Design Con 2015

Busting Common Channel Incentive Management Myths, Part 2

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Michael Kerman
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Re: Re : Busting Common Channel Incentive Management Myths, Part 2
Michael Kerman   5/27/2014 9:21:37 PM
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Hailey,

The hope is that Finance and Sales executives will start transforming their channel strategies... not too cut costs, but rather to optimize the mix of contracts, incentives, products and partners.  At Revitas, we believe that channel-driven organizations can achieve a sustainable advantage by integrating contract and incentive management, combined with powerful pricing analytics solutions.  This drives revenue, partner profitability and satisfaction while also protecting the bottom line.  

Michael Kerman
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Re: Re : Busting Common Channel Incentive Management Myths, Part 2
Michael Kerman   5/27/2014 9:21:37 PM
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Hailey,

The hope is that Finance and Sales executives will start transforming their channel strategies... not too cut costs, but rather to optimize the mix of contracts, incentives, products and partners.  At Revitas, we believe that channel-driven organizations can achieve a sustainable advantage by integrating contract and incentive management, combined with powerful pricing analytics solutions.  This drives revenue, partner profitability and satisfaction while also protecting the bottom line.  

Hailey Lynne McKeefry
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Re: Re : Busting Common Channel Incentive Management Myths, Part 2
Hailey Lynne McKeefry   5/27/2014 8:10:39 PM
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@Michael, that is sad but true...This closing the barn door after the horse excapes. Hopefully, our discussions here will help shift the conversation before the terrible catastrophe occurs.

Michael Kerman
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Re: Re : Busting Common Channel Incentive Management Myths, Part 2
Michael Kerman   5/27/2014 11:52:31 AM
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Anandvy,


Your examples of where ERP systems struggle are extremely important but often overlooked or unanticipated.  Many companies believe that their ERP systems can handle all forms of revenue, incentive and contract management just as they handle Accounts Receivable and Payable.  As you've noted, this is frequently not the case.

It often takes some major fiasco in terms of missed contract milestones, payment errors, drop in partner satisfaction or revenue/earnings miss to make the problem evident.

 

 

anandvy
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Re: Revenue leakage
anandvy   5/26/2014 12:00:39 PM
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@SP: Nice idea, but cutting operational costs would have to mean replacement of either employees, or existing technologies in office areas. For example, if records are handled digitally, then the carbon footprint in the office reduces, as there is less paperwork. This reduction also increases the revenue. 

anandvy
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Re : Busting Common Channel Incentive Management Myths, Part 2
anandvy   5/26/2014 11:57:46 AM
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Thank you for the article Michael. ERP systems cannot function properly in many revenue management fields, for example, off shoring contracts to the parent company is not handled well, because revenue systems change, and the HR directly has to get involved in managing the revenue systems with the ERP based on the people in the market, and the cost to company involved. Moreover, ERP cannot negate insurance frauds until they have already handed out the contracts and do not get response from the receiving party.

SP
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Revenue leakage
SP   5/22/2014 1:41:08 PM
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Companies ttry many options whether its a big ERP system or simple excel sheets but there is always revenue leakages and its very difficult to control. And then the only option is cost cutting in daily operations of the organization.



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