04 March 2021 | Marcin Kapuscinski

Rebate Management Completes Salesforce Quintet

Salesforce presented a component, that is to help manage the discount policy in relation to loyal customers. It’s called Rebate Management and it’s the fifth recently released add-on, the most recognizable one so far being Einstein Automate – a comprehensive workflow automation solution. Rebate Management is to use a configurable data model to automate, scale and manage information based on artificial intelligence.

The pandemic became a catalyst for the tremendous growth of the online shopping market. The volume of online orders increased by 50% in 2020 compared to 2019. On the other hand, only one of five companies in the world has implemented discount marketing based on the analysis of the value of orders, which can be read in the Boston Consulting Group report. Logistics costs are an entry barrier, but the game is worth the candle: 61% of the SMBs that surveyed BCG, reported that more than half of their revenue comes from repeat customers. The “value” of loyal customers is on average worth up to 10 times more than the value of the first purchase.

Rebate Management identifies cross-selling opportunities and displays a view of achievement progress along with account information in the Salesforce Customer Relationship Management platform. It also provides distribution partners with visibility into incentive programs, allowing sales teams to share threshold achievements with partners. Moreover, Rebate Management optimizes and automates incentive programs using analytical tools, allowing companies to model and analyze rebate programs while using recommendations to increase the sale of offers.

Unlike other such solutions, Rebate Management provides a single source of information about the rebate program that is easily accessible, updated in real time and can be viewed by the entire company and trading partners. Organizations also have a holistic view of overall business performance, including closed deals, fixed rate deals, sales contracts, and channel incentives. Rebate Management was created to generate accurate information, enabling the launch of appropriate incentive programs, that can increase revenues thanks to the use of artificial intelligence.

What enables Rebate Management?

  1. Defining rebate programs – how to easily calculate rebate amounts? Just set up rebate programs based on quantity, revenue and growth using automatic payout calculations. You can integrate your Salesforce account with rebate programs.
  2. Gain new insight with Advanced Rebate Processing – You can set up payout criteria based on amount per unit, percentage of revenue, or a fixed amount (flat rate), or add product-based entitlements and threshold levels to your rebates. You can withdraw as you receive the transaction. Transactions can take any form, including orders, invoices, etc. Functionalities also include tracking rebate payouts by date and status, conducting audits and approving payouts.
  3. Increase sales and strengthen partner collaboration through rebates – Rebate Management enables sales teams and partners to stay up-to-date on accruals and payouts from the incentive program through the Manufacturing Experience Cloud, as well as directing appropriate partner behavior through intelligent analysis of rebate program results. Affiliates can submit their trades and view payouts.
  4. Rebate Analytics – allows you to analyze useful information about rebate programs. This will help you achieve your business goals and increase product sales. It is possible to configure the application to obtain ready-made analyzes for custom incentive programs. Built-in dashboards provide immediate visibility into order incentives, contract products, and rebate programs from the Salesforce websites we use on a daily basis. Einstein Discovery is preconfigured to help identify and improve profitability drivers.

Marcin Kapuściński – Transition Technologies MS S.A.