White Papers

In depth research on revenue management

Frameworks and maturity models to use with your team. Read each paper online, or download the PDF from its page.

October 1, 2026 · 51 min read

The Rebate Operating Model Simplified and Demystified

By Anuj Gupta & Chris NewtonA rebate is a conditional payment that returns money to a buyer after a purchase, in exchange for a specified behavior such as reaching a volume, growing, or shifting mix.Read and download

February 1, 2026 · 3 min read

The Pricing Operating Model Simplified and Demystified

By Anuj Gupta & Chris NewtonA comprehensive framework for connecting pricing strategy to execution. This white paper presents a 7-step pricing workflow and practical maturity model that helps organizations move from reactive, manual pricing to a governed enterprise capability.Read and download

October 1, 2025 · 3 min read

Gross-to-Net Simplified: A Clear Path from Any Stage to Mastery

By Anuj Gupta & Chris NewtonA practical guide for life sciences leaders to assess GTN maturity and build a clear path forward. This white paper presents a structured framework for transforming gross-to-net from a manual accounting task into a strategic capability that drives governance, margin control, and operational confidence.Read and download

Ready to manage every revenue dollar in one platform?

See how IMA360 brings pricing, rebates, contracts, and incentives into a single governed platform, replacing the spreadsheets and silos holding you back.

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