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Channel Incentive Management

Channel Incentive Management

Channel incentive management (CIM) platforms are an important component of a supplier’s channel technology toolkit. They allow more efficient and accurate administration and management of the channel incentive programs that suppliers have come to rely on to drive revenue growth, such as sales performance incentive programs (spiffs), rebates and points-based reward programs. Integrated workflows and shared data with other systems and tools, like point of sale, enterprise resource planning, partner relationship management and sales force automation systems, reinforces the value that suppliers are deriving from CIM platforms, such as claimless processing. While CIM platforms vary in terms of the types and range of incentives they manage, their key functionality includes automated payment calculation that allows for more accurate and timely partner payments, validation engines that eliminate duplicate or ineligible claim submissions and overpayments, and rules-based engines that empower suppliers to tailor programs for each partner and/or product segment (e.g. partner type, specialization, geography). Recognizing the importance of real-time data for both suppliers and their partners, CIM platforms also include flexible reporting to analyze program and partner performance, measure ROI on incentive spend, and track sales by program, as well as dashboards and electronic statements that keep partners informed of their standing against goals. Show less...

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