Learn practical tips for optimizing the business process and systems behind achieving an accurate incentive compensation and quota management process.

1. Tips for aligning your business process
and systems to support an accurate
quota and compensation structure

2. Featured speaker
Prakash Hariharan
Sr. Director of Global Customer Success, Anaplan
Former Director of GTM Finance, Intel Security

3. Agenda
• The complexity prior to Anaplan
• Along came Anaplan
• Wins with the implementation
• Total company adoption

4. New sources of margin pressure
post-acquisition
Reduced
margins
Process
inefficiencies
Misaligned plans
Excessive
discounting

5. Fractured systems led to inefficient process
Quota
Sales hierarchy
Territory
Comp plan
Sales rep
assignment
Goal sheets
Analytics and
reporting
Compensation
calculator
OrderQuoteOpportunity Book
Assign credit Adj. credit
(Excel)
Invoice
Comp modeler
• Large portion of platform based
in MS Excel and Access (40+
DBs, 13+ SSs)
• Specialized manual support
required, which created process
inefficiencies and risk
• Lack of data integration led
to high risk of incorrect plan
and quota data
• Lack of trust in comp data led
to increased “help desk”
requests
ERP 1 Excel/Access Tools*
*Each Excel/Access tool
should be considered as a
separate application
ERP 2

6. Challenges with tools and systems prior to
Anaplan
✗ Analyst across geos were out of sync
✗ 1 week to process and inaccurate
consolidation
✗ Lack of visibility led to under-allocation
✗ Impossible to manage change and lack of
auditability around who was changing numbers
✗ Absence of a real-time picture
✗ High variance between planned and actual
commission payouts
✗ Period-end heroics to reach goals
✗ Over-discounting of deals
✗ Incorrectly configured solutions
✗ Inadequate transparency and insight into pipeline
Commissions calculation
Territory alignment
Quota management
Deal Desk

7. Along came Anaplan and a unified
sales management system

8. ROI—Resource reduction and re-alignment
Team size # of sales reps managed
2008: 22 (10 FTE + 12 Contr.) 2008: 1,200
2012: 10 FTE (-55%) 2012: 1,600 (+33%)
2013: 10 FTE (-55%) 2013: 1,900 (+58%)
2014: 9 FTE (-55%) 2014: 2,200 (+83%)
Commission cycle benefits:
• Reduced commission cycle time from two weeks to
one week in most GEOs
• Reduced # of help desk requests from 1,000+ per
quarter to <50 per quarter
• Increased trust in the commission
• Sales reps can view their attainment dashboard
with a one-day lag as opposed to a one-month lag
Territory planning benefits:
• Identify and address rule conflicts and coverage
gaps early with territory assignment previews
• Reduction in cycle time for new hires or territory
changes during the year
• Single source of truth: No need to maintain the
rules in two systems
• Cost savings of $200K annually
• Accelerate deployment of clean rules to CRM
• Efficient and effective CRM assignment process

9. Commission system 2011 to 2012

10. Wins within the implementation
The performance, scalability, and versatility of Anaplan is
unmatched in the industry. The saying is: “Anaplan Can!”
“
“
Territory and
quota planning
Sales
compensation
Deal Desk
Financial
planning apps
Marketing apps An Anaplan COE
• Improved
account
coverage
• Balanced
territories
• Better quota
attainment
• Rep
alignment
• Reduced
commission
expense
• Increased
trust in data
• Reduction /
re-purpose of
resources
• Single point
of entry for
contracts
where
pricing,
products, or
services are
negotiated
• Real-time
metrics for
margin and
profitability
• Reduced
planning
cycle time
• Various
scenario
modeling,
including
currency
• Top-down
adjustments
capability
• Bottoms-up
analysis
• Average
budget entry
time reduced
by 80%
• Better
visibility
against actual
spend (linked
to SAP)
• Better
reporting
• Internal
Anaplan
consultant
• Data hub and
hierarchies
• Promote best
practices and
standards

11. Total company adoption
Anaplan

12. Q A