Download - Anaplan for Sales Performance Management & Incentive Compensation Management

Monday, April 10, 2023 © 2012 All Rights Reserved1

Solution OverviewAnaplan for Sales Presented by: Date:


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


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


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)


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


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


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


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


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


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 ✔ ✔


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

Monday, April 10, 202312

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