Designing sophisticated marketing programs and contracts requires teams on the field in order to follow their implementation, communication and execution , especially for those which stipulate measurable goals. Software in Europe represents the interests of software publishers and their subsidiaries in Europe, and helps them manage their fixed costs by following up for them the requisite contracts and programs. Our services concern :

The distributors contracts and programs

Rebates and MDF are included into the distribution agreements generally used in Europe, and in particular in those put at your disposition by Software in Europe. The good execution of these contracts therefore requires an accurate follow-up in order to determine, after each quarter end, which distributors are due for a target achieved rebate or some MDF (market development funds), and how they would have utilised MDF in the last quarter if applicable.

Software in Europe manages the agreements which bind the software publishers to their European distributors :

• After each quarter end, meet with each distributor and verify the achievement of stipulated quarterly sales goals.

• Verification of the usage of the MDF available in the previous quarter, communication of the plans regarding the expenditure of the MDF.

• Calculation of rebates due to those distributors that have reached their goals

• Calculation of the MDF due to distributors as a percentage of their purchases of the previous quarter

• Delivery of a survey to the software publisher, in the shape of Excel tables presenting clearly all the figures collected or calculated on the quarter for each distributor.

• Negotiation, implementation and follow up on the marketing initiatives co-funded or co-organized with the distributors : reseller events, participation to IT shows, etc.

• At each anniversary of the distribution agreement, consult with the software publisher in the perspective of its possible renewal, and recommendations of sales goals for the new year.

• In the case of a commercial litigation with a distributor, we lead the first phase of direct negotiation with the distributor, when mandated by the software publisher, before the case is possibly entrusted to a law firm.

Other partner contracts and programs

Software in Europe helps software publishers implement and manage other types of partner programs in Europe, especially those aimed at VARs and OEMs. We examine each program submitted to us and we respond with a customized proposition of collaboration to help manage the program.

The demand creation and customer loyalty building programs

Software in Europe helps software publishers implement and manage their own market development and customer loyalty building programs, especially those using cumulative points systems. We examine each program submitted to us and we deliver to you a customized proposition of collaboration to help manage the program

  The Software in Europe "plus" :

 

  A firm defender of the interests of the software publisher vis a vis its partners
Whether the matter is to negotiate an agreement on co-funding a campaign or to try to solve a litigation, Software in Europe positions itself as a firm defender of its software publisher customers in Europe. We know well the points which traditionnally give rise to disputes with the partners, such as payment terms, stock rotations or MDF usage, and we represent your company in your negotiations every time we are mandated.

  A particular expertise in partner programs
Almost all our consultants have worked either for distributors, or with distributors and resellers as sales channels. They help you solve with tact the numerous commercial issues that may arise in a publisher-partner relationship, and they manage for you the rebates and MDF clauses with rigour as they know this governs your credibility as a software publisher vis a vis your channel network.