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Hub16: How Pure Storage IT is driving rapid value across its business functions

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Hub16: How Pure Storage IT is driving rapid value across its business functions

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Yousuf Khan, VP of IT at Pure Storage, shares how they rapidly implemented Anaplan to drive integrated business planning across their company, from Sales to Finance and Operations.

Yousuf Khan, VP of IT at Pure Storage, shares how they rapidly implemented Anaplan to drive integrated business planning across their company, from Sales to Finance and Operations.

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Hub16: How Pure Storage IT is driving rapid value across its business functions

  1. 1. IT DRIVEN DEPLOYMENTYOUSUF KHAN, VP – IT, PURE STORAGE
  2. 2. © 2016 PURE STORAGE INC.2 ABOUT PURE STORAGEFOUNDED 2009, NPS 79, IPO 2015, 128% YOY FY 2015
  3. 3. © 2016 PURE STORAGE INC.3 PURE LOCATIONSUS / EMEA / APJ
  4. 4. © 2016 PURE STORAGE INC.4 CORE ISSUESACCURACY OF DATA, LACK OF COMMUNICATION, TIMELY PLANNING
  5. 5. © 2016 PURE STORAGE INC.5 PLANNING IN SILOSWE NEEDED TO CHANGE THE WAY WE WERE PLANNING Countless spreadsheets Months to assess impact of scenarios Unable to assess complex scenarios • Lost revenue and market share • Ineffective sales Duplication of data Rework Planning in Silos Incomplete and inaccurate plans Lack of information security Poor compliance to ever-changing regulations Poor back-ups “Incentive planning takes time and has a huge margin for error when you do it manually. If we do not meet payroll for a particular quarter, that DEMOTIVATES our sales people.” “If we do not have a comprehensive solution to manage compensation planning and payroll based on territory targets, it can negatively impact sales and finance.” “For any financial planning exercise to be complete, we need to build lots of models based on many assumptions. It becomes very complex, and it can take MONTHS.” • Slower time- to-market • Lack of goods and services
  6. 6. © 2016 PURE STORAGE INC.6
  7. 7. © 2016 PURE STORAGE INC.7 +
  8. 8. © 2016 PURE STORAGE INC.8 TODAYWE ARE FASTER, BETTER, AGILE PLANNERS Re-Use and Exchange of Model Flexible Real-Time Data SharingMany Scenarios Integrated Across Functions Complex Scenarios Territory Planning • Taking the lead to source, implement, and govern the right solutions • Identified and evaluated four vendors and selected Anaplan • We completed by January 2016 • Expect a 50% faster business planning process Incentive Planning • Much more systematic approach to incentives and compensation • Meet payroll on time and with accurate data • Baseline for future planning • Huge productivity impact — sales teams will have online access to check accuracy of compensation • Fewer disputes in the future Financial Planning • Will be able to run complex financial scenarios to assess revenue, costs, and margin impacts • Develop baselines to facilitate “future-state” planning • More time for strategic planning and less time on rework
  9. 9. © 2016 PURE STORAGE INC. “ What’s so great about a mom and pop store? I can tell you somethin’, if my mom and pop ran a store, I wouldn’t go there.” GEORGE COSTANZA Assistant to the Traveling Secretary, New York Yankees
  10. 10. Building an Anaplan PlatformSTRATEGY AND SUCCESS
  11. 11. © 2016 PURE STORAGE INC.11 PROJECT TIMELINEANAPLAN’S LAND & EXPAND STRATEGY IN PRACTICE September 23, 2015 Pure Storage signs to expand to Territory & Quota Planning October 31, 2014 Pure Storage signs up for Anaplan to implement Demand Planning 2015 2016 October 27, 2015 Pure Storage decides to expand further, signs up for Anaplan for FP&A December 18, 2015 Pure Storage goes LIVE on Anaplan for Workforce Planning April 1, 2016 Pure Storage goes LIVE on Anaplan for Expense Planning December 2, 2015 Pure Storage goes LIVE on Anaplan for Territory & Quota Planning
  12. 12. © 2016 PURE STORAGE INC.12 WHAT DOES SUCCESS LOOK LIKE? End user training and enablement across all regions Executive sponsorship and Escalation processes Good response levels and communication cadences Accelerators for managing project scope
  13. 13. KEY LESSONS LEARNTHOW WE GOT THERE
  14. 14. © 2016 PURE STORAGE INC.14 LESSONS LEARNEDEXECUTIVE, PROJECT AND RESOURCE FOCUSED Feedback from business early and often Consider and design for integration and Data Hub early on Obtain best practices on process and technology early on
  15. 15. © 2016 PURE STORAGE INC.15 BUILD A BRIEFING DOCUMENT Some all-new features: •Business history •Territory structure •Business goals •Data definitions definitions
  16. 16. © 2016 PURE STORAGE INC.16 DATA HIERARCHY & DEFINITION  Org  Territory  Product  Customer  Chart of accounts  Org  Customers  Territories  Product  Chart of Accounts
  17. 17. © 2016 PURE STORAGE INC.17 ESTABLISH PROJECT GOVERNANCE EXECUTIVE STEERING GROUP + PROJECT TEAM
  18. 18. © 2016 PURE STORAGE INC.18 BUILD A COMMUNICATION PLANEXECUTIVE, PROJECT AND RESOURCE FOCUSED
  19. 19. © 2016 PURE STORAGE INC.19 DEFINE RESOURCE PLANS PARTNER ICMSALES OPERATIONS FINANCE
  20. 20. © 2016 PURE STORAGE INC.20 MEETING CADENCE, TRAINING METHODOLOGY, ONSITE FOR DEPLOYMENT AND QA MOBILIZE PROJECT PROCESS  Daily Scrum Meetings  Weekly PMO Meeting  Bi-Weekly Sprint Retrospectives  Onsite Training delivered by certified Anaplan enablement team members  All Pure Storage “anaplanners” required to attend and complete course/pass test  Implementation resources onsite for deployment as needed to build side by side with Pure Storage resources
  21. 21. © 2016 PURE STORAGE INC.21 DEVELOP PARTNERSHIP MINDSETWE ARE IN THIS TOGETHER
  22. 22. © 2016 PURE STORAGE INC.22
  23. 23. MOVING FORWARDWHAT IS NEXT?
  24. 24. © 2016 PURE STORAGE INC.24 The Power of the Platform Unrivaled modeling and planning power Connected plans across the business Pre-built apps or build your own Sales Marketing HR Finance Supply Chain IT  Territory & Quota Planning  Sales Forecasting  Incentive Compensation  Account Segmentation & Scoring  Deal Desk  Trade Promotion  Marketing Resources Management  Marketing Performance Management  Market Share Planning  Workforce Planning  Headcount Planning  Workforce Optimization  Call Center Planning  Planning, Budgeting, and Forecasting  Corporate Strategic Planning  Financial Consolidation  Tax & Treasury  Sales & Operations Planning  Demand Planning Supply Planning  Inventory Management  Demand Sensing  Project Planning  Agile Implementation Management  IT Cost Allocation  Business Case Management

Hinweis der Redaktion

  • Bhavik – “A Look Back” show what they’ve done (high-level milestones, implementations, etc.) ex: demand planning, T&Q, workforce planning, OpEx.
    Natalie – send roadmap deck (Pure storage strategy). Bhavik’s benefits/solutions.

    Add Benefits:
    On-boarding & End User training for the field (across all regions)

    Executive sponsorship and engagement throughout project

    Good response levels and communication cadences with services team (weekly meetings, scrum calls, etc.)

    Good pre-project starter deck (how to write a user story, data sources, etc.)

    Escalation tactics were very effective.
  • What went well during multiple engagements with Anaplan

    End user training and enablement across all regions
    Executive sponsorship & Escalation Processes
    Good response levels and communication cadences
    Accelerators for managing project scope
  • Key lessons learned on multiple engagements with Anaplan:

    Feedback from business early and often
    Consider and design for integration and Data Hub early on
    Obtain best practices on process and technology early on

  • Scrum meetings
    Onsite training for end users
  • You get the idea behind this slide. Our platform is unique and enables planning for all departments with one product unlike traditional planning software. You can get apps or the business can build them. You can connect plans, and the platform is incredibly scalable. That’s the essence of the CIO pitch. You can adopt this for your needs and this will get refined overtime. Don’t forget to show off implementation successes at the customer.

    This can be followed by a demo, and next steps.

    Future Roadmap: High-level expansion – FP&A, automated integration, seamless transaction between forecasting, FP&A, OpEx...

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