Sri Vellimedu (Director, Business Process & Solutions): There were some good early successes with Anaplan, and that led us to where we are today around the sales planning process.
Awinash Sinha (Director, IT Business Engagement and Solution Management): We had BI analytics for certain things: people pulled in data from a transactional system BI, stitched them together in Excel, and then used email as a collaboration tool to roll it up. The key thing that we were looking for to replace the Excel world was how to take the transactional system data and roll up by different dimensions, such as customer or product hierarchy, and how to do that when the collaboration happens at different levels.
Vellimedu: The problem statement today is that we were well into month two of the planning cycle before reps knew what territories they had, what accounts they had, and what the quarters were, so there is a loss of productivity. Our goal is that by the first day of each planning cycle, reps and managers have visibility of accounts in Anaplan.
Sinha: The platform became one single source, and replaced all the spreadsheets and data inaccuracies. It also allowed faster rollup of data; this means a reduction in the cycle time for whatever planning dimensions we are talking about, either GTM or a territory in account planning.
Vellimedu: The metric we are trying to drive is a five percent improvement in quarter accuracy for those reps, and measure it by how well they hit their quarters. So if reps hit the quarters as those quarters get rolled up to a geographic region, you know there is a higher predictability or higher likelihood of hitting targets, so it’s all co-related. We’re starting at rep level and making sure we put focus on that as it is good for the company.
Sinha: Anaplan really is a tool that is a mix of multiple capabilities from the end-user perspective. It’s a collaboration tool, it’s a data rollup tool, and an analytic tool.
Vellimedu: The Anaplan platform essentially provides all of the analytics available so decisions can be made faster.