Best Practice Report

Managing Partner Discounts and Margins: Tools and Systems

January 1st, 2018

Summary

Suppliers can leverage multiple pre- and post-sales processes to manage their channel discount models. Early engagement on sales readiness, opportunity identification, and accurate product configuration and pricing can optimize margins. A channel discount structure requires ongoing guidance and visibility. Implement operational workflows to monitor pricing and ensure compliance. In this report, we focus on how to manage the channel discount structure with processes and tools that are used both before and after partner transactions.

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