anaplan hub 2015: motorola solutions and accurate sales forecasting

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MOTOROLA SOLUTIONS AND ACCURATE SALES FORECASTING Bill Cate, Senior Director, Global Business Process & Sales Enablement, Motorola Solutions

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Page 1: Anaplan Hub 2015: Motorola Solutions and accurate sales forecasting

MOTOROLA SOLUTIONS AND ACCURATE SALES FORECASTINGBill Cate, Senior Director, Global Business Process & Sales Enablement, Motorola Solutions

Page 2: Anaplan Hub 2015: Motorola Solutions and accurate sales forecasting

BILL CATESenior Director, Global Business Process & Sales Enablement, Motorola Solutions

Page 3: Anaplan Hub 2015: Motorola Solutions and accurate sales forecasting

SPEAKING SESSION AGENDA

ABOUT MOTOROLA SOLUTIONS

CHALLENGES & DRIVERS

DISCOVERING ANAPLAN

HIGH EXPECTATIONS

PROJECT GOALS

FINDING THE RIGHT BALANCE. SALES FORECASTING TOUCHES EVERYTHING

VISIBILITY, ADOPTION, EFFICIENCY AND EFFECTIVENESS, SALES PROFICIENCY, & TRANSPARNCY

FROM > TO > WITH

EVERYBODY SAYS THEY DO FORECASTING

Page 4: Anaplan Hub 2015: Motorola Solutions and accurate sales forecasting

MOTOROLA SOLUTIONS

WE HELP PEOPLE BE THEIR BEST IN THE MOMENTS THAT MATTER

BUILDING SAFER CITIES

BUILDING STRONGER BUSINESSES

Page 5: Anaplan Hub 2015: Motorola Solutions and accurate sales forecasting

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SAFETY AND PRODUCTIVITYMEANS THIS CAN HAPPEN

Page 6: Anaplan Hub 2015: Motorola Solutions and accurate sales forecasting

CHALLENGES & DRIVERSPATH TO ACHIEVE A CLEAR VIEW OF THE BUSINESS

Manual processes, retrospective data, limited cross-org visibility and early adoption of selling mythology

FROMSimplified global process, insights to accelerate deals in the pipeline, aligned resources to high probability deals and consistent forecasting

TO WITHBUSINESS IMPACT

1. Pipeline composition

2. Opportunity progression

3. Conversion history

4. Prioritizing deals

5. Forecast accuracy

6. Demand planning

Page 7: Anaplan Hub 2015: Motorola Solutions and accurate sales forecasting

DISCOVERING ANAPLAN

EVERYBODY SAYS THEY DO FORECASTING

Page 8: Anaplan Hub 2015: Motorola Solutions and accurate sales forecasting

HIGH EXPECTATIONS

FINDING THE RIGHT BALANCE

FORECASTING TOUCHES EVERYTHING,

SALES FORECASTIN

G

SALES

OPERATIONS

FINANCE

SUPPLY CHAIN

SERVICES

Page 9: Anaplan Hub 2015: Motorola Solutions and accurate sales forecasting

PROJECT GOALS

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VISIBILITY

SALESPROFICIENCY

through customer focused sales methodology and better approach to coaching

of one process used across the entire company

to near and long-term business with data from front-line sales

through reduced administrative tasks an increased engaged selling time

EFFICIENCYAND EFFECTIVENESS

ADOPTION

Across aligned business funcions

TRANSPARANCY

Page 10: Anaplan Hub 2015: Motorola Solutions and accurate sales forecasting

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