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Channel Revenue Management
Key Terms in Rebate and Accrual Management Advanced

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Key Terms in Rebate and Accrual Management Advanced

Review the list of key terms in the Rebate and Accrual Management Advanced with definitions and examples.

Required Editions

Available in: Enterprise, Unlimited, and Developer Editions that have Rebate and Accrual Management Advanced enabled.
Term Definition Example
Rebate Program Incentive structure to reward partners for meeting sales goals based on transaction volume, revenue, growth, and more. You can add members and rebate types to a program and specify the accrual frequency. Rayler Company wants to create a rebate program for its APAC-based channel partners. They create a Rebate Program record called Incentives for APAC Partners. The program starts on January 1, 2022 and ends on December 31, 2022, and has a monthly accrual frequency.
Rebate Program Member

Account enrolled in a rebate program. You can enroll members individually or in batches by using account list views. The transactions of active members are eligible for accrual calculations.

For Advanced programs, ensure each member account has a populated value in the designated Source Matching Field (e.g., Account ID or Member Code). The Data Cloud engine uses this field to link transaction journal records to the member

 Rayler Company creates a list view for partner accounts in the APAC region. The list can be added to a rebate program to enroll partners as members.
Rebate Type

Incentive type of a rebate program. Rebate types are volume-based and revenue-based incentives.

A rebate type record contains details on how to aggregate transactions, how to compute accruals, and which parameters to consider for accruals. The Program Rebate Type record stores the information on rebate types. You can enhance rebate types with benefits, additional benefit criteria, and eligibility rules.

 The Incentives for APAC Partners rebate program has a volume-based rebate type. The transactions for an accrual period are aggregated by member and product. The accrual amount is based on the total quantity sold by a member, calculated as an amount per unit of that quantity. The member's benefit tier is decided based on the total quantity sold.
Rebate Type Benefit Range of sales targets and corresponding benefit value. A benefit contains details of minimum and maximum qualifying thresholds and applicable benefit values.

Rayler Company wants to create a tier-based benefit structure for the volume-based rebate type in the Incentives for APAC Partners program.

  • First benefit tier: Members selling fewer than 100 units get a $5 rebate per unit.
  • Second benefit tier: Members selling more than 100 units get a $10 rebate per unit.
Benefit Mapping Additional criteria to map benefit variation. From a Rebate Type Benefit Mapping record, you can configure additional benefit criteria, such as product, region, or accrual period.

The benefits of the volume-based rebate type can vary by product.

For Product A, members selling 100 units or more in an accrual period get a $5 accrual per unit.

For Product B, members selling 100 units or more in an accrual period get an $8 accrual per unit. Define Product as the criteria by using Rebate Type Benefit Mapping.
Rebate Type Eligibility Criteria Eligibility rules for a member's transactions to be considered for accrual calculations for a rebate type. Rayler Company wants to restrict rewards for the Incentives for APAC Partners program to members in the Gold tier. The program manager can define Member Tier as an eligibility criteria for the volume-based rebate type. Transaction records of members in the Silver or Bronze tiers aren't considered for accrual calculations.
Accrual The estimated financial liability recorded for a rebate before the actual payout occurs. Rayler Company recognizes a monthly accrual liability of $5,000 for their APAC Partners program based on January transaction volumes, even though the actual payout won't be disbursed until the end of the quarter. This ensures their P&L accurately reflects financial commitments.
Source Matching Field A unique identifier (e.g., Account ID or Member Code) used to link raw transaction data to a specific program member in Data Cloud. If the program manager sets the Source Matching Field to "Member Code" on the rebate type. When Transaction Journals are ingested into Data Cloud, the engine uses this field to match each transaction to the correct Rebate Program Member record.
Delta Calculation A logic step that identifies the difference between current and previously processed transaction values to prevent over-accruing. In January, a partner had 200 units processed and accrued $1,000. In February, they added 50 more units to the same period. The Delta Calculation identifies only the new 50 units and accrues an additional $250, preventing double-counting.
Accrual Source The record in Salesforce Core that stores aggregated calculation results synced back from Data Cloud. Rayler Company runs a monthly accrual program. In April, member Acme transacts 170 units across two products. Using a Retrospective calculation, one Program Rebate Type Accrual Source record is created for April showing the full accrued amount of $510. If the rebate type instead uses a Stepped calculation and the 170 units cross a tier boundary, two Accrual Source records are created for April — one for the units in Tier 1 and one for the units in Tier 2 — that sum to the same total.
 
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