Boost Revenues with cCRM

Using Entomo’s integrated cCRM solution, companies can automate and streamline the entire “request-approve-claim-validate-authorize-payment” cycle. Regardless of incentive type, the process can start with the partner requesting or registering for an incentive by using Entomo’s SmartHub^® partner collaboration portal. The request is then auto-routed to the appropriate administrator(s) for approval. Once the approved activity has been performed, claims can be submitted via the partner portal and automatically validated and authorized for payment or credit. If a claim is rejected by the system, authorized sales operations personnel can review the claim details and perform a manual override, with comments and an audit trail.

For all program types, the SmartHub provides the ability to do automated accruals and authorize payments, without the partner having to make an explicit claim.

The SmartHub not only enables accurate and timely claims payments, commission payments and revenue recognition, it also provides sales, finance and marketing teams with pertinent insights for their functional areas, such as program accruals/exposure, program utilization and program ROI. Incentive data and statistics can also be used for objectively measuring partner performance.

With Entomo, companies eliminate the risk of double-dipping and claims overpayment. And, by using utilization metrics and ROI of current and past incentive programs, companies can develop and fine-tune strategies for designing and managing future programs.

• Ship and Debit, Special Pricing Incentives

  Claims for ship and debit, DPA, SPA, SPR, PE, etc. are auto-validated against the cleansed and enriched POS reports and the original special pricing approval. This could include part number, quantity, end customer, validity dates, resale price or other mandated fields. More

• Price Protection, Stock Rotation and Other Inventory Incentives

  All price protection and stock rotation claims are auto-validated against reconciled inventory from the inventory management module. The Entomo solution allows companies to do predictive analyses to calculate the impact of price drops based on current channel inventory. Sales of consignment inventory require similar recalculation and revaluation of inventory prior to invoicing and revenue recognition. More

• Co-op, MDF, SPIFFs, Rebates

  The program administrator(s) can configure multiple global programs in the SmartHub, based on partner type, product type and other criteria. There is no limit to the number of global or partner-specific programs that can be configured. Companies who want to streamline the management of marketing programs typically use the cCRM collaboration portal to have partners submit requests for prior approval, business plans, claims and proofs of performance. All requests for co-op, MDF or registration for SPIFFs are logged and can be auto-routed for approval. Subsequently, submitted claims are auto-validated against existing programs and requirements. More

• Incentive Analytics and Dashboards

  A comprehensive view of all incentive programs and their performance. This includes ROI metrics and usage metrics, program accruals and exposure. Incentive analytics can also be integrated into the channel analytics and dashboards module. More

• Revenue Management

  The Incentive Management module feeds the Revenue Management module to allow calculation of revenues net of these back end rebates. The revenue management module ensures that the correct G/L journal entries are booked for incentives that are expenses (e.g., Co-op Funds) and those that are reductions in revenue (e.g., Ship and Debits). More

If needed, Entomo’s professional services team can help companies design channel incentive programs based on industry best practices and also manage programs on an outsourced basis.