Building An Effective Channel Discount Model

January 1st, 2018

Summary

A B2B supplier’s channel discount structure requires many points of interlock to build a stable foundation and ensure reliable partner margins. Suppliers must balance numerous factors, including demand type and routes to market, when creating their discount structures. Otherwise, they may give away too much or too little margin, hurting their own profitability or partner profitability. In this report, we describe four steps required to build an effective partner discount model.

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