Optimize Rebate Strategies to Accelerate Revenue
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Do you include rebate programs in your quoting, pricing and/or discounting processes? If not, you may be missing an opportunity to maximize your rebate ROI. Rebates are often considered a separate activity owned by marketing or channel sales, but there is power in incorporating them into a more comprehensive strategy, execution and communication. Attend this session to learn how to develop rebate programs that drive real business results.
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Optimize Rebate Strategies to Accelerate Revenue
- 1. #AccelerateQTC Tamara Lucero & JD Dillon May 4, 2017 Optimize Rebate Strategies to Accelerate Revenue
- 2. OPERATIONAL SALES & MARKETING EXECUTIVE JD Dillon
- 3. SALES OPERATIONS & INSIDE SALES LEADER Tamara Lucero
- 4. A BC
- 5. As a Result of This Session, Attendees Can Expect to: • Collect and organize rebates, discounts, and incentives • Cross-functionally articulate a comprehensive rebate strategy using Apttus • Incorporate the right mindset into rebate communication methods B2H (Business to Human)
- 6. Discounts are Scattered, but Sales Ops Can Rise to the Occasion Payment Terms Early Pay Discount Price Protection Y Bank Rebate Market Development Channel Incentives X Mail-in Rebate VMI Service Shipping Terms Free Expedites Z Sales Ops Price Masking Volume Discount Bundle Rebate P
- 7. Communicate Rebates in a Business-to-Human Fashion Sales Ops
- 8. Synaptics – Advancing the Human Interface Refining the relationship between people and intelligent devices
- 9. Discounts Are Scattered, but Sales Ops Can Rise to the Occasion Action – Exercise Cross-Functional Leadership Legal – Contracts, Payout Sales – Opportunity Capture Pricing – Quote Capabilities Finance – Rev Rec & Accruals Sales Operations
- 10. Action – Lead by Example by Rolling Up Your Sleeves with Apttus Program Setup and Configuration Validation and Classification Approval Workflow Integration Performance Tracking Rebate AnalyticsRebate Accruals
- 11. Organize & Articulate Rebates & Discounts Action – Capture All the Data 0% 1% 2% 3% 4% 5% 6% 7% $0.00 $2.00 $4.00 $6.00 $8.00 $10.00 Q1 Q2 Q3 Q4 QuarterlyReductions Price(s) Price Change (P) Rebates (X) Ops+Fin (Y+Z) Price Pocket Price
- 12. Communicate Rebates to Create Customer Heroes Action – Communicate the Comprehensive Data
- 13. Action – Let Your Customer Communicate ROI Internally
- 14. As a result of this session, attendees can expect to: • Collect and organize rebates, discounts, and incentives • Cross-functionally articulate a comprehensive rebate strategy • Incorporate a B2H mindset into rebate communication methods should be able
- 15. A B C D
Editor's Notes
- Internal Audit – Revenue Recognition most important. Finance - Need proper accruals before first shipment, need to understand age of accrual Legal - a legal agreement detailing how the rebate is calculated, what evidence is needed to pay it out, frequency of pay out, authorized buying channels, payout type: AR reduction or AP payment to customer BU / Pricing Team – Ability to have flexible quoting capabilities, ensure visibility of net pricing and accurate implementation of rebate Sales – System needed to capture Opportunity and get authorized pricing with rebate Sales Operations – works to tie each Org’s concern into a comprehensive Rebate strategy through execution and communication
- Ensure ERP system is capturing accrual at most conservative rate Track the Rebate Accruals to ensure accuracy and understand age Collect appropriate proof of purchase and get approvals for payment requests (BU, Finance) Hold monthly meeting to understand what’s in the pipeline (new rebates w/.no formal agreement) Make strategic decision to release accrual back to revenue if it will not be claimed or under-claimed All of this can be done via spreadsheet (except the ERP system capturing the accrual)
- Customer Heroes - Your Gross Price needs to be good enough to get onto the AVL, this allows your Purchasing contact to claim PPV each Quarter or as needed Apttus’ rebate analytics allows us to measure the success of each rebate program by type of program, channel, region, and customer Apttus allows us to Manage all Quote to Cash activities on one platform Route and capture approvals for pricing including rebate program in SFDC Fill out and route for approval standard Legal agreement directly in SFDC Create a custom RFQ on company letterhead with standard Ts and Cs Understand profitability by Opportunity within each Account Deploy rebates at the Account level or Opportunity level Have visibility of future cost reductions
- Customer Heroes - Your Gross Price needs to be good enough to get onto the AVL, this allows your Purchasing contact to claim PPV each Quarter or as needed Apttus’ rebate analytics allows us to measure the success of each rebate program by type of program, channel, region, and customer Apttus allows us to Manage all Quote to Cash activities on one platform Route and capture approvals for pricing including rebate program in SFDC Fill out and route for approval standard Legal agreement directly in SFDC Create a custom RFQ on company letterhead with standard Ts and Cs Understand profitability by Opportunity within each Account Deploy rebates at the Account level or Opportunity level Have visibility of future cost reductions
- Customer Heroes - Your Gross Price needs to be good enough to get onto the AVL, this allows your Purchasing contact to claim PPV each Quarter or as needed Apttus’ rebate analytics allows us to measure the success of each rebate program by type of program, channel, region, and customer Apttus allows us to Manage all Quote to Cash activities on one platform Route and capture approvals for pricing including rebate program in SFDC Fill out and route for approval standard Legal agreement directly in SFDC Create a custom RFQ on company letterhead with standard Ts and Cs Understand profitability by Opportunity within each Account Deploy rebates at the Account level or Opportunity level Have visibility of future cost reductions