how lexmark transformed its demand forecasting and territory management with anaplan and salesforce

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Post on 07-Jan-2017

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PowerPoint Presentation

1

WELCOME!

Our moderator today:

Jacques FreyAnaplan Switzerland

SPEAKERSRobert Bergstrom

PartnerAxelle Boulard

EMEA Product Marketing & Sales Operations Manager

Simulating scenarios and analyzing KPI sensitivity using the Economic Modelling & Simulation app 1(2)

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Simulating scenarios and analyzing KPI sensitivity using the Economic Modelling & Simulation app 2(2)

Pre-tax ROIC

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Monitoring at leadership level using a Strategy Execution tool:

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Managing strategy execution through the organization using Business Management Scorecards 1(2)

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Managing strategy execution through the organization using Business Management Scorecards 2(2)

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SPEAKERSRobert Bergstrom

PartnerAxelle Boulard

EMEA Product Marketing & Sales Operations Manager

About LexmarkLexmark is a provider of printing and imaging products, software, solutions and services that help customer save time and moneyHeadquarters: Lexington, Kentucky$3.7 billion in revenue in 2014, approximately 57% from international sales170 countriesYou want to know more? Visit us on www.lexmark.com

Information was scattered in different spreadsheets1 month to assemble data + month to consolidate into one spreadsheet

Version control was a nightmare

Difficulties to collaborate and communicate with othersBefore AnaplanTerritory Management

Forecast ProcessSales Forecasting was challenging for all stakeholders prior to deploying Anaplan:

Why Anaplan?

Sales Forecasting

Territory Management

Forecast Process

Forecast ProcessAnaplan integrates our data and functions to help develop an aligned forecast

Data + Collaboration = Aligned Forecast

OpportunitiesSales StageProbabilityRollout scheduleQuotesLine ItemsPricingQuantitiesSalesSales ManagementFinanceDemand Planning

AccountabilityAlignmentAccuracy

Collaborative toolIncreased Sales ProductivityMinimal work needed from sales to validate their forecast in AnaplanForecast accuracyItems, quantities coming from quotes so less last minutes dealsMore time for sales to pay attention to key deals rather than BAUImproved product availabilityGlobal process

From spreadsheets to Anaplan=From days to seconds

Sales forecastTerritory ManagementCollaborative toolImproved productivityReal-time reconciliation globally of the entire deploymentConsistent corporate guidelines and KPIsEasy to useGood adoption from the 1st week of implementationGlobal process

From spreadsheets to Anaplan=From weeks to seconds

Key benefits

SPEAKERSRobert Bergstrom

PartnerAxelle Boulard

EMEA Product Marketing & Sales Operations Manager

Thank you!Learn more about ways to improve your sales performance management at www.anaplan.com