Gartner Research

Differentiating Attributes of Customer Rebate Programs

Published: 23 November 2016

ID: G00314793

Analyst(s): Christine Tenneson

Summary

Global value-added resellers have selectively offered customer rebate programs to top-tier enterprise clients; midsize/large enterprises are now asking suppliers for similar rebates. Technology product management leaders at VARs must evaluate their strategy to address this demand.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Determine the Specific Conditions Where You Must Offer Customer Rebates or If Customer Rebates Are Unavoidable to Participate in an RFP
  • Create and Maintain Assurances That Your Customer Rebate Program Is Competitive Versus Other VARs/Providers
    • Aggregate Product Spend Rebates
    • OEM/ISV-Specific Product Spend Rebates
    • IT Services Rebates
  • Standardize a Formal Response to Articulate to End Users Why You Are Not Offering a Customer Rebate Program, Especially When Specifically Requested in a Formal RFP Process

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