Hub 14 Integrated Sales Forecasting Our journey with Anaplan
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
Introduction
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
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
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
Sales forecasting challenges and solution
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
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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
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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
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
Solution demo
Captured learning and benefits
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
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
Q&A
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