Hub16: Managing two distinctive workforce plans to drive growth
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ServiceSource transformed its workforce planning, financial planning, and budgeting with the right enterprise solution. Discover what ROI and operational efficiencies ServiceSource achieved via its Anaplan deployment to help turn around its business, and gain insights that you can apply in your organization.
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Hub16: Managing two distinctive workforce plans to drive growth
- 3. Smarter planning apps for numbers-driven companies
- 4. #AnaplanHub16 Managing two distinct workforce plans to drive growth: Deploying and Integrating Anaplan across the organization
- 5. #AnaplanHub16 Mike Lemberg Vice President, Finance
- 6. #AnaplanHub16 Philippines Center: Opened Q4 2105 Bookings: $8.4B sold on behalf of our Customers Revenue: $250M Global Employees: 3,000
- 7. Revenue-as-a-Service Solution Suite Initial Sale +90 Days +180 Days +270 Days +360 Days : End-to-End Revenue Lifecycle Solutions for the B2B Enterprise Onboarding Adoption, Expansion Retention Renewals RLM TECHNOLOGY Best-Practice RLM PROCESS Globally Deployed, Expert PEOPLE ServiceSource RLM Platform Customer Onboarding Customer Success Mgmt. Renewals Mgmt. Warranty Conversion Upsell + Cross-sell Sales Enablement + Quoting Channel Mgmt.
- 8. Software Hardware Networking Industrials / HCLS Information Services : Driving revenue for the world’s leading global enterprises for 15+ years
- 9. Global revenue centers 40+ Languages covered Channel partners & resellers managed 240k+ Global employees 3,000+11 Privilege of focusGlobal Scale Disciplined Process : Driving revenue for the world’s leading global enterprises for 15+ years
- 10. Pre Anaplan Challenges • Running budgeting, forecasting, reporting and analytics in Excel model built pre IPO • 80% of time “managing the model”, hoping the numbers were right • Two distinct planning models: 1) 2,500 employees in our 11 service centers (“Managed Service”) 2) Proserv, Software, SG&A, R&D (“Corporate”) • Lack of flexibility in measuring, connecting and monitoring the complexity of two planning models • Misaligned business unit objectives and metrics due to the lack of visibility into the health of the business across different regions, departments, and levels
- 11. Unique requirements for each planning model Managed Services Corporate Custom planning model unique to ServiceSource “Production” Forecasting: How we generate rev for our customers Forecasting our revenue based on our pay for performance model Headcount by region, job type, job level Margin / Contribution by Center, Customer SW and ProServ Revenue forecasting Standard Workforce planning for ProServ, R&D and SG&A (hire, xfer, promote, term) Corporate drivers for allocations, benefits, fully loaded costs Consolidation of forecast
- 12. Why Anaplan Anaplan’s Platform Technology allowed us to build unique, custom Managed Services Model For Corp Model, use best practice Workforce planning; integrated custom model with prescriptive planning for corp Platform Technology Integrate Standard Corp Planning w/ Custom Model Intuitive Interface Excel like interface via browser enable rapid deployment across 200+ users
- 13. #AnaplanHub16 Process flow / Anaplan footprint Financials & HR Best Practices (Vanilla) Model • SG&A, R&D, Prof Svcs • Standard Workforce & Other Expense Planning Custom, “Unique” Model Service Delivery • 2500 employees, 11 centers • By job family, job type, site Corporate Reporting • Consolidate forecast, P&L • Project forecast against actuals
- 14. #AnaplanHub16 Results Delivered Via Improved Transparency, Analytics and Driving Ownership to Business Partners • Operating expenses reduced 15% year-over-year • Improved Managed Service rep productivity by >5% • 2014: 80/20 (process / insights); 2015 80 / 20 (insights / process) • Flexible models provide the ability to adjust planning needs using real-time data from Workday • Fast adoption of the platform throughout the organization, Anaplan and Excel can co-exist
- 15. #AnaplanHub16 1 2 3 Keys to Success: Controlled Development Approach PROJECT MANAGEMENT FINANCE IT • Requirements • Sponsorship • Bias for simplicity • Integration w/ Wokrday • Anaplan Expert • Source data • Project Tracking • Scope Control • Key Practices • Change Management Result: In 5 Weeks, Successfully delivered Plan for… > 70 client accounts > 200 users 8 offices
- 16. #AnaplanHub16 So What, and Next Steps So What • Put the “A” back in FP&A • More granularity and transparency • Provide analytics, reports & insights tp management to facilitate effective decision making. • Arm and empower business to drive towards Next Steps • Further enhancements to existing models • Exec Dashboards • Add’l dimensions • New Models • Sales compensation • Outside sales bookings • Revenue
- 17. Q A
Hinweis der Redaktion
- ServiceSource transformed its workforce planning, financial planning, and operations forecasting with the right enterprise solution. But finding that right solution wasn't easy. Discover what ROI and operational efficiencies ServiceSource achieved with its Anaplan deployment that helped turn its business around, and gain valuable insights that you can apply in your own organization. Two models: SG&A Managed service side, 2500 and growing, 10 centers around the world, custom to job family and job type, by site – rolling the forecast down to the service margin So, we can do apps, but with this platform technology Third model consolidates forecast, that brings SG&A and the service side, used for finacial reporting Really innovating around revenue lifecycle management… as useage
- ServiceSource transformed its workforce planning, financial planning, and operations forecasting with the right enterprise solution. But finding that right solution wasn't easy. Discover what ROI and operational efficiencies ServiceSource achieved with its Anaplan deployment that helped turn its business around, and gain valuable insights that you can apply in your own organization. Two models: SG&A Managed service side, 2500 and growing, 10 centers around the world, custom to job family and job type, by site – rolling the forecast down to the service margin So, we can do apps, but with this platform technology Third model consolidates forecast, that brings SG&A and the service side, used for finacial reporting Really innovating around revenue lifecycle management… as useage
- And this is being caused by a convergence of disruptive forces including: Rapidly evolving business models – the move to consumption-based business models pose less risk and reduced cost to customers to switch to the competition Digital and technology advancements And, the customer We are in the age of the customer. This customer empowerment is posing a real threat to revenue growth. Customers today expect an exceptional experience throughout their entire relationship with you. They expect high value return on their investments, and expect to achieve their desired business outcomes as a result of those investments. Competitors know this, and are moving quickly to capitalize on these disruptions. They are transitioning quickly to new business models, adopting technologies and orchestrating their post-acquisition customer experiences to position themselves as a more attractive alternative to their current situation. Discovery questions: Is this consistent with the challenges you are experiencing? Tell me about how these forces are impacting your business? What initiatives are you considering to mitigate these risk factors?
- At ServiceSource we’ve been managing client revenue relationships for the world’s leading, global enterprises for more than 15 years
- At ServiceSource we’ve been managing client revenue relationships for the world’s leading, global enterprises for more than 15 years
- Two models: SG&A Managed service side, 2500 and growing, 10 centers around the world, custom to job family and job type, by site – rolling the forecast down to the service margin So, we can do apps, but with this platform technology Third model consolidates forecast, that brings SG&A and the service side, used for finacial reporting Really innovating around revenue lifecycle management… as useage
- ServiceSource transformed its workforce planning, financial planning, and operations forecasting with the right enterprise solution. But finding that right solution wasn't easy. Discover what ROI and operational efficiencies ServiceSource achieved with its Anaplan deployment that helped turn its business around, and gain valuable insights that you can apply in your own organization. Two models: SG&A Managed service side, 2500 and growing, 10 centers around the world, custom to job family and job type, by site – rolling the forecast down to the service margin So, we can do apps, but with this platform technology Third model consolidates forecast, that brings SG&A and the service side, used for finacial reporting Really innovating around revenue lifecycle management… as useage