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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Solution Overview
Anaplan for Sales
Presented by:
Date:

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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

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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

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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)

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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

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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

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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

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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

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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

10. 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

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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 ✔ ✔

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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
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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