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Rediscover Rebates, the Hidden Pricing Lever

Discounts. Markups. Customer-specific agreements. Matrix prices. In addition to these popular on-invoice methods to increase revenue and margin, nearly every B2B company has an off-invoice strategy. But just how strategic is it? You may be surprised to learn that rebates, while ubiquitous, are often managed in an ad-hoc fashion, resulting in more headaches than high-fives for pricing teams.

This session, hosted Copperberg, focuses on aligning the on-invoice and off-invoice strategies to drive a coherent sales growth vision that all stakeholders in an organization can pursue collectively. To do so, we must gain a single view into what programs are available to each customer and real-time visibility into how customers are tracking against rebate programs. Only then can pricing teams drive the desired behavior from both sales reps and customers.

  • Participants will learn common missteps and unforeseen roadblocks that torpedo rebate programs.
  • Participants will learn how to align their on-invoice and off-invoice pricing strategies and tactics.
  • Participants will learn how to drive more effective rebate campaigns through actionable insights for sales teams.

 

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