For many organizations, some of the biggest margin leaks aren’t happening at list price. They’re hiding in the
“last mile” of rebates and incentives. Companies may invest heavily in pricing management and optimization
while paying far less attention to how rebates and incentives are designed, executed, and managed. The result
can be blind spots that erode pocket margin and agreements that give away more value than intended.
In this session, Paul Sansom explores where complexity and risk enter rebate and incentive programs and wh
greater visibility, disciplined design, and automation are becoming increasingly important. He also looks at
how organizations can bring rebate management into the broader pricing strategy so incentives support the
outcomes they were designed to achieve.
Watch to learn how to:
- Identify Margin Leakage: Recognize where rebate and incentive programs may be eroding true
pocket margin or unintentionally giving away value.
- Align Incentives with Value: Design and manage rebate programs with greater discipline so incentives
support business objectives and profitability.
- Build Better Rebate Management: Understand the systems, governance, visibility, and automation
needed to manage rebate programs more effectively and ensure they drive performance.
