© 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