LEXMARK DRIVES SALES PERFORMANCE MANAGEMENT WITH ANAPLAN AND SALESFORCEBrett ButlerGlobal Business Architect, Sales & Marketing

BRETT BUTLERGlobal Business Architect, Sales & Marketing

SPEAKER

SPEAKING SESSION AGENDA

ABOUT LEXMARKA Global Technology Leader

WHAT DOES OUR TERRITORY MANAGEMENT TOOL DO?

Scoring, Changes, Assignment, Compare, Review & Assign

BEFORE & AFTER ANAPLNA Transformation.

TERRITORY DESIGN PRINCIPLES

What makes for a “Good” Territory Design

TERRITORY SCORING MODEL

Purity, Potential, Workload

Q&A

Lexmark is a global technology leader creating enterprise software, hardware, and services that help organizations draw deeper value from their business information

$3.7B revenue (2014)

$1+B in software company acquisitions over past 5 years

56% of revenue from outside the US

Serving customers in 170 countries

12,000 employees globally

About Lexmark

4

Evaluate territories using the Lexmark’s Territory Scoring Model

Make changes to Territories and Accounts, then immediately see impact on territory design scores

Assign Reps to Territories

Compare Territory requirements vs. Sales Rep skills

Review & approve changes made

What does our Territory Management tool do?

Before and After

Before AfterSeparate spreadsheets for each region / country

Data errors; version control issues

Territory = Person Assigned

Hard to enforce territory guidelines

Single, real-time, global, collaborative tool

Data integrity; ability to integrate with SF

Territory = a sales job (Staffable or Unstaffable)

Consistent corporate guidelines enforced

No analysis on territory fit with Rep skill sets

Compare Territory’s needs vs. Sales Rep’s skills

Territory Design Principles

Workload20%Potential

40%

Purity40%

• Purity

• Potential

• Workload

What Makes for a “Good” Territory Design?

Territory Scoring Model

Purity: 40 Points

Potential: 40 Points

Workload: 20 Points

• Interest in Out-sourcing Purity− 20 points, all or none

• Hunter/Farmer Purity− 12 points, all or none

• Vertical Industry Purity− 8 pts - total purity− 4 pts - partial purity

• Historic Lexmark Revenue− 20 points,

sliding scale

• Future Potential Revenue− 20 points,

sliding scale

• Calls Needed to “Cover” Territory− 20 points,

sliding scale

$

© 2015 Lexmark International, Inc. All rights reserved. 9

Demo in Anaplan

Q A