#AnaplanHub16
#AnaplanHub16
Revenue modeling: aligning sales operations and finance
Nick Hanson, Director of FinanceJ.R. Matheson, Sales Finance Manager
#AnaplanHub16
Nick HansonDirector, Finance
Speaker photo
J.R. Matheson Sales Finance Manager
#AnaplanHub16
Company background
• Leader in 3D design, engineering, and entertainment software• Annual revenue $2.5B• Over 110 offices in 37 countries (~42 AMER, ~29 APAC, ~40 EMEA)• Over 180 products available in 17 languages• The last 19 Academy Award Winners for Best Visual Effects use
Autodesk
Vision: Helping people imagine, design, and create a better world
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Autodesk use case and aspirationsPlanning• Named accounts• Territory design• Territory scoring
Cost Models• Commissions• Accruals• Analytics
Quotas• Channel• Named• Emerging territory• Mature territory
Forecasts• HQ model• Field model• Predictive analytics• SFDC integration
QuotasCost Models
Planning
Forecasts
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Autodesk before Anaplan
> 100Excel workbooks
Before Anaplan Challenges Vision• Disconnected
revenue forecasts• Corrupted Excel files• Stability• Time Consuming• No System of record
• Single source of truth for revenue, billings, Subscriptions
• Integrated Models• Budget/FCST/Actuals
in one place
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FCST consolidation rollout
Phase I
Phase II
Phase III
HQ ConsolidationI HQ
Completed: Q2/Q3 FY16
Field ConsolidationII Sales Directors &
FBPCompleted: Q1 FY17
SFDC & AnaplanIII Sales Reps & FBPs
Target Start Date: TBP
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Revenue waterfalls
Needed a solution that could aggregate several data sources & assumptions and report at detailed levels
Forecast Roll-up:• Billings Forecast by Sales + FBPs Compiled by Field FAs Consolidated at HQ Converted to Revenue for Street,
BOD requirements• Inputs from multiple orgs (Revenue
accounting, FP&A, un-integrated M&A)
Bridge of Billings to Revenue
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#AnaplanHub16
How did Anaplan help?After Anaplan – 1 Waterfall
• Improved reliability, auditability• No longer tracing down errors• Robust filtering capabilities
Before Anaplan – 487 Waterfalls
• Difficult to review & audit• Prone to errors; constant crashing
caused data corruption
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How did we do it?
Leveraged the Profiles functionality – developed assumptions on (i) when billings would come in and (ii) when those billings would be recognized• Assessed Revenue Waterfall impact by contract term length and
license type• Incorporated deferred revenue from ERP system• Revenue Waterfall metrics accessible in Local and Constant Currency
as well as License TypeDesigned the solution completely in-house leveraging native Anaplan functionality
The Profile functionality was the key to unlocking the billings amortization challenge that Autodesk had.!
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Waterfall deconstruction
Native Anaplan FunctionalityFind info in the Anaplan App
Hub (Formulas and Functions)
Version Quarter Contract Term License
Type
Amortization Split
Assumptions
Profile Assumptio
ns
Profile Calculation
Logic
Best practices with AnaplanPhased implementation No Big Bang – figure out what works for your business, your needs; Use Anaplan’s flexibility to your benefit
Data is key Solve data first (Autodesk used Qlikview)
Methodology Critical to partner with the business to converge to one approach
Use the App Hub Helpful booster models and formula documentation
Hand hold early Train early and often. Constant re-enforcement. Most business users haven’t seen Anaplan before.
What is next at Autodesk with Anaplan?
Integration