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Anaplan SPM webinar series: Tips for optimizing your sales force productivity


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In this webinar, Bob discusses the complexity of managing sales planning during his previous role at Hewlett-Packard, where he managed sales performance and compensation globally across sales, service, and support.

With over 30,000 sales people and more than 380 different incentive compensation plans, as well as over 1,000 sales plan metrics, Bob found himself stuck with inefficient processes between legacy systems and spreadsheets—until Anaplan.

Hear the full transformation story and discover how HP now efficiency and accurately manages its territory and quota globally.

Published in: Sales

Anaplan SPM webinar series: Tips for optimizing your sales force productivity

  1. 1. Tips for optimizing your sales force productivity SPM webinar series
  2. 2. Sales force effectiveness with Anaplan Webinar Agenda • The complexity of HP • The breaking point • The Territory & Quota transformation • The Anaplan value • Q&A
  3. 3. Featured speaker Bob Slaby VP of Customer Operations, Anaplan Former VP of Sales Operations, Hewlett-Packard
  4. 4. HP’s global complexity 1000+ sales metrics 380+ sales coverage plans 178 countries 800+ metric components to which quota is deployed 80K+ customers with assigned quota 35M+ transactions every month 8000+ on top bonus 30K+ people on sales plan
  5. 5. How HP managed global quota & territory • Huge resource and time consuming • Risk of losing information • No single system of record Legacy systems • Interlock between the 3 regions is not synchronized • No visibility of performance & Go to Market for global customers • No global view of quota deployed Global view • Capability to measure how any change affect the business results • Sales productivity driven by financial indicator and not by coverage • Ability to be fully consistent across business units and regions Effectiveness • Needs to conduct many calls with the regions to collect data • Difficult to help proactively and enforce a standardize model • Limited best practice sharing Lots of inquiries
  6. 6. • 178 countries • 30,000+ sales reps • 5 months to set-up • 3,500 users • Auditable process • Top-down & bottom-up reconciliation What HP said What Anaplan heard • Scale–50 billion cells • Collaborative • Complexity • Hundreds of data feeds • Global support • Hard deadline
  7. 7. How Anaplan manages global quota and territory Single repository of info History tracking and full Knowledge Base right in the cloud Easy access & easy to use Provides workflow that helps governance Provides worldwide visibility Real time KPIs to check status of deployed quota
  8. 8. Account Segmentation & Scoring Unrivaled modeling & planning power Connect plans across the business Get pre-built apps or build your own Simple, intuitive interface Collaboration in the cloud Reporting & Analysis Anaplan Platform Territory Planning Quota Planning Sales Capacity Crediting Sales Accruals Sales Forecasting Deal Desk Incentive Compensation Anaplan for Sales End-to-end sales performance management
  9. 9. Anaplan value and scale Faster comp letters vs. data size growth • Time to value = live in 7 months • Sales incentives = 2% to 4% of Revenue, e.g. $50B = $1B - $2B • Every 1% of savings = $10 - $20 Million • Anaplan ROI < 1 year 0 1 2 3 4 5 6 7 0 2 4 6 8 10 12 14 16 18 20 2012 2013 2014 2015 2016 All Comp letters (weeks) One BU Comp letters (weeks) Data Size (TB) WEEKS TERABYTES
  10. 10. 4 steps to a successful implementation  Model build  Business process  Data integration  Change management
  11. 11. Q A