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Solution OverviewAnaplan for Sales Presented by: Date:
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Anaplan for Sales – Maximize Sales Performance
Improve alignment and motivationAchieve revenue potentialMinimize cost of sales
Sales Forecasting
Quota Planning
Territory Management
Price and Quote
Commission Management
PerformanceDashboards
“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
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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 usabilityPowerful: Enterprise security, scale and powerConnected: Shared data in the cloud
Align Analyze
Optimize
Processes
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Sales Forecasting
Improve decision-making with driver-based analysisKnow when plan, forecast, and actuals are misalignedMonitor and improve sales cycle with historical pipeline snapshots
Features:
Executive dashboards
Driver-based scenario analysis
Opportunity tracker
Pipeline alerts
CRM integration (SFDC)
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Territory Management
Maximize revenue and minimize cost of salesProject impact of territory changes on sales and commissionsImprove 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
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Quota Planning
Eliminate hidden costs of sloppy quota allocationCollaboratively reconcile top-down targets and bottom-up forecastsImprove 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
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Commission Management
Automate calculation of complex commission plansModel plans to maximize revenue and reduce cost of salesReduce 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
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Performance Dashboards
Motivate and align sales to strategic objectivesImprove visibility to sales rep performance
Features:
Sales rep scorecards
Rep quota, attainment and forecast
Management roll-ups
Management alerts
Interactive dashboards
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Price and Quote
Analyze pricing and discounting patternsOptimize quote configurations to improve marginsValidate 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
Anaplan in Action - Demo
Sales Forecast Anaplan Hub
Shared Reference Data A Living Blueprint
Quota &TerritoryPlanning
Compensation Management
Executive Sales Mgr
Configure and Price Quotes
Deal Desk Mgr Sales Ops
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Anaplan DifferentiatorsBenefit Capabilities Anaplan
for SalesPoint
SolutionsExcel and
AccessBusiness 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 ✔ ✔
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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
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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
“The ROI is a no-brainer. I’m used to project
paybacks measured in years, but this
project’s return is measured in months on a
cash basis… the ROI is in excess of 400%.”
- Bryan Bayless, VP Sales Finance
Solution: Anaplan for Sales• Quota Mgt Process• Bookings Credit Module• Commissions Calculator• “Deal Desk” analytics for margin optimization