Hub16: Revenue modeling at Autodesk: Aligning Sales Operations and Finance with Anaplan

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Transcript of Hub16: Revenue modeling at Autodesk: Aligning Sales Operations and Finance with Anaplan

Page 1: Hub16: Revenue modeling at Autodesk: Aligning Sales Operations and Finance with Anaplan
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Revenue modeling: aligning sales operations and finance

Nick Hanson, Director of FinanceJ.R. Matheson, Sales Finance Manager

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Nick HansonDirector, Finance

Speaker photo

J.R. Matheson Sales Finance Manager

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Company background

• Leader in 3D design, engineering, and entertainment software• Annual revenue $2.5B• Over 110 offices in 37 countries (~42 AMER, ~29 APAC, ~40 EMEA)• Over 180 products available in 17 languages• The last 19 Academy Award Winners for Best Visual Effects use

Autodesk

Vision: Helping people imagine, design, and create a better world

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Autodesk use case and aspirationsPlanning• Named accounts• Territory design• Territory scoring

Cost Models• Commissions• Accruals• Analytics

Quotas• Channel• Named• Emerging territory• Mature territory

Forecasts• HQ model• Field model• Predictive analytics• SFDC integration

QuotasCost Models

Planning

Forecasts

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Autodesk before Anaplan

> 100Excel workbooks

Before Anaplan Challenges Vision• Disconnected

revenue forecasts• Corrupted Excel files• Stability• Time Consuming• No System of record

• Single source of truth for revenue, billings, Subscriptions

• Integrated Models• Budget/FCST/Actuals

in one place

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FCST consolidation rollout

Phase I

Phase II

Phase III

HQ ConsolidationI HQ

Completed: Q2/Q3 FY16

Field ConsolidationII Sales Directors &

FBPCompleted: Q1 FY17

SFDC & AnaplanIII Sales Reps & FBPs

Target Start Date: TBP

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Revenue waterfalls

Needed a solution that could aggregate several data sources & assumptions and report at detailed levels

Forecast Roll-up:• Billings Forecast by Sales + FBPs Compiled by Field FAs Consolidated at HQ Converted to Revenue for Street,

BOD requirements• Inputs from multiple orgs (Revenue

accounting, FP&A, un-integrated M&A)

Bridge of Billings to Revenue

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How did Anaplan help?After Anaplan – 1 Waterfall

• Improved reliability, auditability• No longer tracing down errors• Robust filtering capabilities

Before Anaplan – 487 Waterfalls

• Difficult to review & audit• Prone to errors; constant crashing

caused data corruption

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How did we do it?

Leveraged the Profiles functionality – developed assumptions on (i) when billings would come in and (ii) when those billings would be recognized• Assessed Revenue Waterfall impact by contract term length and

license type• Incorporated deferred revenue from ERP system• Revenue Waterfall metrics accessible in Local and Constant Currency

as well as License TypeDesigned the solution completely in-house leveraging native Anaplan functionality

The Profile functionality was the key to unlocking the billings amortization challenge that Autodesk had.!

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Waterfall deconstruction

Native Anaplan FunctionalityFind info in the Anaplan App

Hub (Formulas and Functions)

Version Quarter Contract Term License

Type

Amortization Split

Assumptions

Profile Assumptio

ns

Profile Calculation

Logic

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Best practices with AnaplanPhased implementation No Big Bang – figure out what works for your business, your needs; Use Anaplan’s flexibility to your benefit

Data is key Solve data first (Autodesk used Qlikview)

Methodology Critical to partner with the business to converge to one approach

Use the App Hub Helpful booster models and formula documentation

Hand hold early Train early and often. Constant re-enforcement. Most business users haven’t seen Anaplan before.

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What is next at Autodesk with Anaplan?

Integration