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Anaplan provides cloud-based performance management solutions for large enterprises. Anaplan’s patented platform features a scalable and flexible inmemory modeling and data processing engine (HyperBlockTM) that enables operations analysts to rapidly create and modify complex plans without requiring additional technical expertise. Anaplan scales to support detailed operational planning on daily intervals, and it can process large volumes of production data for closed-loop planning and execution. Anaplan’s modular applications can be seamlessly linked to create enterprise solutions. Anaplan for Sales is one solution that enterprises use to align sales territories, set quotas, pay commissions, and optimize price quotes in largescale production environments.
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Monday, April 10, 2023 © 2012 All Rights Reserved1
Solution OverviewAnaplan for Sales Presented by: Date:
Monday, April 10, 2023 © 2012 All Rights Reserved2
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
Monday, April 10, 2023 © 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 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
