Rebate management versus ship and debit and price protection
Key Takeaway
Map each partner payment requirement by what triggers the payment. A target met points to Rebate Management. A discount given to win a competitive deal points to Ship and Debit Process Management. Protection from price fluctuations points to price protection.
Agentforce Manufacturing gives manufacturers more than one way to pay channel partners, and each way fits a different business need. Rebate Management rewards partners for hitting agreed targets. Ship and Debit Process Management pays partners back after they cut prices to win competitive deals. Price protection shields partners from price fluctuations. During design, the consultant reads each requirement from the discovery phase and maps it to the capability that matches.
Rebate Management
Rebate Management is proactive. The manufacturer sets a target up front and rewards partners when they meet it, so the program drives specific purchasing behaviors.
Use Rebate Management for these tasks:
- Create rebate programs.
- Design incentives and sales targets.
- Manage rebate claims and transactions.
For each rebate type, you can set up benefit tiers, additional benefit criteria, and complex eligibility rules. A rebate program can use these rebate types:
- Volume-Based: rewards reaching specific sales volumes.
- Revenue-Based: rewards reaching specific revenue targets.
- Growth-Based: rewards annual growth in revenue or volume of sales.
- Flat Rebates: pays a flat rebate for reaching specific thresholds.
Volume-Based and Growth-Based rebates are easy to confuse. Volume-Based rewards reaching a specific sales volume. Growth-Based rewards annual growth in revenue or volume.
Rebate programs process transactions and payouts in fixed periods.
A pump manufacturer wants distributors to sell more of a new pump line. It sets up a rebate program with a Volume-Based rebate type. Distributors that sell 500 units in a quarter earn a rebate, and a higher benefit tier starts at 1,000 units. Northline Supply sells 1,100 units that quarter. When the fixed period ends, the program processes Northline's transactions and pays the higher-tier rebate.