Autodesk’s Nick Hanson and J.R. Matheson will demonstrate how Anaplan has improved their revenue forecasting by connecting their billings and sales forecasting models. Come learn tips, tricks, and best practices to achieve tighter integration with your Sales Finance and Sales Ops teams as you learn how Autodesk built its Anaplan roadmap.

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Revenue modeling: aligning sales
operations and finance
Nick Hanson, Director of Finance
J.R. Matheson, Sales Finance Manager

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Nick Hanson
Director, Finance
J.R. Matheson
Sales Finance Manager

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Company background
• Leader in 3D design, engineering, and entertainment software
• Annual revenue $2.5B
• Over 110 offices in 37 countries (~42 AMER, ~29 APAC, ~40 EMEA)
• Over 180 products available in 17 languages
• The last 19 Academy Award Winners for Best Visual Effects use Autodesk
Vision: Helping people imagine, design, and create a better world

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Autodesk use case and aspirations
Planning
• Named accounts
• Territory design
• Territory scoring
Cost Models
• Commissions
• Accruals
• Analytics
Quotas
• Channel
• Named
• Emerging territory
• Mature territory
Forecasts
• HQ model
• Field model
• Predictive analytics
• SFDC integration
Quotas
Cost
Models
Planning
Forecasts

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Autodesk before Anaplan
> 100
Excel
workbooks
Before Anaplan Challenges Vision
• Disconnected revenue
forecasts
• Corrupted Excel files
• Stability
• Time Consuming
• No System of record
• Single source of truth
for revenue, billings,
Subscriptions
• Integrated Models
• Budget/FCST/Actuals
in one place

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FCST consolidation rollout
Phase I
Phase II
Phase III
HQ ConsolidationI HQ
Completed: Q2/Q3 FY16
Field ConsolidationII Sales Directors & FBP
Completed: Q1 FY17
SFDC & AnaplanIII Sales Reps & FBPs
Target Start Date: TBP

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Revenue waterfalls
Needed a solution that could aggregate
several data sources & assumptions
and report at detailed levels
Forecast Roll-up:
• Billings Forecast by Sales + FBPs
 Compiled by Field FAs
 Consolidated at HQ
 Converted to Revenue for Street, BOD
requirements
• Inputs from multiple orgs (Revenue
accounting, FP&A, un-integrated M&A)
Bridge of Billings to Revenue

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How did Anaplan help?
After Anaplan – 1 Waterfall
• Improved reliability, auditability
• No longer tracing down errors
• Robust filtering capabilities
Before Anaplan – 487 Waterfalls
• Difficult to review & audit
• Prone to errors; constant crashing
caused data corruption

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How did we do it?
Leveraged the Profiles functionality – developed assumptions on (i) when
billings would come in and (ii) when those billings would be recognized
• Assessed Revenue Waterfall impact by contract term length and license type
• Incorporated deferred revenue from ERP system
• Revenue Waterfall metrics accessible in Local and Constant Currency as well
as License Type
Designed the solution completely in-house leveraging native
Anaplan functionality
The Profile functionality was the key to unlocking the billings
amortization challenge that Autodesk had.!

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Waterfall deconstruction
Native Anaplan Functionality
Find info in the Anaplan App Hub
(Formulas and Functions)
Version Quarter Contract
Term License Type
Amortization
Split
Assumptions
Profile
Assumptions
Profile
Calculation
Logic

14. Best practices with Anaplan
Phased implementation No Big Bang – figure out what works for
your business, your needs; Use Anaplan’s flexibility to your benefit
Data is key Solve data first (Autodesk used Qlikview)
Methodology Critical to partner with the business to converge
to one approach
Use the App Hub Helpful booster models and formula documentation
Hand hold early Train early and often. Constant re-enforcement.
Most business users haven’t seen Anaplan before.

15. What is next at Autodesk with Anaplan?
Integration