Post on 15-Jul-2015
© 2014 Anaplan, Inc. All Rights Reserved. Anaplan Confidential Information
ANAPLAN APPS
SALESTerritory & Quota: Collaborative, Quick & Data Driven
© 2014 Anaplan, Inc. All Rights Reserved. Anaplan Confidential Information
21/05/2014 2© 2014 Anaplan, Inc. All Rights Reserved. Anaplan Confidential Information
Territory & Quota
© 2014 Anaplan, Inc. All Rights Reserved. Anaplan Confidential Information
Territory & Quota
We have over
assigned resources
to the same
accounts. Our target is too
large and we don’t
have enough
capacity to reach it.
There is no way I can
reach my quota with
this territory
assignment.
My plans take 6 months
to build, are incomplete,
and constantly out of
date.
© 2014 Anaplan, Inc. All Rights Reserved. Anaplan Confidential Information
ANAPLAN TERRITORY & QUOTA
Manage coverage gaps by effectively
allocating resources
Accurately forecast commissions and
attainments
Flexible Hierarchy
Management
Effective
Dating
Traceability,
Auditability
Many to Many
Relationships
Features
Complete visibility into targets, ramp
schedules and capacity
Align best reps to the right products and
right accounts
© 2014 Anaplan, Inc. All Rights Reserved. Anaplan Confidential Information
A DAY IN THE LIFE
Territory
Manager
Manage Sales Capacity
Bottom Up Goals TargetsClose
Coverage Gaps
Top Down Target Setting
© 2014 Anaplan, Inc. All Rights Reserved. Anaplan Confidential Information
Boston Scientific
Issac Knoot
Director U.S. Sales Strategy
and Operations
Approx. 23,000Employees worldwide
12 manufacturing Facilities worldwide
100 countriesMarket presence
$7.143 billionrevenue
© 2014 Anaplan, Inc. All Rights Reserved. Anaplan Confidential Information
FROM ASPIRATION TO PLAN TO
EXECUTION
SET TARGETS
Understand Market Trends
and Share
Push plans down to
regions/districts/
Feedback from Bottoms Up
Plan
Reconcile Top down and bottom up
Build Patches and Quotas
PUSH OUT COMP
LETTERS
Refresh Targets Monthly
COMPLEX
REALITIES OF
SALES
PLANNING
• Business critical process
• Spans entire organization
• Team is spread out hard
to collaborate
• High visibility and exposure
• No single platform to manage
• Cannot connect the data
• Lots of iteration
© 2014 Anaplan, Inc. All Rights Reserved. Anaplan Confidential Information
Single Platform for Territory and Quota
CONTRACT
BILLING
CRM
REPS
GEOGRAPHIES
ANALYTICS
PLANNING
MODELING
ACCOUNTS
BUSINESS GROUPSTARGET
$$
ACTUALS
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ERP