Resources
Learn it, look it up, or ask someone
Everything here is written to be useful whether or not you ever talk to us. That is deliberate — this is a category where most published material is a brochure, and it does not have to be.
Terminology — 60 terms
Ship & debit, pocket price, chargeback, deviated cost, accrual, cross-reference — each defined by mechanism, with the reason it leaks.
Read more →FAQ — 29 answers
Rebates, ship & debit, pricing, platform, security, AI governance and how buying works. Answers, not positioning.
Read more →Benchmark methodology
Where our numbers come from, what a range is good for, and where it should not be trusted.
Read more →Industry reads
Long-form analysis with the numbers, the mechanism and the caveats a short post has to leave out.
Read more →Blog
Shorter and more frequent — product thinking, field observations and the occasional argument.
Read more →Ask us directly
A question about your own program, with no pipeline attached. We answer the awkward ones too.
Read more →Latest reads
Start here
The Rebate Accrual That Survives an Audit
If you cannot drill from the balance-sheet number back to the lines that created it, you do not have an accrual. You have an opinion.
7 min read → Ship & debitWhy Sampling Claim Audits Finds Nothing
A sample small enough to be affordable is a sample too small to find anything. That is not a statistics problem — it is a distribution problem.
6 min read → PricingYour Margin Report Is Wrong on Every Rebate-Bearing Line
Rebate-rich lines get priced too high and lost. Rebate-poor lines get priced too low and won. The P&L cannot explain it, because the rebates arrive later and look like good news.
7 min read → PricingThe Nine Places Channel Margin Actually Leaks
Leakage is not a bad deal. It is money that escaped without anyone making a decision — and almost none of it shows up as an error.
9 min read →See what RevUpra can recover for you.
Thirty minutes, tailored to your programs. We walk an agreement through modeling, contracting, accrual, claim and settlement using examples close to your own — and model an indicative ROI against your volumes.