sales forecasting: detailed visibility, real-time trends, instant cost and margin analysis (anaplan...

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Hub 14 Integrated Sales Forecasting Our journey with Anaplan

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Platinum sponsor Deloitte will present a case study on how they worked with Lexmark to improve their sales planning and execution. With a combination of best-in-class technology and best practices around people and process, Lexmark has positioned itself to capitalize on new market opportunities. SPEAKERS Denis Giuliani, Vice President, Marketing and Sales, Lexmark Kevin Josephson, Manager, Deloitte

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Page 1: Sales Forecasting: Detailed Visibility, Real-Time Trends, Instant Cost And Margin Analysis (Anaplan HUB2014)

Hub 14 Integrated Sales Forecasting Our journey with Anaplan

Page 2: Sales Forecasting: Detailed Visibility, Real-Time Trends, Instant Cost And Margin Analysis (Anaplan HUB2014)

Copyright © 2014 Deloitte Development LLC. All rights reserved. 1 Hub 14 — Integrated Sales Forecasting — Our journey with Anaplan

Topics

Topic

Introduction/Lexmark background

Sales forecasting challenges

Solution overview

Solution demo

Captured learning

Benefits realized

Q&A

Page 3: Sales Forecasting: Detailed Visibility, Real-Time Trends, Instant Cost And Margin Analysis (Anaplan HUB2014)

Introduction

Page 4: Sales Forecasting: Detailed Visibility, Real-Time Trends, Instant Cost And Margin Analysis (Anaplan HUB2014)

Copyright © 2014 Deloitte Development LLC. All rights reserved. 3 Hub 14 — Integrated Sales Forecasting — Our journey with Anaplan

Presenters

Kevin Josephson Deloitte Consulting LLP Sales Effectiveness Manager

Denis Giuliani Lexmark International VP Marketing and Sales

•  20+ years of experience with leadership roles in strategic marketing, end-user and channel sales, and product marketing

•  Program Owner for Lexmark’s Front Office Sales Tools Transformation

•  15 years of management consulting experience to improve sales performance

•  Functional leader for Lexmark’s Front Office Sales Tools Transformation

Page 5: Sales Forecasting: Detailed Visibility, Real-Time Trends, Instant Cost And Margin Analysis (Anaplan HUB2014)

Copyright © 2014 Deloitte Development LLC. All rights reserved. 4 Hub 14 — Integrated Sales Forecasting — Our journey with Anaplan

Lexmark has become a provider of “unstructured information” solutions

Since 1991

Provider of “Printing” Solutions

Today

Smart MFPs

Managed Print Solutions

Output Management

Capture Process Search Process Management

Content Management

In order to help drive this transformation, Lexmark has invested heavily in best-in-class sales tools

Page 6: Sales Forecasting: Detailed Visibility, Real-Time Trends, Instant Cost And Margin Analysis (Anaplan HUB2014)

Copyright © 2014 Deloitte Development LLC. All rights reserved. 5 Hub 14 — Integrated Sales Forecasting — Our journey with Anaplan

•  Define enterprise-wide processes, key metrics and application portfolio •  Define specific capabilities to be successful in a solution-selling environment •  Change Lexmark’s tools to better align with how we want to engage with customers and

partners in a solutions led engagement

Program objectives Front office program overview

• Lead • Account • Opportunity • Professional

services

• Configuration • Pricing • Quoting

• Strategic account planning

• Opportunity management

• Sales forecasting • Territory

management

BigMachines TAS Dealmaker

Page 7: Sales Forecasting: Detailed Visibility, Real-Time Trends, Instant Cost And Margin Analysis (Anaplan HUB2014)

Sales forecasting challenges and solution

Page 8: Sales Forecasting: Detailed Visibility, Real-Time Trends, Instant Cost And Margin Analysis (Anaplan HUB2014)

Copyright © 2014 Deloitte Development LLC. All rights reserved. 7 Hub 14 — Integrated Sales Forecasting — Our journey with Anaplan

Sales forecasting was challenging for all stakeholders prior to deploying Anaplan

Challenges

Sales Reps •  Manual process •  Duplicate data entry •  Lack of a closed loop

Sales management •  Inaccurate view of pipeline •  Variation in sales reps forecasting ability

Demand planning •  Late stage surprises •  Missing and inaccurate information

Finance •  Inaccurate revenue projections •  Not aligned with Sales and Demand Plan

Page 9: Sales Forecasting: Detailed Visibility, Real-Time Trends, Instant Cost And Margin Analysis (Anaplan HUB2014)

Copyright © 2014 Deloitte Development LLC. All rights reserved. 8 Hub 14 — Integrated Sales Forecasting — Our journey with Anaplan

Anaplan integrates our data and functions to help develop an aligned forecast

Opportunities

Quotes

•  Sales stage •  Probability •  Rollout schedule

•  Line items •  Pricing and quantities

Data Collaboration

Sales

Sales Management

Finance

Demand Planning

+ = Aligned forecast

•  Accountability •  Accuracy •  Alignment

Page 10: Sales Forecasting: Detailed Visibility, Real-Time Trends, Instant Cost And Margin Analysis (Anaplan HUB2014)

Copyright © 2014 Deloitte Development LLC. All rights reserved. 9 Hub 14 — Integrated Sales Forecasting — Our journey with Anaplan

The forecasting process

Create sales opportunities 1.0 Manage sales

opportunities

2.0 Sales review

3.0 Geo demand review

5.0 Reconcile to actuals

4.0 Global consolidated

forecast

•  Identify opportunities to include in sales forecast

•  Adjust rollout schedule

•  Determine opportunities to add to the demand plan and financial outlook

•  Global review and sign-off

•  Compare forecasted data to actuals

•  Address consistent accuracy challenges

•  Drive opportunities forward •  Manage early and late stage

opportunity forecast data

Page 11: Sales Forecasting: Detailed Visibility, Real-Time Trends, Instant Cost And Margin Analysis (Anaplan HUB2014)

Copyright © 2014 Deloitte Development LLC. All rights reserved. 10 Hub 14 — Integrated Sales Forecasting — Our journey with Anaplan

9 months from idea to go-live Our journey

May 2013

Process design

August 2013

Selected Anaplan

January 2014

Completed development

March 2014

Launched EMEA

April 2014

Launched NA and LA

Why Anaplan?

Flexible Quick to deploy Salesforce integration

Forecast to line item level

Page 12: Sales Forecasting: Detailed Visibility, Real-Time Trends, Instant Cost And Margin Analysis (Anaplan HUB2014)

Solution demo

Page 13: Sales Forecasting: Detailed Visibility, Real-Time Trends, Instant Cost And Margin Analysis (Anaplan HUB2014)

Captured learning and benefits

Page 14: Sales Forecasting: Detailed Visibility, Real-Time Trends, Instant Cost And Margin Analysis (Anaplan HUB2014)

Copyright © 2014 Deloitte Development LLC. All rights reserved. 13 Hub 14 — Integrated Sales Forecasting — Our journey with Anaplan

•  Understand data accuracy and challenges going in to identify what data elements may need adjustment in Anaplan

•  Start with getting the process right — and use Anaplan as a catalyst for process improvement

•  Understand your user-base and design UIs/dashboards as pointedly as possible

•  Training, especially for sales, needs to be ongoing and repetitive

Captured learning

Page 15: Sales Forecasting: Detailed Visibility, Real-Time Trends, Instant Cost And Margin Analysis (Anaplan HUB2014)

Copyright © 2014 Deloitte Development LLC. All rights reserved. 14 Hub 14 — Integrated Sales Forecasting — Our journey with Anaplan

Key benefits

Increased sales productivity

•  40% of sales reps needed to do only minimal validation in Anaplan before submitting their forecast; vast improvement in this number each cycle

Forecast accuracy •  Linkage to quote to match true customer demand •  Actual vs. standard pricing

Funnel integrity •  Sales funnel reflects actual volumes and pricing

Global consistency •  One process and tool used by all four geographies •  Flexibility for geo-unique reporting

Page 16: Sales Forecasting: Detailed Visibility, Real-Time Trends, Instant Cost And Margin Analysis (Anaplan HUB2014)

Q&A

Page 17: Sales Forecasting: Detailed Visibility, Real-Time Trends, Instant Cost And Margin Analysis (Anaplan HUB2014)

About Deloitte Deloitte refers to one or more of Deloitte Touche Tohmatsu Limited, a UK private company limited by guarantee, and its network of member firms, each of which is a legally separate and independent entity. Please see www.deloitte.com/about for a detailed description of the legal structure of Deloitte Touche Tohmatsu Limited and its member firms. Please see www.deloitte.com/us/about for a detailed description of the legal structure of Deloitte LLP and its subsidiaries. Certain services may not be available to attest clients under the rules and regulations of public accounting. Copyright © 2014 Deloitte Development LLC. All rights reserved. 36 USC 220506 Member of Deloitte Touche Tohmatsu Limited