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Optimize Rebate Strategies to Accelerate Revenue
The document outlines strategies for optimizing rebate management to enhance revenue, emphasizing the importance of collecting and organizing rebates, discounts, and incentives. It advocates for a cross-functional approach in developing a comprehensive rebate strategy, promoting effective communication focused on a business-to-human (B2H) mindset. Attendees are expected to enhance their operational capabilities using tools like Apttus for better performance tracking and analytics.
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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.
- 5. As a Resultof 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 ina Business-to-Human Fashion Sales Ops
- 8. Synaptics – Advancingthe 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 – Leadby 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 & ArticulateRebates & 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 toCreate Customer Heroes Action – Communicate the Comprehensive Data
- 13. Action – LetYour Customer Communicate ROI Internally
- 14. As a resultof 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.
Editor's Notes
- #10 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
- #11 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)
- #12 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
- #13 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
- #14 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