Transforming Distributor Scheme Management for Leading Consumer Durables Organization
A distinguished organization renowned for its innovative lighting and electrical products, with an extensive channel partner network, offers a range of solutions to residential as well as commercial properties across the country. With a unique model of rolling out annually over 100 short burst schemes they are leading players in the country
Transforming Distributor Scheme Management for Leading Consumer Durables Organization
A distinguished organization renowned for its innovative lighting and electrical products, with an extensive channel partner network, offers a range of solutions to residential as well as commercial properties across the country. With a unique model of rolling out annually over 100 short burst schemes they are leading players in the country
CHALLENGES FACED
- Scheme Conceptualization & Creation: Inability to create schemes because of limitation within legacy system, inability to utilize historical data, high volume, multiple dimensions like product categories, SKUs, territories, revenue and volume.
- Scheme Governance: Lack of approval processes while creation, communication, update of schemes and unavailability of audit trails for compliance purposes.
- Scheme Communication Delay in communication of upcoming/ongoing schemes to channel partners as well as lack of visibility into scheme performance.
- Scheme Deviation: Lack of ability to udpate scheme metrics in timely manner in lieu of lack of response from markets.
- Scheme Settlement: Delay because of lack of timely availability of performance data, leading to erroneous earnings.
SOLUTION
- Simplified Scheme Creation: Comprehensive parametric controls for swift roll out of schemes. Includes ability to define schemes using multiple qualification criteria, product categories, geographic & sales dimensions
- Enhanced Scheme Governance : Maker-Checker process for error control, audit trails for compliance, workflows to notify as well as control scheme level requisites like closures, cut-offs, data sync freeze timelines etc
- Scheme Communication: Scheme comm. to Channel Partners through email, & WhatsApp
- Scheme Settlement: Manual as well as auto-settlement options, as well as ability to create & push CN / DN back to SAP for error free accounting
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ACHIEVING REMARKABLE RESULTS
- Better GTM: Admins can now conceptualize and roll out new schemes in less than couple days
- Efficient Partner Communication: Visibility into scheme definitions, performance, and earnings for channel partners
- Motivated Performance: Timely & error free settlement of schemes led to CPs to align better with org goals
- Centralized scheme visibility: Visibility of all the current & previous schemes in single place helps creator to make informed decisions.
OUTCOME
- Operations today are executed in less than 50% of what it took before the above changes in data accuracy.
- Optimized architecture helped create and maintain a streamlined flow of information. This resulted in reduction as well as troubleshooting of error root causes.
- Revised reports gave better insights to reps reducing the number of queries raised asking for an explanation of the details of each component.
- Waiting time for analysts has reduced by over two-thirds and they can now evaluate the effect of the changes they made and analyze if the incentive payouts are as expected.
CONCLUSION
Partnering with Incentivate has revolutionized promotional scheme management & operations for the client. There’s drastic reduction in manual intervention and schemes can be defined in a better & efficicent way because of the ability to leverage historical data. Timely settlements have energized the CPs, enhancing sales focus. Integration with data sources eliminates manual uploads, simplifying audits.
