Using Anaplan to integrate SPM. Eliminating barriers between sales and your organization.

1. DYNAMIC CONNECTED
EliminatingBarriersBetweenSalesandYourOrganization
KAMALVERMA
SPM SOLUTIONS
SENIORDIRECTOR–SPMPRACTICE
UsingAnaplantoIntegrate

2. ABOUT US
DELIVERSIMPLIFIED,CONNECTEDSOLUTIONSTO
COMPLEXPLANNING,PERFORMANCEMANAGEMENT,&
BUSINSESSINTELLIGENCECHALLENGES

3. UPCOMINGWEBINARS
Why is Sales Forecasting Critical for a Connected SPM
Solution in Anaplan? 2018.06.28
Continual sales pipeline analysis and metrics like sales velocity and
sales cycle length help sales operations teams identify crucial
business decision points.
Watch this webinar to understand how Sales Forecasting integrates
within the Sales Performance Process Life Cycle and how it can be
used as a leading indicator for the firm's health in Anaplan.
Using Anaplan to Make Quotas Fair 2018.07.12
Many companies rely upon a tops-down allocation of goals for
Territory and Quota Planning resulting in unfair allocations across
territories. Use top-down and bottoms-up target setting during goal
setting, in Anaplan, for fairer allocations of quotas across your sales
force and territories.
Watch this webinar to understand how account scoring,
segmentation, and bottom-up quota creation integrate within the
Sales Performance Process Life Cycle.

4. Integratingyour
SalesPerformanceManagement
platform
ConnectedSolutions
Creatinganend-to-end
salessolution
SalesDefinitions
Creatingcompany-wide
metrics
Analytics
UseAnaplanforyour
connectedSPMsolution
Architecture
AGENDA

5. CarlyFiorina
SILOSCAN’T
INTEROPERATEUNLESS
THETECHNOLOGYDOES.

6. 03 Priority Non-Alignment
02 Process Mismatches
01 Information Mismatches
RECOGNIZING
THE
PROBLEM

7. SALES
USE CASES

8. Compensation Plans &
Quota Targets are at
least 2 months late,
every fiscal year.
23%
oftotalcompanies
Compensation payouts
take at least 4 weeks
to process.
47%
oftotalcompanies
Reporting capabilities
are insufficient even if
they are available.
38%
oftotalcompanies
Inaccurate
commissions payouts
create confusion,
rework, and
inefficiencies.
80%
oftotalcompanies
SALES OPERATIONS PROBLEMS

9. FINANCE
OVERLAP

10. SUPPLY CHAIN
OVERLAP

11. MARKETING
OVERLAP

12. CONNECTED
SPM

13. SPM IMPACTS
Company-widebenefitsfromtheimplementationofanintegrated,dynamicsolution
2.46% SALES
CYCLELENGTH
Shortenthelengthofsales
cycles,YoY.
49% QUOTA
ATTAINMENT
Increaseissales
representativesachieving
salesgoals.
22% SALES
FORCETURNOVER
Reducedepartmental
turnoverandreplacement
costs.

14. KEY COMPANY METRICS
Company-widebenefitsfromtheimplementationofanintegrated,dynamicsolution
SALES
CYCLELENGTH
Usethesalesvelocity
calculationtotrack
performancetrendsfor
productsacrossregions
andindividuals.
QUOTA
ATTAINMENT
Createdistributioncurves
tounderstandhowwell
salesrepresentatives
performYoY.
SALES
FORCETURNOVER
Gainbetterinsightsasto
whysalesturnoveroccurs
andhowtoreduceit.

15. Finance, CRM, HR,
Marketing, Excel,
Operations, Third
Party
Data Inputs
Modeling, Optimization,
Predictive, Collaboration,
Automation, Governance
Anaplan Platform Account Segmentation, Territory &
Quota Planning, Sales Coverage,
Account Assignments & Planning,
Compensation Planning, Incentive
Compensation, Sales Forecasting,
KPIs
Performance
Management
ANAPLAN ARCHITECTURE

16. 5%Reductionin
salescommission
overpayments
25%Increasein
forecastingproductivity
3-10%Increasein
sales
5-7%Reduction
insalescosts
4-5xFasterplanningcycles
ANAPLAN
BENEFITS

17. CONTACT
KVerma@ACCELytics.com
www.ACCELytics.com
THANK
YOU

18. QUESTIONS