Platinum sponsor Deloitte will present a case study on how they worked with Lexmark to improve their sales planning and execution. With a combination of best-in-class technology and best practices around people and process, Lexmark has positioned itself to capitalize on new market opportunities. SPEAKERS Denis Giuliani, Vice President, Marketing and Sales, Lexmark Kevin Josephson, Manager, Deloitte

1. Hub 14
Integrated Sales Forecasting
Our journey with Anaplan

2. 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

3. Introduction

4. 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

5. 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

6. 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

7. Sales forecasting
challenges and solution

8. 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

9. Copyright © 2014 Deloitte Development LLC. All rights reserved.8 Hub 14 — Integrated Sales Forecasting — Our journey with Anaplan
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

10. Copyright © 2014 Deloitte Development LLC. All rights reserved.9 Hub 14 — Integrated Sales Forecasting — Our journey with Anaplan
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

11. 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

12. Solution demo

13. Captured learning
and benefits

14. 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

15. 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

16. Q&A

17. About Deloitte
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Copyright © 2014 Deloitte Development LLC. All rights reserved.
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