How Lexmark transformed its demand forecasting and territory management with Anaplan and Salesforce
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Transcript of How Lexmark transformed its demand forecasting and territory management with Anaplan and Salesforce
WELCOME!
Our moderator today:
Jacques FreyAnaplan Switzerland
SPEAKERSRobert Bergstrom
Partner
Axelle BoulardEMEA Product Marketing & Sales Operations Manager
Simulating scenarios and analyzing KPI sensitivity using the Economic Modelling & Simulation app 1(2)
Simulating scenarios and analyzing KPI sensitivity using the Economic Modelling & Simulation app 2(2)
Pre-tax ROIC
Monitoring at leadership level using a Strategy Execution tool:
Managing strategy execution through the organization using Business Management Scorecards 1(2)
Managing strategy execution through the organization using Business Management Scorecards 2(2)
SPEAKERSRobert Bergstrom
Partner
Axelle BoulardEMEA Product Marketing & Sales Operations Manager
About Lexmark• Lexmark is a provider of printing and imaging products, software, solutions and
services that help customer save time and money• Headquarters: Lexington, Kentucky• $3.7 billion in revenue in 2014, approximately 57% from international sales• 170 countries
You want to know more? Visit us on www.lexmark.com
• Information was scattered in different spreadsheets➔ 1 month to assemble data + ½ month to consolidate into
one spreadsheet
• Version control was a nightmare
• Difficulties to collaborate and communicate with others
Before Anaplan
Territory Management
Forecast Process• Sales Forecasting was challenging for all stakeholders prior to deploying
Anaplan:
Why Anaplan?
Sales Forecasting1
• To increase sales productivity• To have sales focusing on what is important
2• To get tool that integrates our Global Demand process• Get the data and roles integrated• Get flexibility: ad-hoc reporting as an example
3• To get more accurate information• To get right product on time for customers
Territory Management
1• To allow Lexmark to act faster
2• To get Interactive Metrics to better monitor territories
3• To get more accurate information
Forecast Process
Forecast Process• Anaplan integrates our data and functions to help develop an aligned forecast
Data + Collaboration = Aligned Forecast
Opportunities• Sales Stage• Probability• Rollout schedule
Quotes• Line Items• Pricing• Quantities
SalesSales
ManagementFinanceDemand Planning
• Accountability• Alignment• Accuracy
• Collaborative tool• Increased Sales Productivity
➔ Minimal work needed from sales to validate their forecast in Anaplan
• Forecast accuracy➔ Items, quantities coming from
quotes so less last minutes deals➔ More time for sales to pay
attention to key deals rather than BAU
➔ Improved product availability• Global process
From spreadsheets to Anaplan=
From days to seconds
Sales forecast Territory Management• Collaborative tool• Improved productivity• Real-time reconciliation globally
of the entire deployment• Consistent corporate guidelines
and KPIs• Easy to use• Good adoption from the 1st week
of implementation• Global process
From spreadsheets to Anaplan=
From weeks to seconds
Key benefits
SPEAKERSRobert Bergstrom
Partner
Axelle BoulardEMEA Product Marketing & Sales Operations Manager
Thank you!
Learn more about ways to improve your sales performance management at www.anaplan.com
