Tips for optimizing your

sales force productivity

SPM webinar series

Sales force effectiveness with Anaplan

Webinar Agenda

• The complexity of HP

• The breaking point

• The Territory & Quota transformation

• The Anaplan value

• Q&A

Featured speaker

Bob Slaby

VP of Customer Operations, Anaplan

Former VP of Sales Operations, Hewlett-Packard

HP’s global complexity

1000+ sales metrics

380+ sales coverage plans

178 countries

800+ metric components

to which quota is

deployed

80K+ customers with

assigned quota

35M+ transactions

every month

8000+ on top bonus

30K+people on sales plan

How HP managed global quota & territory

• Huge resource and time consuming

• Risk of losing information

• No single system of record

Legacy systems

• Interlock between the 3 regions is

not synchronized

• No visibility of performance & Go to

Market for global customers

• No global view of quota deployed

Global view

• Capability to measure how any change

affect the business results

• Sales productivity driven by financial

indicator and not by coverage

• Ability to be fully consistent across business units

and regions

Effectiveness

• Needs to conduct many calls with the

regions to collect data

• Difficult to help proactively and enforce

a standardize model

• Limited best practice sharing

Lots of inquiries

• 178 countries

• 30,000+ sales reps

• 5 months to set-up

• 3,500 users

• Auditable process

• Top-down & bottom-up

reconciliation

What HP said What Anaplan heard

• Scale–50 billion cells

• Collaborative

• Complexity

• Hundreds of data feeds

• Global support

• Hard deadline

How Anaplan manages global quota and

territory

Single repository

of info

History tracking and full

Knowledge Base right in

the cloud

Easy access &

easy to use

Provides workflow that

helps governance

Provides

worldwide visibility

Real time KPIs to check

status of deployed quota

Account

Segmentation

& Scoring

Unrivaled modeling &

planning power

Connect plans across

the business

Get pre-built apps or

build your own

Simple, intuitive

interface

Collaboration in

the cloud

Reporting & Analysis

Anaplan Platform

Territory

Planning

Quota

Planning

Sales

CapacityCrediting

Sales

Accruals

Sales

ForecastingDeal Desk

Incentive

Compensation

Anaplan for Sales

End-to-end sales performance management

Anaplan value

and scaleFaster comp letters vs.

data size growth

• Time to value = live in 7 months

• Sales incentives = 2% to 4% of Revenue, e.g. $50B = $1B - $2B

• Every 1% of savings = $10 - $20 Million

• Anaplan ROI < 1 year

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All Comp letters (weeks) One BU Comp letters (weeks) Data Size (TB)

WEEKS

TERABYTES

4 steps to a successful

implementation

Model build

Business process

Data integration

Change management

Q A