Anaplan Hub 2015: Motorola Solutions and accurate sales forecasting
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Transcript of Anaplan Hub 2015: Motorola Solutions and accurate sales forecasting
MOTOROLA SOLUTIONS AND ACCURATE SALES FORECASTINGBill Cate, Senior Director, Global Business Process & Sales Enablement, Motorola Solutions
BILL CATESenior Director, Global Business Process & Sales Enablement, Motorola Solutions
SPEAKING SESSION AGENDA
ABOUT MOTOROLA SOLUTIONS
CHALLENGES & DRIVERS
DISCOVERING ANAPLAN
HIGH EXPECTATIONS
PROJECT GOALS
FINDING THE RIGHT BALANCE. SALES FORECASTING TOUCHES EVERYTHING
VISIBILITY, ADOPTION, EFFICIENCY AND EFFECTIVENESS, SALES PROFICIENCY, & TRANSPARNCY
FROM > TO > WITH
EVERYBODY SAYS THEY DO FORECASTING
MOTOROLA SOLUTIONS
WE HELP PEOPLE BE THEIR BEST IN THE MOMENTS THAT MATTER
BUILDING SAFER CITIES
BUILDING STRONGER BUSINESSES
5
SAFETY AND PRODUCTIVITYMEANS THIS CAN HAPPEN
CHALLENGES & DRIVERSPATH TO ACHIEVE A CLEAR VIEW OF THE BUSINESS
Manual processes, retrospective data, limited cross-org visibility and early adoption of selling mythology
FROMSimplified global process, insights to accelerate deals in the pipeline, aligned resources to high probability deals and consistent forecasting
TO WITHBUSINESS IMPACT
1. Pipeline composition
2. Opportunity progression
3. Conversion history
4. Prioritizing deals
5. Forecast accuracy
6. Demand planning
DISCOVERING ANAPLAN
EVERYBODY SAYS THEY DO FORECASTING
HIGH EXPECTATIONS
FINDING THE RIGHT BALANCE
FORECASTING TOUCHES EVERYTHING,
SALES FORECASTIN
G
SALES
OPERATIONS
FINANCE
SUPPLY CHAIN
SERVICES
PROJECT GOALS
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VISIBILITY
SALESPROFICIENCY
through customer focused sales methodology and better approach to coaching
of one process used across the entire company
to near and long-term business with data from front-line sales
through reduced administrative tasks an increased engaged selling time
EFFICIENCYAND EFFECTIVENESS
ADOPTION
Across aligned business funcions
TRANSPARANCY
Q A