Rebates & Incentives
Know what each program pays, what it buys, and how to restructure tiers so the money goes to growth and not to the baseline.
Metrics to watch
All metrics →- Margin Leakage & Cost Recovery
Rebates paid
Rebates paid as a share of revenue, against accrual, by program.
Act whenA consistent rise over a quarter, or paid above accrued
- Contracts, Rebates & Incentives
Rebate accrual variance
Paid against accrued by program at period close, and the tiers that were hit late.
Act whenPaid above accrued by x% at close
- Contracts, Rebates & Incentives
Rebate program ROI
Incremental margin from growth against payout, by program and account.
Act whenBelow 1.0 on any program at quarter close
- Revenue & Margin Performance
Customer wallet share
Your share of an account’s spend in the categories you sell, where it is known.
Act whenA shift of x points either way
Templates to start with
All templates →- Commercial Data & Context
Rebate accrual model
Accruals by program, tier and period, retroactive or incremental, reconciled to what was paid.
- Analysis & Diagnostics
Rebate program effectiveness
Growth against accrual by program and account: who grew for the rebate, who was paid for volume they would have shipped anyway.
- Planning & Scenarios
Rebate program redesign
Retroactive to incremental, tier restructuring and the accrual shift, tested on last year’s volume before it goes to customers.
- Optimization
Rebate tier optimization
Tier thresholds and rates that pay for growth and stop paying for the baseline, within the program budget.
- Predictive Models
Customer growth responsiveness
Which accounts grow for an incentive and which are paid for growth they would have delivered, from program history.
- Optimization
Promotion depth and timing
How deep and how long a temporary price reduction should run to move the volume it is meant to, without paying for the volume that would come anyway.
Relevant solutions
The solution page explains the buyer problem and Revomo’s approach; this collection is the concrete set of artifacts around it.
Industries
See Rebates & Incentives in Revomo.
We will walk through the metrics and templates in this collection on representative data, or on a slice of your own.