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Sales Forecasting: Detailed Visibility, Real-Time Trends, Instant Cost And Margin Analysis (Anaplan HUB2014)

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Sales Forecasting: Detailed Visibility, Real-Time Trends, Instant Cost And Margin Analysis (Anaplan HUB2014)

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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

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

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Sales Forecasting: Detailed Visibility, Real-Time Trends, Instant Cost And Margin Analysis (Anaplan HUB2014)

  1. 1. Hub 14 Integrated Sales Forecasting Our journey with Anaplan
  2. 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. 3. Introduction
  4. 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. 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. 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. 7. Sales forecasting challenges and solution
  8. 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. 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. 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. 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. 12. Solution demo
  13. 13. Captured learning and benefits
  14. 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. 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. 16. Q&A
  17. 17. About Deloitte Deloitte refers to one or more of Deloitte Touche Tohmatsu Limited, a UK private company limited by guarantee, and its network of member firms, each of which is a legally separate and independent entity. Please see www.deloitte.com/about for a detailed description of the legal structure of Deloitte Touche Tohmatsu Limited and its member firms. Please see www.deloitte.com/us/about for a detailed description of the legal structure of Deloitte LLP and its subsidiaries. Certain services may not be available to attest clients under the rules and regulations of public accounting. Copyright © 2014 Deloitte Development LLC. All rights reserved. 36 USC 220506 Member of Deloitte Touche Tohmatsu Limited

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