Rebate Revenue Management for Distributors and Resellers

The application provides real-time visibility of rebates for sales, procurement and rebate reconciliation

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San Francisco, Calif.Feb. 20,, a cloud enterprise resource planning (ERP) provider on the Salesforce1 Platform, announced the availability of Rebate Revenue Management in FinancialForce Supply Chain Management (SCM), an application that manages the entire supply chain process from quote to fulfillment and procurement to inventory, in a single closed-loop process.

Manufacturer rebates are a key revenue stream and profit source for distributors and resellers because profit margins are so tight. The ability to effectively manage rebates can determine the difference between making and losing money. Despite the criticality of rebate processing, most manufacturers deliver critical rebate program information to distributors and resellers via emails or snail mail, and too often, those in channel sales track these rebate details manually using a spreadsheet.

As a result of this tedious process, rebate information is often underutilized in sales and procurement, leading to unclaimed rebates and lost margin. Without an automated way to manage rebates, the reconciliation process also becomes very inefficient and inaccurate, making it difficult to substantiate rebate claims against manufacturer rebate reports.

Rebate Revenue Management solves this business problem by proactively notifying sales online of available rebates at the quote level, as well as tracking available rebate programs from manufacturers and capturing rebate revenue for more accurate forecasting. Additionally, the new capability flows seamlessly across procure-to-pay processes, allowing visibility of current rebate levels, and enabling distributors and resellers to make procurement decisions at levels to trigger rebates.

"Distributors and resellers today are, at best, estimating revenue from rebates. It is a long-known issue in the channel as existing rebate management solutions only tackle the problem from the manufacturer's perspective," said Mike Flanagan, general manager of SCM applications at "By adding Rebate Revenue Management to FinancialForce SCM, we are allowing distributors and resellers to reclaim lost revenue by enabling real-time visibility of rebates for sales, procurement and the reconciliation process."

FinancialForce SCM, a module in FinancialForce ERP, features an integrated configure, price and quote (CPQ) tool that supports both recurring and non-recurring revenue models, and uniquely enables the analysis of procurement, sales and margin history down to the serial number level.

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