ALL SALES INCENTIVES — ONE PLATFORM

When it comes to motivating salespeople, cash is king. So, when you need to give your brand an extra push and create meaningful change in any sales activity, a SPIFF is the way to go. SPIFFs are cash sales incentives, and when effectively aligned with critical actions in the channel, can accelerate the results you need.

[-] Challenge

SPIFFs are short-term payments targeted at individual sales reps encouraging them to push a specific product, bundle or service. They are not only a powerful tool to motivate and excite salespeople, but they’re great at getting them out of their comfort zone. So what’s the catch? SPIFFs are only successful if they’re managed effectively. Rewards require an instant payout, details need to be marketed and paperwork needs to be eliminated.

[+] Solution

360insights has deep sales channel experience executing winning SPIFF programs. Our SPIFF Solution on the Channel Success Platform™ allows you to incent many different behaviors to reach your business goals. We provide rapid processing, compliance management and fast payouts – all with little administrative burden. We help brands understand the lift created from leveraging SPIFFs.

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As the critical final stage in the buyer’s journey, consumer rebate programs play an essential role in engaging customers and building brand relationships when it matters most – the point of purchase. Consumer rebates can build positive engagement and create loyalty if executed flawlessly. If not, they can quickly cause buyer’s remorse. What are they doing for your customer relationships?

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Consumer rebates can either push a consumer to your brand or leave a bad taste in their mouth. Tedious paperwork combined with delayed gratification can create distance between brands and the consumer at the most critical point in the buying journey – killing any chance of creating an exceptional customer experience.

[+] Solution

We think that the rebates process is a unique opportunity to engage with the consumer, identify preferences and make their experiences better. Our Consumer Rebate Solution on the Channel Success Platform™ handles processing for brands, freeing them up to focus on building deeper consumer relationships. Plus, payments are faster, more reliable and more accessible than ever, ensuring this important touchpoint is a positive experience for consumers. We can help you unlock the full potential of consumer rebate programs that builds customers for life.  

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Market development funds (MDF) are a perfect opportunity to collaborate with your channel to stimulate market demand and build your sales funnel. The difference between MDF and Co-Op is simply in the way the funds are allocated, but when effectively used, both can create lasting impact on channel relationships and the bottom line.

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Brands need to take back control of their MDF & Co-Op programs. What works in one territory for one reseller won’t necessarily fit the next – creating friction. Working with resellers collaboratively, while being strategic and selective with how those funds are used, will create exceptional ROI.

[+] Solution

The Channel Success Platform™ offers a new approach to MDF & Co-Op funds management; enabling sales and marketing professionals greater flexibility to work with their channels and adapt programs to their changing needs, while maintaining tight controls and maintaining brand compliance.

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Volume incentive rebates (VIR) are a strategic lever that can get “lifestyle resellers” to push beyond their success plateau to the next level of achievement. VIR grows revenue and influences product mix without creating entitlements or compromising price integrity.

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When salespeople get too comfortable and achieve a personal level of success, it’s hard to get them to do more – unless you’re dangling the right carrot. That carrot is VIR. This tool, when used properly, pushes salespeople to go the extra mile and work harder to achieve that next level of success for themselves and the company.

[+] Solution

Our proven Volume Incentive Rebate Solution on Channel Success Platform™ allows businesses to achieve a new level of revenue. By giving them unmatched visibility into their VIR programs, brands are able to better influence channel behavior, identify paths to more profitability and drive higher volumes.

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Instant Rebates are a stellar strategy when testing a new pricing strategy, pushing inventory, running a promotion or launching a new product.

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A modern instant rebate program should make the process as smooth and intuitive as possible for resellers and distributors. As they are already financing the rebates, the process to claim submission should be as automated and transparent as possible.

[+] Solution

At 360insights, we have worked with over 100 brands to deliver best practices for implementing instant rebate programs. Working in partnership with brands and leveraging our Channel Success Platform™, we can help you execute a winning instant rebate program that eliminates friction and provides a seamless experience at each touchpoint.

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Sell-through allowances are short-term sales incentives designed to protect a retailers’ and/or distributors’ margins when list price discounting becomes necessary. They are essentially subsidies from brands to resellers to compensate for discounts made at the point of sale to stay price competitive.

[-] Challenge

Unfortunately, sell-through allowances often create friction in your sales channel. Claims are difficult to track, payouts are often slow, auditing is laborious, and there’s limited visibility into the actual effectiveness of the programs.

[+] Solution

The 360insights’ Sell-Through Allowance Solution on the Channel Success Platform™ offers unmatched market visibility into where price pressures exist and then fine-tunes the entire process. Our process ensures continuous cash flow, creates pricing visibility, and keeps the channel happy.

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