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From Data to Dollars: B2B Rewards Program Strategies That Work


DRIVE SALES AND PROFITABILITY WITH A WELL-STRUCTURED REBATE PROGRAM

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What is a B2B rebate?

B2B rebates can take many forms. Manufacturers typically use rebates as a form of loyalty program to incentivize direct or downstream customer purchase behaviors.





What are the types of B2B rebates?

Rebates offer an opportunity to increase revenue, strengthen customer relationships, and reduce costs. They come in a variety of forms, including:

Volume rebates

Compensate the buyer for reaching or surpassing predetermined purchase volumes.

Stocking Rebates

Reward a distributor or retailer for maintaining a minimum amount of inventory.

Bulk purchase rebates

Compensate a customer for making a specified size purchase.

Promotional rebates

Limited-time rebates on a particular product or category.

Marketing rebates

Rebates to help the distributor or merchant finance a product promotion.

Best practices for an effective rebate program

Increase program engagement with targeted account-based structures and offers

A diagram of a rules engine with a red cylinder in the middle.

Your rebate program structure should recognize that you likely have a range of customer segments with differing value and profitability to your organization. When creating your rebate rules and offers, use your historical sales data to create tailored account-based rules that take advantage of the numerous sales opportunities available to each account. 


It is admittedly more work to set up, track and measure multiple program rules, so few companies currently do this; in fact, 58% of rebate program users want to see better use of data analytics to guide their program use.* 
A diagram of a rules engine with a red cylinder in the middle.

Lift & Shift has developed an industry-leading Offer Rules Engine that allows us to create, track, and report on unlimited rebate rules for our client's varied needs. Using historical sales data to deliver program personalization to customer segments increases program relevancy and engagement and ensures program use and results are optimized, creating more significant ROI on each dollar invested in the program. After all, your program should and can be a highly measurable profit center—but only 35% of companies employing rebate programs see them as having a strategic benefit.*

Increase program participation and results with personalized program status communications

A tablet with an account summary on it.

Customers actively participating in any incentive program will always want to understand their program status. The more clearly they understand the value they are receiving (or can receive) from a program, the more they will be influenced by it. 


At Lift & Shift, our team of program management experts creates and deploys personalized monthly program statements to ensure your customers and your sales team understand:

  • How participants earn rebates
  • What their current rebate accumulation looks like
  • What meaningful program milestones need to be met, and when 
  • Whether they have any special tactical or limited-time offers in play. 

If customers are unaware of program value, they tend to ignore it. 


Your sales team should have equal access to this information via program reporting and use it to help influence purchasing decisions when meeting or speaking with each customer.

Evolve your rebate program as your business needs change

A magnifying glass is looking at a group of people

Be prepared to vary the offer rules as the program evolves or market conditions change. There are always opportunities to improve as you learn about your customer’s buying behaviors and responses to program structure and offers. Quarterly, seasonal, or limited-time offers can be used tactically to dramatically impact customer participation. 

Unlock new opportunities with program reporting

A laptop computer with three bags of money on the screen.

How are you measuring customer success in your rebate program? For the program to be effective, you need to confirm that the customer understands there is an opportunity to achieve or exceed their rebate program goals. With program reporting, you can measure their progress against those goals or offers within a specific period and adjust if you see a lack of participation. The more the customer is engaged, the greater the chance they will meet the goals, resulting in higher loyalty and, ultimately, increased revenue for your business.


Lift & Shift creates custom dashboards and reports detailing all program metrics for our client's programs. We then meet monthly with our clients to review program results and ROI and discuss implications for program adjustments.

Drive sales team support with effective training

A person is using a laptop computer to have a video call with a group of people.

Your rebate program is a sales tool, so whether you sell directly or rely on distribution to get your products to market, make sure your sales team understands how the rebate program works and how to use it to increase sales. Moreover, customer awareness of the rebates on offer highly depends on your sales reps getting the message out. 


Lift & Shift provides program orientation support for your sales team, quickly getting them up to speed, understanding the offers, and using the program with customers to drive more sales.

Lift & Shift loyalty programs suit all types of companies

We’re experts in B2B loyalty programs. That includes the development of SPIFF, rebate and reward programs for our B2B clients. We work with all types of companies and differing sales support organizations.

Lift & Shift Services

Let us show you how Lift & Shift can create a rebate program customers want

Here’s why you should work with Lift & Shift

Lift & Shift is a full-service program provider

Our team of B2B experts fully manages motivational rebate programs for our clients. We have years of experience in the field and can provide tailored solutions to meet your company's needs. You don't have to find or hire the resources internally to manage your program. We work with you and take strategic direction from you. With our comprehensive services, we can help you create a successful rebate program that will drive results.

Your program is customized to you, your business goals, and your stakeholders

Lift & Shift builds custom programs to meet the unique needs of your business, your sales network, and your end users. Your program can be personalized to address the different needs and values of each stakeholder. There’s no “one size fits all” approach.

Program costs are performance-based

We work with you to design performance-based program rules, helping drive sales growth and providing complete financial program modelling. Similarly, we offer clients a choice in the best fee model for the services they receive, with either a performance-based variable fee option or a fixed monthly fee.

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Contact us now for a free strategy session

Let us show you how our programs can improve your bottom line.