This document discusses Equifax's process for quota and territory management and their migration to using Anaplan. It describes how the previous manual process was expensive, risky, and led to inconsistencies. Implementing Anaplan helped automate quota assignments, increase visibility, and allow for scenario modeling. However, there are still opportunities to improve processes, use data more strategically for decision making, standardize territory planning, and gain a unified customer view across systems. The goal is to build more robust processes that incorporate meaningful data to guide budgeting and quota approvals.

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Equifax Quota & Territory Management Process
Migrating to Future State Potential

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Mechanism of Transformational Change
Despite Efficiencies Known Current Value and Promise of Forthcoming Value and
Potential
– New Systems are highly disruptive to business as usual
– Strategies, Goals sometimes limited by Data Foundation
Strategy &
Objectives
Disparate,
Rigid Legacy
Systems
Anaplan Q&T

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Target: Time is Money
Target Project was Very Expensive
– > 100 senior level resources across Channels & BUs
– Multiple disciple involvement (Leaders, Sales, FI, HR, Comp, Ops)
Highly Onerous Manual Burden
– Manual
– Multi system
– Multiple Truths
– Low visibility
– High degree of coordination
– Low Confidence
Enormous Risk
– <10 people understood Target process
Disconnected from Budget & Planning cycles

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EFX Target Process Flow
Plan
Design
Account
Assignments
Quota
Setting
On-Going Communications and Distribution of Information
Finance Budget Setting (Aug - Nov)
Timeline
Plan Design (Aug - Oct)
Acct Assignment
(Sept - Oct)
Quota Setting
(1st 2 Weeks Nov)
Book Management
(Jan - …)
Target
Delivery
End to End Cycle Time: 6+ months
6
Accts Transfers
(July-Aug)
Non-official
Preliminary Rev
Budget

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What Went Right Phase 1
Automated quota assignments
Reduce Target footprint on resources
Increased Visibility and Ownership
Benefits
– Time savings
– Resource efficiencies
– Visibility
– Communication,
– Scenario modeling & analytics
– Accuracy
– Reduced exceptions
– Accurate Assignments

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PHASE II and Beyond: Opportunities
Opportunity Areas
– Efficient Robust Target Project
– Reevaluate Project Processes
– Data Driven Decisions
– Budget & Panning Cycles
– Data Consistency
– Reporting & Analysis
– Territory Planning Management
– Enterprise wide Account Segmentation

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Solution
Quota & Territory Management
Solution
Quota
Management
• Plan & Distribute
Targets accurately &
efficiently across all
sales levels, sales
channels
Territory
Management
• Manage sales
coverage, planning
across territories
Customer Insights
(Segmentation)
• Gain single,
comprehensive view
of customer
• Customer Value, Cost
to Service

10. © Equifax Confidential and Proprietary 10
Target Goals
Quota: Build Out Robust Processes / Insights
Budget & Quota
Approval
Incorporate
meaningful, actionable
data
Systematize Transfers
Focus Strategic
Fit to Equifax
Focus
Standardize
Process
Data Driven
Decisions
Territory & Account
Segmentation
Customer 360
view
Industry
Account Tiering
Regions
Market Potential
Reinforced by Robust
Reporting and Insights
Reinforced by Robust
Reporting and Insights

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Improved Processes, Support, Data
• Processes
• Communication
• Target RACI
• Time Gating & Clear Roles/Responsibilities
• Anaplan Processes & System Enhancements
• Distinct User Roles & Responsibilities
• Finance Channel / LOB
• Sales Channel / LOB
• Sales Ops Analysts Guiding partners through quota setting
• Reporting: Target partners -> sales insights
• Anaplan process building
• Infrastructure based on needs, wants
• Data Imports/Exports enabling systems sync
• Fix “structural” issues to allow smooth/efficient processes
11
Processes
“Coding”
System
Enhancements &
Improved Reporting

12. © Equifax Confidential and Proprietary
Reporting
Better insights requires better data, to meet on demand
analysis to provide deeper customer & territory insights
Driven by Teams, Partner needs around Budget, Quota,
Sales Planning
– Book-Territory Sizing
– Role Comparison
– Cost to Service
– Customer Value
– Coverage / Coverage Gaps
– Budget vs Quota
– Plan Assignments

13. © Equifax Confidential and Proprietary
Territory & Account Segmentation
“Many of the truths we cling to depend greatly on our point of view”
 Configure account segmentation; incorporate Sales Team segments
– Driven by Discussion Finance, Sales Team, Governance with Sales Ops Analyst
 Refine sales territory definitions and assignments
– Optimize fair and equitable territories for the sales team.
– Assist setting/justifying realistic sales quotas
 Enable customer view across sales teams
– Allows High customer visibility & internal understanding
– Enables
» Customer Planning
» Quota Setting
» Sales coordination
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14. © Equifax Confidential and Proprietary
Sync
HR
ICM
Anaplan
MDR /
RDW
CRMs
Anaplan as Data Cleansing & Facilitation Tool
Sales Ops as data enabler
• Data Circulation Velocity
• Assignment Synchronization
• Account Segmentation
• Territory Planning Management
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Processes in place - Potential enhancement
Processes to be created in
2016
Data Repositories
Flexible to Future
State, Global
Scalability,
Visibility,
Collaboration

15. © Equifax Confidential and Proprietary
"The journey of a thousand miles begins
with one step."
- Lao Tzu

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