Anaplan for Sales Performance Management & Incentive Compensation Management
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Anaplan for Sales Performance Management & Incentive Compensation Management

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Anaplan provides cloud-based performance management solutions for large enterprises. Anaplan’s patented platform features a scalable and flexible inmemory modeling and data processing engine ...

Anaplan provides cloud-based performance management solutions for large enterprises. Anaplan’s patented platform features a scalable and flexible inmemory modeling and data processing engine (HyperBlockTM) that enables
operations analysts to rapidly create and modify complex plans without requiring additional technical expertise. Anaplan scales to support detailed operational planning on daily intervals, and it can process large volumes of
production data for closed-loop planning and execution. Anaplan’s modular applications can be seamlessly linked to create enterprise solutions.

Anaplan for Sales is one solution that enterprises use to align sales territories, set quotas, pay commissions, and optimize price quotes in largescale
production environments.

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  • …. The Enterprise Spreadsheet Cloud.ESC is the first fully integrated modeling, analytics, and execution platform…Enables a new class of enterprise performance mgt solutions ... applications can be developed and deployed in days instead of months and can provide business value in week instead years. ESC enables the type performance management that executives have wanted for years …That are Agile, Cost Effective and completely for the business. We’ll see the product in a second, but first let’s explore some of the application/solutions that Anaplan delivers.
  • In this example you can see multiple departments across the enterprise participating in an integrated planning exercise that ensures a rapid and responsive planning-analytics-and execution loop.Executive creates a long term strategic plan.Marketing department does pricing and discount optimization which feeds a demand plan used by operations to balance supply and demand across supplier, sales, and service chainsFinancial analysts use these accurate and timely rolling forecasts to make better budgeting decisions and drive better alignment across the enterpriseAnaplan is uniquely suited to supporting this range of planning and performance management applications because ESC is so scalable and it’s modeling engine is so powerful. Three key pieces of enabling technology:The Anaplan Hub…. Which provides a centralized, cloud-based repository for sharing reference data (such as org structures, product hierarchies, and transactional records) andThe Living Blueprint … which allows people from across the organization to model every aspect of your enterprise in an intuitive and collaborative fashion. Unique combination of power and usability. HyperBlock Technology … a patented, in memory storage architecture that provides unparalleled scalability… up to 200B cells in a model… 10-100x better than conventional technology.Because Anaplan is so easy to use and because it’s cloud based, this can all be done incrementally, cost effectively, and 100% BY THE BUSINESS. Go through demo….
  • OPTIONAL SLIDE - Pull up from demo to re-enforce exactly how Anaplan is different.Business Self ServiceModeling flexibility Truly Enterprise ScalabilityThe Connected EnterpriseA single platform that is easy, scalable and powerfulProvides closed-loop modeling, analytics, and executionA proven menu of applications for getting startedRapid time to valueBusiness AgilityA truly connected enterpriseTo CRMTo SFATo Financial Planning

Anaplan for Sales Performance Management & Incentive Compensation Management Anaplan for Sales Performance Management & Incentive Compensation Management Presentation Transcript

  • Thursday, September 12, 2013 © 2012 All Rights Reserved1 Solution Overview Anaplan for Sales Presented by: Date:
  • Thursday, September 12, 2013 © 2012 All Rights Reserved2 Anaplan for Sales – Maximize Sales Performance Improve alignment and motivation Achieve revenue potential Minimize cost of sales Sales Forecasting Quota Planning Territory Management Price and Quote Commission Management Performance Dashboards “It was very intuitive – we could instantly see that the new system would be straightforward. Data is entered into the model and updated in real-time. We don’t have to wait 24-48 hours to see the results.” – VP Sales Finance, Global Technology Company An integrated suite of applications for sales planning, analytics and execution  Rapid time-to-value  Business self-service  Closed-loop and agile
  • Thursday, September 12, 2013 © 2012 All Rights Reserved3 A New Way to Maximize Business Performance Enterprise apps in days, NOT months. Business value in weeks, NOT years. Manage change in real-time! Enterprise Performance CloudTM Easy: Spreadsheet-like flexibility and usability Powerful: Enterprise security, scale and power Connected: Shared data in the cloud Align Analyze Optimize Processes
  • Thursday, September 12, 2013 © 2012 All Rights Reserved4 Sales Forecasting Improve decision-making with driver-based analysis Know when plan, forecast, and actuals are misaligned Monitor and improve sales cycle with historical pipeline snapshots Features:  Executive dashboards  Driver-based scenario analysis  Opportunity tracker  Pipeline alerts  CRM integration (SFDC)
  • Thursday, September 12, 2013 © 2012 All Rights Reserved5 Territory Management Maximize revenue and minimize cost of sales Project impact of territory changes on sales and commissions Improve rep satisfaction with balanced territory assignments Features:  Driver-based scenario analysis  Multi-dimensional definitions  Complex, layered hierarchies  Integral to Quota and Commissions  Integrated with CRM
  • Thursday, September 12, 2013 © 2012 All Rights Reserved6 Quota Planning Eliminate hidden costs of sloppy quota allocation Collaboratively reconcile top-down targets and bottom-up forecasts Improve rep alignment to corporate goals Features:  Rep and executive dashboards  Spread functions and over-rides  Collaborative planning workflow  Integral to Territory and Commissions  Integrated with CRM
  • Thursday, September 12, 2013 © 2012 All Rights Reserved7 Commission Management Automate calculation of complex commission plans Model plans to maximize revenue and reduce cost of sales Reduce payment errors and systematic overpayment Features:  Highly flexible plan design  Excel like syntax to manage credit rules  Scalable in-memory transaction processing  Integrated Quota and Territory Mgt  Attainment and payment dashboards  Robust data integration
  • Thursday, September 12, 2013 © 2012 All Rights Reserved8 Performance Dashboards Motivate and align sales to strategic objectives Improve visibility to sales rep performance Features:  Sales rep scorecards  Rep quota, attainment and forecast  Management roll-ups  Management alerts  Interactive dashboards
  • Thursday, September 12, 2013 © 2012 All Rights Reserved9 Price and Quote Analyze pricing and discounting patterns Optimize quote configurations to improve margins Validate quotes more efficiently and effectively Features:  Summary price and discount dashboards  Margin optimizer  Quote-commission integration  Intuitive quoting rules manager  Quote validation engine  Integration to Product Master and Quoting
  • Anaplan in Action - Demo Sales Forecast Anaplan Hub Shared Reference Data A Living Blueprint Quota & Territory Planning Compensation Management Executive Sales Mgr Configure and Price Quotes Deal Desk Mgr Sales Ops
  • Thursday, September 12, 2013 © 2012 All Rights Reserved11 Anaplan Differentiators Benefit Capabilities Anaplan for Sales Point Solutions Excel and Access Business Self- Serve (Rapid time to value) No-IT Model Mgt ✔ No-Script Import/Export ✔ Cloud Infrastructure ✔ ✔ Modeling Power and Flexibility Single Platform (modeling, analytics, integration, workflow) ✔ Complex Hierarchies (lists) ✔ ✔ Excel-Like Usability ✔ ✔ Connectivity and Collaboration Anaplan Hub (shared hierarchies) ✔ Linkable Models ✔ Web and Mobile ✔ ✔ Enterprise Scalability Hyperblock Architecture (PP) ✔ Audit Trail with Restore ✔ ✔ SSO and Role-Based Access ✔ ✔
  • Thursday, September 12, 2013 © 2012 All Rights Reserved12 Return on Investment • Eliminated 40 discrete databases • Removed days from quota process • Identified $80M gap in quota coverage • Reduced over-payment 1-2% • Provide daily attainment to front line • Reduced discounting rates Thursday, September 12, 201312 Case Study – Sales Performance Management Company • Global 1000 • Security software • 1500 sales reps Initiative – Margin Improvement • Reduce commissions expense • Improve plan effectiveness • Reduce discounting Challenges • Critical sales operations run on XLS & Access Solution: Anaplan for Sales • Quota Mgt Process • Bookings Credit Module • Commissions Calculator • “Deal Desk” analytics for margin optimization