#AnaplanHub16
0
7
4 2938
5
6 13 0
5 72
8Smarter planning appsfor numbers-driven
companies
#AnaplanHub16
Managing two distinct workforce plans to drive growth: Deploying and Integrating Anaplan across the organization
#AnaplanHub16
Mike LembergVice President, Finance
#AnaplanHub16
Philippines Center: Opened Q4 2105Bookings:
$8.4B sold on behalf of our Customers
Revenue: $250M
Global Employees: 3,000
Revenue-as-a-Service Solution Suite
Initial Sale +90 Days +180 Days +270 Days +360 Days
: End-to-End Revenue Lifecycle Solutions for the B2B Enterprise
Onboarding Adoption, Expansion Retention Renewals
RLM TECHNOLOGY
Best-Practice RLM PROCESS
Globally Deployed, Expert PEOPLE
ServiceSource RLM Platform
Customer Onboarding
Customer Success Mgmt.
Renewals
Mgmt.Warranty
ConversionUpsell + Cross-sell
Sales Enablemen
t + Quoting
Channel Mgmt.
Software Hardware Networking Industrials / HCLS
Information Services
: Driving revenue for the world’s leading global enterprises for 15+ years
Global revenue centers 40+
Languagescovered
Channel partners & resellers managed240k
+
Globalemployees3,000
+11
Privilege of focus
Global Scale Disciplined Process
: Driving revenue for the world’s leading global enterprises for 15+ years
Pre Anaplan Challenges• Running budgeting, forecasting, reporting and analytics in Excel model
built pre IPO• 80% of time “managing the model”, hoping the numbers were right• Two distinct planning models:
1) 2,500 employees in our 11 service centers (“Managed Service”) 2) Proserv, Software, SG&A, R&D (“Corporate”)
• Lack of flexibility in measuring, connecting and monitoring the complexity of two planning models
• Misaligned business unit objectives and metrics due to the lack of visibility into the health of the business across different regions, departments, and levels
Unique requirements for each planning model
Managed Services Corporate
Custom planning model unique to ServiceSource
“Production” Forecasting: How we generate rev for our customers
Forecasting our revenue based on our pay for performance model
Headcount by region, job type, job level
Margin / Contribution by Center, Customer
SW and ProServ Revenue forecasting Standard Workforce planning for
ProServ, R&D and SG&A (hire, xfer, promote, term)
Corporate drivers for allocations, benefits, fully loaded costs
Consolidation of forecast
Why Anaplan
Anaplan’s Platform Technology allowed us to build unique, custom Managed Services Model
For Corp Model, use best practice Workforce planning; integrated custom model with
prescriptive planning for corp
Platform Technology
Integrate Standard Corp
Planning w/ Custom Model
Intuitive Interface Excel like interface via browser enable rapid deployment across 200+ users
#AnaplanHub16
Process flow / Anaplan footprint
Financials &HR
Best Practices (Vanilla) Model• SG&A, R&D, Prof Svcs• Standard Workforce &
Other Expense Planning
Custom, “Unique” ModelService Delivery• 2500 employees, 11
centers• By job family, job type,
site
Corporate Reporting• Consolidate
forecast, P&L• Project forecast
against actuals
#AnaplanHub16
Results Delivered Via Improved Transparency, Analytics and Driving Ownership to Business Partners
• Operating expenses reduced 15% year-over-year
• Improved Managed Service rep productivity by >5%
• 2014: 80/20 (process / insights); 2015 80 / 20 (insights / process)
• Flexible models provide the ability to adjust planning needs using real-time data from Workday
• Fast adoption of the platform throughout the organization, Anaplan and Excel can co-exist
#AnaplanHub16
1 2 3Keys to Success: Controlled Development Approach
PROJECT MANAGEMENT
FINANCE IT
• Requirements• Sponsorship• Bias for simplicity• Integration w/ Wokrday
• Anaplan Expert• Source data
• Project Tracking• Scope Control• Key Practices• Change Management
Result: In 5 Weeks, Successfully delivered Plan for… > 70 client accounts > 200 users 8 offices
#AnaplanHub16
So What, and Next Steps So What
• Put the “A” back in FP&A• More granularity and
transparency• Provide analytics, reports
& insights tp management to facilitate effective decision making.
• Arm and empower business to drive towards
Next Steps
• Further enhancements to existing models• Exec Dashboards• Add’l dimensions
• New Models• Sales compensation• Outside sales bookings• Revenue
Q A