Laura Roach and Forrester discuss the 5 keys to integrated sales performance management

1. © 2014 Anaplan,Inc.All Rights Reserved. Anaplan Confidential Information
U N S T O P P A B L E
success.
Paul Hamerman, Forrester
Bryan Katis, Anaplan
Laura Roach, OpenSymmetry

2. Five Keys to Integrated Planning and
Unstoppable Business Performance
Paul Hamerman, Vice President and Principal Analyst
March 26, 2015

3. © 2012 Forrester Research, Inc. Reproduction Prohibited
Agenda
Introduction
5 key next practices for integrated
planning
Recommendations
3

4. Finance, sales, and operations must drive
growth with greater levels of process agility and
business insight as new technology (e.g., SaaS,
user experience, analytics) drives innovation in
enterprise performance management (EPM).

5. © 2012 Forrester Research, Inc. Reproduction Prohibited
The functional scope of Enterprise
Performance Management (EPM)
September 2013 “The Forrester Wave™: Financial Performance Management, Q3 2013”

6. Customer pain points for planning and
business performance
Pain Point Explanation
Cumbersome and
inflexible plans
• Plans and forecasts require more frequent updates to reflect changing
business assumptions and market conditions.
Business information is
not timely
• Batch interfaces and lengthy process to close the books results in
delays the reporting and analysis of financial results. Real-time is
valued more today.
Intermittent
collaboration
• Collaboration is a big challenge when email and spreadsheets are
used to develop plans and forecasts.
Lack of strategic focus • Planning and performance measures retain a traditional focus on
controlling costs rather than aligning with strategic growth imperatives.
Lack of insight into
profitability and
performance
• Numerical reports and presentations obscure insight into trends and
performance indicators
• Difficulty in correlating financial, sales, and operational results.

7. Planning vs. Business Intelligence (BI)
• Planning and BI co-exist and complement one another
Ø Planning is a process-driven application
Ø BI is a set of tools to create insight based on results and data
• Your BI solutions help you analyze past results and
current trends and metrics to inform your plans
• Your planning application helps you create predictive
context to guide the business based on results
• Use planning and BI together to anticipate the future and
analyze how and why results vary from expectations
7

8. 59%
63%
64%
66%
66%
68%
71%
Ability to replace upfront capital spending with
monthly operating expense payments
Lower overall costs
Support business innovation with new capabilities
Allows us to focus resources on more important
projects
Quickly delivers functionality not available in a
traditional packaged software
Speed of implementation and deployment
Improved business agility
“How important were the following benefits in your firm’s decision
to use SaaS?”
(Important [4] and very important [5])
Base: 802 NA and EU software decision-makers whose firms use or plan to use SaaS (1,000+ employees)
Source: Forrester’s Business Technographics Global Software Survey,2014
Planning in the Cloud: SaaS benefits emphasize Agility
and Speed

9. © 2012 Forrester Research, Inc. Reproduction Prohibited
Agenda
Introduction
5 key next practices for integrated
planning
Recommendations
9

10. Meet planning challenges with 5 technology-
driven next practices
Challenges
› Cumbersome and inflexible plans
› Lack of insight into profitability
and performance
› Business information is not timely
› Intermittent collaboration
› Lack of strategic focus
Keys to Integrated Planning
1. Dynamic planning: iterate models
continuously
2. Integrate planning and performance
across lines of business
3. Predictive planning: build predictive
models
4. Collaboration: interact with
colleagues to improve performance
5. Align with growth opportunities

11. What is the primary challenge you face
in your planning process?
a. Lack of the right data sets
b. Lack of the right tools
c. Lack of Alignment with Operational Plans
d. Lack of Forward Visibility
e. Resources
f. All of the Above

12. 1. Dynamic planning
• Dynamic planning enables plans to evolve
continuously
• This is enabled by:
Ø Extending real-time access to more users
Ø Integrating actual data more frequently
Ø Creating a discipline to update plans whenever
situations change
• Use frequent and broad participation to
deliver more accurate and reliable plans

13. How often do you adjust your plan or
re-forecast every year?
a. Annually
b. Quarterly
c. Monthly
d. Weekly
e. On-Demand

14. HR
Sales
Marketing
Finance
Operations
2. Integrate planning and performance
efforts and data across lines of business
• Siloed approaches to planning and analysis
lead to inconsistent results
• Next-gen planning and performance will:
Ø Empower each organizational unit to model their
business with metrics and cross-organizational
data
Ø Integrate data with planning and BI frequently and
automatically
Ø Align organizational units around common
strategic goals, yet allow freedom for creative
approaches

15. 3. Predictive planning and analytics
• Predictive planning uses algorithms, machine learning,
and big data
• Big data enables the analysis of massive collections of
unstructured data from the real world (e.g., traffic,
weather, consumer) rapidly
• Machine learning predicts outcomes based on
behavioral and data patterns
• Use these technologies to forecast business patterns in
more sophisticated ways

16. 4. Collaborate effectively across the
organization
• Collaboration in email and spreadsheets
wastes time and slows the planning process
• Digital collaboration in business is a natural
outgrowth of social platforms
• Move your collaboration efforts to an activity
stream inside the planning app
• Refine assumptions and act on outcomes
more quickly

17. © 2012 Forrester Research, Inc. Reproduction Prohibited
5. Align with growth opportunities
Jan. 2015 Forrester report: “Grow Your Revenue Stream With Customer-Centric Finance”

18. © 2014 Forrester Research, Inc. Reproduction Prohibited 18
Growth puts more demand on an
integrated revenue stream
Jan. 2015 Forrester report: “Grow Your
Revenue Stream With Customer-Centric
Finance”

19. © 2012 Forrester Research, Inc. Reproduction Prohibited
Agenda
Introduction
5 key next practices for integrated
planning
Recommendations
19

20. © 2014 Forrester Research, Inc. Reproduction Prohibited 20
Shift the focus of planning and
performance to growth and customers
Jan. 2015 Forrester report: “Grow YourRevenue Stream With Customer-Centric Finance”

21. Summary: next-generation planning and
performance systems will:
• Be delivered as SaaS, with rapid implementation and continuous
updating
• Enable dynamic planning with broad user access and frequent
updates
• Will leverage advanced analytics technologies to provide real-time
insights
• Embed collaboration real-time within the applications
• Integrate across multiple systems, from on-premises to cloud
• Enable deep strategic insights into making the business successful

22. Thank you
forrester.com
Paul Hamerman
Twitter: @paulhamerman

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Copyright 2015 © OpenSymmetry Inc. and Anaplan Proprietary Information
How do I
interconnect
people, plans,
and spend across
my organization?
How do I respond
to disruption
faster?
How can I surface
front-line data and
expertise to the
management level?
How/where can I
find 2% of extra
profit from my
sales plan?
How do I speed
up changing my
annual plans
and forecasts?
WHAT WE HEAR
I don’t trust the
accuracy of my
data, forecasts,
budgets, or
plans.

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Account
Reconciliation
Budgeting
Deal Desk
Trade & Promotion
Planning
Cost & Profitability
Analytics
SKU Level
Forecasting
Incentive Comp
Commissions &
Crediting
Territory and Quota
Planning & Mgmt.
Sales & Operations
Planning
Financial
Consolidation
OPERATIONS
FINANCE
HR
Integrated Business
Planning
Strategic Workforce
Planning
Project Resource
Planning
SALES
PLANNING,
COLLABORATING,
AND ACTING IN
REALTIME

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FINANCE
Rapidly deploy financial models linked to
real-time operational data and processes
PROFITABILITY
ANALYSIS
INTEGRATED
BUSINESS
PLANNING
BUDGETING
FINANCIAL
CONSOLIDATION
HRIS
ANAPLAN FOR FINANCE
750+ users
Budgeting &
Forecasting
Operational
Planning at the
Clinic Level
➔ CONNECT
YOUR DATA
➔ BUILD AND
MAINTAIN APPS
➔ RUN BUSINESS
PROCESSES
➔ INSTANT WHAT-IFS
AND ANALYTICS
➔ COLLABORATE
AND EXECUTE
FORECASTINGFINANCE OTHERSCRMERP

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Plan, execute and optimize your
trade and promotions activities
in real-time
OPERATIONS
PROMOTION
OPTIMIZATION
DEMAND
PLANNING
ROI ANALYSIS
PROMOTION
PLANNING
ANAPLAN FOR OPERATIONS
➔ CONNECT
YOUR DATA
➔ BUILD AND
MAINTAIN APPS
➔ RUN BUSINESS
PROCESSES
➔ INSTANT WHAT-IFS
AND ANALYTICS
➔ COLLABORATE
AND EXECUTE
HRIS FINANCE OTHERSCRMERP
600 users incl. 150
distributors
Trade and Promotion
Optimization in the US
31 Use Cases

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SALES
Drive sales productivity and
effectiveness by aligning all the
moving parts of your process
SALES
FORECASTING
TERRITORY
PLANNINGTARGET
SETTING
COMMISSIONS
CALCULATION
QUOTA
MANAGEMENT
PRICE &
QUOTE
(DEAL DESK)
SALES
CAPACITY
ANAPLAN FOR SALES
➔ CONNECT
YOUR DATA
➔ BUILD AND
MAINTAIN APPS
➔ RUN BUSINESS
PROCESSES
➔ INSTANT WHAT-IFS
AND ANALYTICS
➔ COLLABORATE
AND EXECUTE
3500 users
120B cell model
178 countries
380+ sales plans
HRIS FINANCE OTHERSCRMERP

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What is your barrier in implementing this
type of Integrated planning solution?
a. Making the business case
b. Funding
c. Adverse to Cloud Solution
d. Investment in Other Tools
e. Other

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1. 99% total company team
attainment of sales quota
2. 75% of sales reps achieving
individual quota
3. 13.1% YOY growth in total
company revenue
4. 3.3% improvement (reduction
of) average sales cycle
*According to Aberdeen Report, Beyond
the Quota: Best-in-Class Deployments of
Sales Performance Management
Companies deploying Best-in-Class SPM solutions experience:

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+
++
+
SignificantReturnon Sales PerformanceInvestment
Best-in-Class companies that invest in SPM experience this:
2X
Quicker Sales
37% Faster Growth
ShorterSales
Cycles
36%
Lower Turnover
25%
More Sales Reps
Making Quota
7%

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Placeholder
Feel like we need the current state to future state slide on how
we were able to execute and how we can help others to plan this
out on this slide

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picture that.
Line of Sight
Needed integrated, dynamic reporting
Collection
Simplified approach, data integrity
Collaboration
LOB Alignment, Control
Successis: Knowing you can make the jump
What If’s & Analytics
Multiple scenarios,dynamic impacts, Insight

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SALES
MARKETING IT / LEGAL
SERVICES/OPS
FINANCE
PLAN, COLLABORATE, AND ACT IN REAL TIME
HR ➔ GET APPS OR BUILD APPS
➔ CONNECT YOUR DATA
➔ WHAT-IFS AND ANALYTICS
➔ COLLABORATE & EXECUTE IN
REAL-TIME
PRE-BUILT OR
CUSTOM APPS
IN-MEMORY
DATA ENGINE
BUILT-IN
INTELLIGENCE
SPREADSHEET-LIKE
IMMEDIACY
CLOUD
DELIVERY
FINANCIAL FORCEMARKETO INSIDE SALES COMMISSIONS / BONUS
COLLABORATIVE
PLANNING HUB
SALESFORCE

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Copyright 2015 © OpenSymmetry Inc. and Anaplan Proprietary Information
SALES
MARKETING IT / LEGAL
SERVICES/OPS
FINANCE
PLAN, COLLABORATE, AND ACT IN REAL TIME
HR ➔ GET APPS OR BUILD APPS
➔ CONNECT YOUR DATA
➔ WHAT-IFS AND ANALYTICS
➔ COLLABORATE & EXECUTE IN
REAL-TIME
PRE-BUILT OR
CUSTOM APPS
IN-MEMORY
DATA ENGINE
BUILT-IN
INTELLIGENCE
SPREADSHEET-LIKE
IMMEDIACY
CLOUD
DELIVERY
FINANCIAL FORCEMARKETO INSIDE SALES COMMISSIONS / BONUS
COLLABORATIVE
PLANNING HUB
SALESFORCE
CRM
LMA
Lead-Sales
Accelerators
Program
Budgets
HCM:
Payroll/Ben
Talent Management
ICM
CONTRACTS
QUOTA
CPQ
PSA
ERP

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success is:
Reaching new levels in the Cloud
picture that.

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success is:
a trusted path to the top.
picture that.