In this webinar, Bob discusses the complexity of managing sales planning during his previous role at Hewlett-Packard, where he managed sales performance and compensation globally across sales, service, and support. With over 30,000 sales people and more than 380 different incentive compensation plans, as well as over 1,000 sales plan metrics, Bob found himself stuck with inefficient processes between legacy systems and spreadsheets—until Anaplan. Hear the full transformation story and discover how HP now efficiency and accurately manages its territory and quota globally.

1. Tips for optimizing your
sales force productivity
SPM webinar series

2. Sales force effectiveness with Anaplan
Webinar Agenda
• The complexity of HP
• The breaking point
• The Territory & Quota transformation
• The Anaplan value
• Q&A

3. Featured speaker
Bob Slaby
VP of Customer Operations, Anaplan
Former VP of Sales Operations, Hewlett-Packard

5. HP’s global complexity
1000+ sales metrics
380+
sales coverage plans
178 countries
800+
metric components
to which quota is
deployed
80K+
customers with
assigned quota
35M+
transactions
every month
8000+
on top bonus
30K+
people on sales plan

6. How HP managed global quota & territory
• Huge resource and time consuming
• Risk of losing information
• No single system of record
Legacy systems
• Interlock between the 3 regions is
not synchronized
• No visibility of performance & Go to
Market for global customers
• No global view of quota deployed
Global view
• Capability to measure how any change
affect the business results
• Sales productivity driven by financial
indicator and not by coverage
• Ability to be fully consistent across business units
and regions
Effectiveness
• Needs to conduct many calls with the
regions to collect data
• Difficult to help proactively and enforce
a standardize model
• Limited best practice sharing
Lots of inquiries

7. • 178 countries
• 30,000+ sales reps
• 5 months to set-up
• 3,500 users
• Auditable process
• Top-down & bottom-up
reconciliation
What HP said What Anaplan heard
• Scale–50 billion cells
• Collaborative
• Complexity
• Hundreds of data feeds
• Global support
• Hard deadline

8. How Anaplan manages global quota and
territory
Single repository
of info
History tracking and full
Knowledge Base right in
the cloud
Easy access &
easy to use
Provides workflow that
helps governance
Provides
worldwide visibility
Real time KPIs to check
status of deployed quota

9. Account
Segmentation
& Scoring
Unrivaled modeling &
planning power
Connect plans across
the business
Get pre-built apps or
build your own
Simple, intuitive
interface
Collaboration in
the cloud
Reporting & Analysis
Anaplan Platform
Territory
Planning
Quota
Planning
Sales
Capacity
Crediting
Sales
Accruals
Sales
Forecasting
Deal Desk
Incentive
Compensation
Anaplan for Sales
End-to-end sales performance management

10. Anaplan value
and scale
Faster comp letters vs.
data size growth
• Time to value =
live in 7 months
• Sales incentives =
2% to 4% of Revenue, e.g.
$50B = $1B - $2B
• Every 1% of savings = $10
- $20 Million
• Anaplan ROI
< 1 year
0
1
2
3
4
5
6
7
0
2
4
6
8
10
12
14
16
18
20
2012 2013 2014 2015 2016
All Comp letters (weeks) One BU Comp letters (weeks) Data Size (TB)
WEEKS
TERABYTES

11. 4 steps to a successful
implementation
 Model build
 Business process
 Data integration
 Change management

12. Q A