Case Study: Leading Digital Networking Company eliminates rebate overpayments and speeds accurate partner payments with e2open

Leading Digital Networking Company - Customer Case Study

A San Jose–based digital networking company that designs and manufactures wired and wireless infrastructure and network-management software, with more than 2,400 employees and a global partner network, faced growing pain from its partner rebate processes. Quarterly rebates were calculated manually using average distributor prices and an internal matching tool, producing frequent discrepancies, overpayments, slow reconciliations, poor partner experience, and incorrect revenue recognition as the channel expanded.

The company implemented e2open Channel Data Management (CDM) and Incentives & Rebates (I&R). CDM cleanses partner sales data and automatically matches transactions to the correct distributor price lists, while I&R validates rebate conditions, calculates and accrues payments, and manages disputes; analytics improve visibility. The result: faster, more accurate incentive payments, fewer clawbacks, improved partner satisfaction, and better revenue, margin, and profitability.