Print it in “black and white” or choose “color” - the message remains the same, Lexmark uses Anaplan with Salesforce integration to analyze customer account information and determine the key accounts in each territory before assigning the right sales rep to win the business. That's powerful given that revenue growth comes from achieving the right balance of expanding in key accounts with a large install base and penetrating target accounts, which have a small install base. In this session, Lexmark described how Anaplan with Salesforce integration allows them to analyze customer attributes before assigning the best sales rep to win the business, achieve competitive advantage, and better manage sales performance.
Speaker: Brett Butler, Global Business Architect, Lexmark
3. SPEAKING SESSION AGENDA
ABOUT LEXMARK
A Global Technology Leader
WHAT DOES OUR TERRITORY
MANAGEMENT TOOL DO?
Scoring, Changes, Assignment, Compare,
Review & Assign
BEFORE & AFTER ANAPLN
A Transformation.
TERRITORY DESIGN PRINCIPLES
What makes for a “Good” Territory Design
TERRITORY SCORING MODEL
Purity, Potential, Workload
Q&A
4. Lexmark is a global technology leader
creating enterprise software, hardware,
and services that help organizations
draw deeper value from their business
information
$3.7B revenue (2014)
$1+B in software company
acquisitions over past 5 years
56% of revenue from outside
the US
Serving customers in 170
countries
12,000 employees globally
About Lexmark
4
5. Evaluate territories using the Lexmark’s Territory
Scoring Model
Make changes to Territories and Accounts, then
immediately see impact on territory design scores
Assign Reps to Territories
Compare Territory requirements vs. Sales Rep skills
Review & approve changes made
What does our Territory Management tool do?
6. Before and After
Before After
Separate spreadsheets
for each region / country
Data errors; version
control issues
Territory = Person
Assigned
Hard to enforce territory
guidelines
Single, real-time, global,
collaborative tool
Data integrity; ability to
integrate with SF
Territory = a sales job
(Staffable or Unstaffable)
Consistent corporate
guidelines enforced
No analysis on territory fit
with Rep skill sets
Compare Territory’s needs
vs. Sales Rep’s skills
Many folks know Lexmark for its excellence in printing and print technology, but over the past five years we’ve been building our portfolio to help our customers draw deeper value from their business information.
Lexmark is a global technology company that creates enterprise software, hardware and services that help organizations connect people to the information they need to do their work effectively.
Lexmark’s 12,000 employees serve customers in 170 countries. As you can see, over half our revenue comes from outside the U.S.
Our global headquarters is located in Lexington, Kentucky, and this map shows just a few of our other major locations across the globe.
[Mention specific locations as appropriate]
Regional HQs: Geneva, Singapore, Coral Gables
Software HQ: Lenexa, KS
Development: Cebu, Kolkata, Stockholm
Manufacturing: Juarez and Boulder
Shared service centers: Cebu (biggest), Budapest, Buenos Aires, Shenzhen
Major Sales offices: Sydney, Beijing, Frankfurt, Paris, London, Toronto, Mexico City