and issues LOI to partner if approved
 4) Partner Delivers IT solution
 5) The partner invoices DFS for IT solution
 6) DFS send financial contracts to customer for signature
 7) Customer returns executable documents to DFS
 8) DFS fund partner and includes referral fee
 LOI REQUEST & DEAL VALIDATION

 Once the customer and partner are ready to proceed, a partner will typically
request a Letter of Intent ( LOI ) from DFS. The LOI signals to the seller ( in a manner
that is not legally binding ) that the transaction will soon to be complete. After the
LOI is provided, the partner will typically deliver the IT solution to our mutual
customer which helps drive velocity in the ordering process.
 The Channel Operations team will issue an LOI once a deal meets the following
criteria:

Customer and Partner have approved Credit and Pricing

Customer has confirmer the order ( PO , Quote, Email )
Proper documentation if the customer has already signed a contract before coming to Channel
Operation ( QBS or Embedded terms product
INVOICE FULFILLMENT

 Once the gear has been shipped ( or services rendered ) the partner will issue an invoice to DFS for
payment of the solution. A partner will send invoices to DFS as the equipment ships which means
DFS may be waiting anywhere from hours to days before the has been fulfilled.
 A partner should not invoice DFS until the solution has been delivered. It is important the partner
include the following details on the invoice in order to begin the scheduling process:

 The proper Bill To address for DFS

 The Ship To location of any equipment
 Invoice number/date
 Customer’s Purchase Order Number
 Equipment description and manufacturer name
 Serial numbers
 Quantity and itemized costs
 Ship date
SCHEDULING

 Once DFS has received all the invoices for a particular deal, the Channel
Operations Coordinator will begin the scheduling process. Scheduling involves all
the steps required to generate the financial contract. These steps include the
following:

 Order upload – a spreadsheet which stores all the asset and feature details taken directly from the
partner’s invoices
 Deal calculations – Assessment of pricing, taxes, internal rate of return ( IRR ) and other
miscellaneous fees which are systematically calculated based on the order upload.
 Document generation – The output of data points onto the applicable document templates.
CONTRACTS AUDIT

 Once the Operations coordinator has completed the financial contracts, he or she
will send the deal to “Contracts Audit” for a team member to validate. Financial
documents cannot be sent to the customer until the transaction has passed the
contracts audit step.

 If the financed amount of the deal is a million dollars or greater, Team Leads or a Manager
will be required to complete an additional “ Million Dollar “ review. Million dollar reviews
are only completed once the deal has passed the peer review.

 If the deal passes the peer review ( or if applicable, the million dollar review ) then the
Operations Coordinator will email the financial contract to the customer ( or Sales rep )/
send through Echosign-standard procedure and request signature
BOOKING

 Once the customer has returned the financial contract, the Operations coordinator will
validate for signature accuracy. If the customer is an approved signor and meets all the
“Conditions of Approval” then the deal will be uploaded into the Document Management
System for record retention.

 Finally, the Operations Coordinator will “book” the deal in Rapport which updates
Infolease, the DFS originations system, in real time.

 Through the booking step, a notification and file is automatically generated for the DFS
Vendor Payment team. Every morning, the Vendor Payment team will reconcile and
submit payment to our partners based on the previous day bookings. Partners are
typically funded within 24-48 of the deal being booked.
THANK YOU FOR YOUR ATTENTION!