GTM planning

Our sellers are always looking for opportunities. So we are giving them insights to make the appropriate decisions on where they want to focus, what actually their customers need, and how they can start strategy discussions with our customers. Sellers that are using the insights we provide to them, they're closing deals much faster than those that do not. On the revenue side, we see higher growth as well. We see that there is higher revenue within the last quarter for those targets that have been identified from our modeling team.

Our sales operations team also uses Anaplan to do their capacity planning — to determine the right number of account reps they need to meet our revenue targets. They've also used that to build into some territory and quota planning. And we have integrations between the finance side and the sales ops side to share the information that both sides need to complete their planning.

We use Anaplan for our territory planning process, and so the tool is actually allowing us to build our books and distribute them to sales managers for review and sign off. And then it allows sales reps to have confidence and know that they have the right accounts in hand and can immediately start selling.

With Anaplan, we can compensate our inventory salespeople for all revenue generated from a vehicle. And sales leaders can see trends for each quota component by client, location, and week, based on a rolling 12-month analysis. With everybody on a revenue-based plan, we’re seeing more revenue and better margins. And the sales team is better aligned with finance because we’re focused on the bottom line and aligned with opportunities. For us to set revenue targets, we needed a tool like Anaplan. There’s no way around it.