Definition
Rules of engagement are the written guidelines that decide how a vendor's direct sales team and its partners work together on accounts and deals. They cover who owns which accounts, how registered deals are protected, how credit is shared and how disputes get settled.
Clear rules reduce channel conflict and help partners trust that bringing a deal to the vendor is safe.
Rules only work if the direct sales team follows them too. Many vendors align sales compensation so reps are not punished for working with partners. Leaders also need to enforce the rules when disputes come up.
In practice
A vendor's rules say any partner-registered deal under a certain size stays with the partner, and the direct rep supports but does not quote the customer.