Anaplan for Sales Performance Management & Incentive Compensation Management

1. Thursday, September 12, 2013 © 2012 All Rights Reserved1 Solution Overview Anaplan for Sales Presented by: Date: 2. Thursday, September 12, 2013 © 2012 All Rights Reserved2 Anaplan for Sales – Maximize Sales Performance Improve alignment and motivation Achieve revenue potential Minimize cost of sales Sales Forecasting Quota Planning Territory Management Price and Quote Commission Management Performance Dashboards “It was very intuitive – we could instantly see that the new system would be straightforward. Data is entered into the model and updated in real-time. We don’t have to wait 24-48 hours to see the results.” – VP Sales Finance, Global Technology Company An integrated suite of applications for sales planning, analytics and execution  Rapid time-to-value  Business self-service  Closed-loop and agile 3. Thursday, September 12, 2013 © 2012 All Rights Reserved3 A New Way to Maximize Business Performance Enterprise apps in days, NOT months. Business value in weeks, NOT years. Manage change in real-time! Enterprise Performance CloudTM Easy: Spreadsheet-like flexibility and usability Powerful: Enterprise security, scale and power Connected: Shared data in the cloud Align Analyze Optimize Processes 4. Thursday, September 12, 2013 © 2012 All Rights Reserved4 Sales Forecasting Improve decision-making with driver-based analysis Know when plan, forecast, and actuals are misaligned Monitor and improve sales cycle with historical pipeline snapshots Features:  Executive dashboards  Driver-based scenario analysis  Opportunity tracker  Pipeline alerts  CRM integration (SFDC) 5. Thursday, September 12, 2013 © 2012 All Rights Reserved5 Territory Management Maximize revenue and minimize cost of sales Project impact of territory changes on sales and commissions Improve rep satisfaction with balanced territory assignments Features:  Driver-based scenario analysis  Multi-dimensional definitions  Complex, layered hierarchies  Integral to Quota and Commissions  Integrated with CRM 6. Thursday, September 12, 2013 © 2012 All Rights Reserved6 Quota Planning Eliminate hidden costs of sloppy quota allocation Collaboratively reconcile top-down targets and bottom-up forecasts Improve rep alignment to corporate goals Features:  Rep and executive dashboards  Spread functions and over-rides  Collaborative planning workflow  Integral to Territory and Commissions  Integrated with CRM 7. Thursday, September 12, 2013 © 2012 All Rights Reserved7 Commission Management Automate calculation of complex commission plans Model plans to maximize revenue and reduce cost of sales Reduce payment errors and systematic overpayment Features:  Highly flexible plan design  Excel like syntax to manage credit rules  Scalable in-memory transaction processing  Integrated Quota and Territory Mgt  Attainment and payment dashboards  Robust data integration 8. Thursday, September 12, 2013 © 2012 All Rights Reserved8 Performance Dashboards Motivate and align sales to strategic objectives Improve visibility to sales rep performance Features:  Sales rep scorecards  Rep quota, attainment and forecast  Management roll-ups  Management alerts  Interactive dashboards 9. Thursday, September 12, 2013 © 2012 All Rights Reserved9 Price and Quote Analyze pricing and discounting patterns Optimize quote configurations to improve margins Validate quotes more efficiently and effectively Features:  Summary price and discount dashboards  Margin optimizer  Quote-commission integration  Intuitive quoting rules manager  Quote validation engine  Integration to Product Master and Quoting 10. Anaplan in Action - Demo Sales Forecast Anaplan Hub Shared Reference Data A Living Blueprint Quota & Territory Planning Compensation Management Executive Sales Mgr Configure and Price Quotes Deal Desk Mgr Sales Ops 11. Thursday, September 12, 2013 © 2012 All Rights Reserved11 Anaplan Differentiators Benefit Capabilities Anaplan for Sales Point Solutions Excel and Access Business Self- Serve (Rapid time to value) No-IT Model Mgt ✔ No-Script Import/Export ✔ Cloud Infrastructure ✔ ✔ Modeling Power and Flexibility Single Platform (modeling, analytics, integration, workflow) ✔ Complex Hierarchies (lists) ✔ ✔ Excel-Like Usability ✔ ✔ Connectivity and Collaboration Anaplan Hub (shared hierarchies) ✔ Linkable Models ✔ Web and Mobile ✔ ✔ Enterprise Scalability Hyperblock Architecture (PP) ✔ Audit Trail with Restore ✔ ✔ SSO and Role-Based Access ✔ ✔ 12. Thursday, September 12, 2013 © 2012 All Rights Reserved12 Return on Investment • Eliminated 40 discrete databases • Removed days from quota process • Identified $80M gap in quota coverage • Reduced over-payment 1-2% • Provide daily attainment to front line • Reduced discounting rates Thursday, September 12, 201312 Case Study – Sales Performance Management Company • Global 1000 • Security software • 1500 sales reps Initiative – Margin Improvement • Reduce commissions expense • Improve plan effectiveness • Reduce discounting Challenges • Critical sales operations run on XLS & Access Solution: Anaplan for Sales • Quota Mgt Process • Bookings Credit Module • Commissions Calculator • “Deal Desk” analytics for margin optimization