Tips for aligning your business process and systems to support an accurate quota and compensation structure

Featured speaker

Prakash HariharanSr. Director of Global Customer Success, AnaplanFormer Director of GTM Finance, Intel Security

Agenda

• The complexity prior to Anaplan• Along came Anaplan• Wins with the implementation• Total company adoption

New sources of margin pressure post-acquisition

Reduced margins

Process inefficiencies

Misaligned plans

Excessive discounting

Fractured systems led to inefficient process

Quota

Sales hierarchy

Territory

Comp plan

Sales rep assignment

Goal sheets

Analytics and reporting

Compensation calculator

OrderQuoteOpportunity Book

Assign credit Adj. credit (Excel)

Invoice

Comp modeler

• Large portion of platform based in MS Excel and Access (40+ DBs, 13+ SSs)

• Specialized manual support required, which created process inefficiencies and risk

• Lack of data integration ledto high risk of incorrect plan

and quota data

• Lack of trust in comp data led to increased “help desk” requests

ERP 1 Excel/Access Tools**Each Excel/Access tool should be considered as a separate application

ERP 2

Challenges with tools and systems prior to Anaplan

✗Analyst across geos were out of sync✗ 1 week to process and inaccurate

consolidation

✗ Lack of visibility led to under-allocation✗ Impossible to manage change and lack of

auditability around who was changing numbers

✗ Absence of a real-time picture✗ High variance between planned and

actual commission payouts✗ Period-end heroics to reach goals

✗ Over-discounting of deals✗ Incorrectly configured solutions ✗ Inadequate transparency and insight into pipeline

Commissions calculationTerritory alignment

Quota management

Deal Desk

Along came Anaplan and a unified sales management system

ROI—Resource reduction and re-alignmentTeam size # of sales reps managed2008: 22 (10 FTE + 12 Contr.) 2008: 1,2002012: 10 FTE (-55%) 2012: 1,600 (+33%)2013: 10 FTE (-55%) 2013: 1,900 (+58%)2014: 9 FTE (-55%) 2014: 2,200 (+83%)

Commission cycle benefits:• Reduced commission cycle time from two

weeks to one week in most GEOs• Reduced # of help desk requests from 1,000+

per quarter to <50 per quarter• Increased trust in the commission• Sales reps can view their attainment

dashboard with a one-day lag as opposed to a one-month lag

Territory planning benefits:

• Identify and address rule conflicts and coverage gaps early with territory assignment previews

• Reduction in cycle time for new hires or territory changes during the year

• Single source of truth: No need to maintain the rules in two systems

• Cost savings of $200K annually• Accelerate deployment of clean rules to

CRM• Efficient and effective CRM assignment

process

Commission system 2011 to 2012

Wins within the implementation

The performance, scalability, and versatility of Anaplan is unmatched in the industry. The saying is: “Anaplan Can!”

“

“Territory and

quota planning

Sales compensatio

nDeal Desk

Financial planning

appsMarketing

appsAn Anaplan

COE

• Improved account coverage

• Balanced territories

• Better quota attainment

• Rep alignment

• Reduced commission expense

• Increased trust in data

• Reduction / re-purpose of resources

• Single point of entry for contracts where pricing, products, or services are negotiated

• Real-time metrics for margin and profitability

• Reduced planning cycle time

• Various scenario modeling, including currency

• Top-down adjustments capability

• Bottoms-up analysis

• Average budget entry time reduced by 80%

• Better visibility against actual spend (linked to SAP)

• Better reporting

• Internal Anaplan consultant

• Data hub and hierarchies

• Promote best practices and standards

Total company adoption

Anaplan

Q A