Automated Distributor Claims Management: Imperative Tool for a Successful Channel Partnerships.
A relationship built on trust is an integral component to B2B success. Maintaining transparency in the cutthroat culture of today’s enterprise requires solid communication, mutually agreed upon objectives, co-branded lead nurturing and enough patience to fill a cement truck with tears of frustration.
Sharing empathy, however, is something where most channel partnerships simply collapse. The subtle, yet potent advantage of B2B partnerships sharing empathy is something widely ignored by most mainstream corporations—reconfirming the egotistical cliché that modern day’s greedy and arrogant philosophy is alive and well.
But that’s not to say empathy does not exist.
Company partnerships that do know how to leverage the benefits of B2B empathy are doing so with a mutual understanding of one another’s goals.
Sharing a mutual understanding, communicating pain points and identifying the hurdles of the marketplace, opens the door to unprecedented opportunities as well as long lasting business relationships.
Ironically, most of the corporate world seems to be focused on competing with its business partners, or even worse, viewing them as customers and not teammates. This results in diminished opportunities, solid communication becoming secondary and B2B empathy thrown out the window.
In this 10-part blog series, we will highlight the process of automated distributor claims management, also known as CMR’s “Ship and Debit” program, and its imperative purpose it serves successful channel partnerships.
Furthermore, we will demonstrate why deploying a traditional approach to “Ship and Debit” presents an unnecessarily daunting task for both vendor and business partner.
And lastly, we will explain why automating this effective and highly motivational rebate incentive program requires automation in order to truly be successful, as well as establish channel partner empathy.