Today, Salesforce has announced their Rebate Management solution. This new product will allow companies selling through distributor channels to automate and leverage AI-driven insights for their rebate programs, all built on the Salesforce Customer 360 platform.
Typically, rebate programs are often stuck inside back-office ERP systems or tracked on spreadsheets. This can create a big disconnect between the finance team, and sales people speaking to customers who want an update on the progress towards a rebate.
What is a Rebate Program?
Rebate programs are a retrospective payment, used as an incentive to drive sales growth, without reducing the quoted price by discounting. The payment is provided from the seller to the buyer after the buyer has purchased a certain quantity or a total value of certain goods.
For example in the screenshot below, you can see that a customer has purchased $60k of qualifying items, which qualifies for a 10% refund/rebate. But they are currently only $5k away from achieving a 15% refund. This is a powerful tool for sales teams to use, to close deals that are mutually profitable for the seller and the buyer.
Salesforce Rebate Management
Salesforce Rebate Management is built on the Customer 360 platform, and integrates into any Salesforce product out of the box. This means sales and finance can work together to easily track customer, and partner sales in real-time.
As Salesforce Rebate Management is built on the platform we all know and love, updates are just a click away, and Sales Teams can be automatically notified if a customer has surpassed, or is nearing another Rebate milestone.
Let’s have a look at some of the main areas of the new Rebate Management Product…
Create Rebate Programs
Rebate Programs can be created in Salesforce as you would any other record.
These programs can include various incentive rules that define how the rebate happens. This can include different pay out calculations based on growth, amount/unit, or any custom definition you wish to input.
Eligibility can also be defined, to ensure only partners that meet a specific criteria are entered into the program being created.
Different tiers can also be created per reward program, setting up different rebate points depending on the range defined (As shown in the screenshot above).
Experience Cloud Templates
If you are using Experience Cloud in order to sell through channel partners, out-of-the-box templates can be used with Rebate Management.
This will clearly show your partners, in the exact same way it shows your sales reps, the rebate attainment of their customers.
Model & Analyze
As is to be expected with Salesforce products, full reporting is available to track all your rebate programs. Companies can track payouts against overall revenue and see how a program is working in various regional markets.
This allows companies to easily tweak program refunds, including adding or removing available refunds or by customizing offers to specific markets, so that the program remains attractive to channel partners while also driving profitability.
In addition, Rebate Management allows you to model and analyze rebate programs to measure the impact it has on the business’ profitability
For a lot of industries, Rebate programs are a critical source of revenue for businesses. With the recent announcement of Loyalty Management, Salesforce is enabling businesses of all types to reimagine their channel partner and customer incentive programs. This can now include monetary payments, and points-based rewards, and redemptions.