For many of us, a new year brings a moment to reflect and start things off with a clean slate. With Q4 earnings season already well underway, many businesses are looking at their go-to-market strategies and assessing what changes they can make today to help blow out their goals for the next fiscal year. Anaplan experts have created a series of solution guides to help you get started. For this post, we aim to help users get the most out of our Territory Planning Solution Guide. Using sales territory planning to ensure fair and optimal coverage Creating and optimizing sales territories can mean much more than circling areas on a map. Territory planning involves carving up your selling universe in a way that helps drive sales growth over time. This can include many different factors depending on your business. Geography can certainly be an important factor — but so can customer size, industry or vertical, or product specialist and overlay roles. In general, sales territories should be seen as fair to sellers, with opportunity spread equally across territory boundaries, while also helping leadership to make informed operational and personnel decisions. Best practice steps that should be included in territory planning from a model building perspective More mature organizations include the following processes when planning for and managing territories: Segmentation Identify high-yield categories of customers and prospects to increase sales revenue and retain existing accounts. Leverage Predictive Insights (PI) to help with assessing account scores and potential. Model market-condition scenarios View total market revenue “what-if” scenario results using calculated relative account value and adjustment options. Sales coverage planning Determine the ratio of account assignments where salespeople can make their quota while effectively providing the optimal service to accounts and prospects. Territory allocation Define territories based on location, accounts, products, sales potential, and any number of factors. Scoring derived by PI can provide a valuable input when creating these definitions. Territory assignment Assign sales reps and overlays to territories based on best fit and highest revenue potential. PI score, rank, and buying intents can be viewed when reviewing assignment with sales teams before signing off on the sales plan. Sales performance analysis Measure your sales progress over a period of time. Analysis allows you and your sales team to identify weaknesses in your sales strategy and make changes so that you can improve the results over the next period. Be sure to check out the Territory Planning Solution Guide for common challenges, details on using Predictive Insights in Anaplan to augment your planning process, a full dashboard and demo flow, and more. For more general background information on the solution guides, check out our discussion thread Unpacking the Sales Solution Guides with Anaplan’s own @PamWalker.
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As we reach the last few weeks of the calendar year, many sales organizations put their blinders on and focus exclusively on closing business in a busy shopping season. But it is never too early to start thinking about what comes next from a sales planning perspective. How will you measure and motivate your sales force in the next year? What changes, if any, do you need to make? Anaplan experts have created a series of solution guides to help you get started. For this post, we aim to help users get the most out of our Quota Planning Solution Guide. For more general background information on the solution guides, check out our discussion with Anaplan’s own @PamWalker. Using sales quota planning to maximize team performance A sales quota is a time-bound milestone used to measure performance and motivate sellers. When designed well, quotas can be a powerful way to keep sellers performing at their maximum potential. Yet quota planning is not a one-size-fits-all process; every organization will have a unique approach based on its product mix, market dynamics, and go-to-market strategy. Quota planning in Anaplan provides users and model builders a lot of flexibility so they can create and optimize their sales quotas during annual planning — and throughout the year. In general, quotas should strike a balance between being aspirational and motivating for sellers, while still meeting revenue objectives. When quotas are too high, they are demotivating and frustrating. When they’re too low, you may exceed your compensation budget with high payouts. It varies by industry, but best-in-class organizations aim for 60-70% of sellers achieving quota. Leveraging best practice steps for quota planning Best practice approaches to planning and managing quotas include the following steps: Model market condition scenarios. View total market revenue “what-if” scenario results using calculated relative account value and adjustment options. Top-down target setting. “Total Target” is distributed proportionally top-down through the sales hierarchy. The proportion differs based on the allocation method. For example, an even allocation method takes the organization’s revenue goal and divides this equally across all territories. Additionally, targets are often over-allocated down the hierarchy by sales leaders to create a buffer. Bottom-up target setting. Calculate and associate potential revenue amount to customers and prospects to determine territory potential and sales capacity. Aggregate potential revenue up the territory hierarchy. A mixture of top-down and Bottom-up target setting. Process where top-down and bottom-up territory planning are combined, which allows input from executives and sales and results in more realistic targets. Sales coverage planning. Ratio of account assignments where salespeople can make their quota while effectively providing the optimal service to accounts and prospects. Sales analysis. Measure your sales progress throughout the year. Analysis allows you and your sales team to identify weaknesses in your sales strategy and make changes so that you can improve the results over the next period. Be sure to check out the Quota Planning Solution Guide for common challenges, details on using Predictive Insights in Anaplan to augment your planning process, a full dashboard and demo flow, and more.
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Greetings! Thank you for joining us for Anaplan Live! This is an open-ended discussion for anybody navigating here from the S ales & Revenue Leaders breakout room. Feel free to respond to this message with any questions or comments for Anaplan or the sales model builder community. Also, if you haven't already, be sure to join the Sales Group so you can stay on top of future events and discussions. From the group home page, just click the "Join Group" button to join.
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Did you see the announcement on our Community blog? Anaplan has achieved a Sales Performance Management (SPM) Customers' Choice recognition on Gartner Peer Insights, a peer review platform hosted by Gartner. This is the second year in a row that Anaplan has been named a Customers' Choice vendor in the SPM category. And it is all thanks to you — our customers, partners and model builders. You play an incredibly important role at Anaplan, both by being engaged users of the platform and by sharing your thoughts and feedback. So thank you, and congratulations!
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Anaplan is thrilled to announce that we have been recognized by you — our amazing users, partners, and customers — as a 2021 Gartner Peer Insights Customers’ Choice in two categories: Cloud Financial Planning & Analysis Solutions and Sales Performance Management .
This is the second year in a row that Anaplan has received this recognition in Sales Performance Management. It is the second time Anaplan has been named a Representative Vendor in the Financial Planning & Analysis category.
Peer Insights is Gartner’s peer-driven ratings and review platform for enterprise IT solutions and services, which covers over 300+ technology markets and 3,000 vendors. Every review is verified before publishing to ensure that only completely authentic insights are represented on their website. According to the posted reviews, Anaplan users appreciated the platform’s ease of use, the service and support the comes along with purchase, and the product’s overall capability.
Regarding Financial Planning & Analysis, here are just a few of the things our valued customers had to say about Anaplan:
“Anaplan is a world-class Connected Planning tool that enables end-to-end solutions for otherwise disparate and/or broken processes.” — Senior Financial Systems Analyst, Service Industry
“Anaplan has been excellent to work with. They have continually demonstrated flexibility and patience in working through the complexities of my company. The breadth of their customer community, planning experience, and knowledge across industries has particularly helped us develop our vision for Connected Planning.” – CFO, Energy and Utilities Industry
“The Anaplan product overall is excellent. It’s incredibly flexible and easy to implement and use. Great service and support. The company is continuously improving the products features and functionality by listening to what their customers need.” – VP Finance, Service Industry
“Anaplan is a powerful, agile, Connected Planning platform that has greatly improved processes across our entire organization. From workforce planning and budget forecasting, to reconciliations and expense tracking, Anaplan has the flexibility to grow and adapt with us as our needs grow and change. The adaptability and scope of this platform is without compare.”—Systems Integrator, Government
“We began with an initial scope of work in global financial planning and analysis. Performance gains were immediately recognized upon implementation, and we quickly realized the potential of Anaplan’s platform by extending use of the platform to cases well beyond core planning and analysis. The flexibility of the platform to integrate new use cases and data, with the strong governance and integrity of a modern cloud platform, is invaluable.”—Director, Financial Analysis, Finance Industry
Our Sales Performance Management customers are similarly impressed with the value our platform. Here are just a few of the great things they say about Anaplan:
“Sales planning, quoting, incentive structure, and planning are made more effective and stress-free. Pipeline management, objective management, and a lot more were made productive after we started using Anaplan.” —Sales and Marketing professional, Education Industry
“We use Anaplan as it helps us build a more agile sales strategy that is always linked to our Product strategy as well as manages our sales performance in the most effective way. It is an amazing tool where we are able to plan our business using a single platform with a Data Hub or with an option to pull in data from multiple other CRM systems. The best part is the ability to bring various domains together along with specific roles and access.” Performance and Portfolio Manager, Finance Industry
Anaplan for Sales helps us optimize our Sales strategy by intertwining it with our Product strategy and thus effectively mobilizes our teams with adaptable plans and insightful forecasts. It allows us to effectively manage our go-to-market strategy, stabilize revenues, and build agility into our sales/product strategy.” Product Marketing Manager, Service Industry
“It was a pleasing experience dealing with the Anaplan sales team during our evaluation process. We have used the likes of SAP and Oracle but for now, I find Anaplan better than those two.” Sales and Marketing professional, Media Industry
Anaplan leads in transformational change. With Anaplan, cross-functional leaders uncover new opportunities for value creation. That’s not just what we say about ourselves, it’s what we believe can be extrapolated from the 2021 Gartner Market Guide for Cloud, Extended Planning, and Analysis Solutions report. Anaplan is the only vendor that hits all planning functions with an xP&A “turn key” ability.
To learn more about the ways Anaplan helps global enterprises optimize their operations, visit https://www.anaplan.com/customers.
Disclaimer: Gartner Peer Insights Customers’ Choice constitutes the subjective opinions of individual end-user reviews, ratings, and data applied against a documented methodology; they neither represent the views of, nor constitute an endorsement by, Gartner or its affiliates.
GARTNER is a registered trademark and service mark of Gartner, Inc. and/or its affiliates in the U.S. and internationally and is used herein with permission. All rights reserved. Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings or other designation. Gartner research publications consist of the opinions of Gartner’s research organization and should not be construed as statements of fact. Gartner disclaims all warranties, express or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.
Attributions: Gartner Peer Insights “Voice of the Customer:” Cloud Financial Planning and Analysis Solutions, 11 March 2021 Gartner Peer Insights “Voice of the Customer:” Cloud Financial Planning and Analysis Solutions, 10 December 2019 Gartner Peer Insights “Voice of the Customer:” Sales Performance Management, 17 August 2020 Gartner Peer Insights “Voice of the Customer:” Sales Performance Management, 09 September 2021 Gartner, Market Guide for Cloud, Extended Planning, and Analysis Solutions, By Robert Anderson, Greg Leiter, 29 July 2021
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Calling all Anaplan enthusiasts in sales, sales operations, revenue operations, or sales finance: Anaplan Live! is coming soon. This is a great opportunity to hear from practice leaders and customers on their Anaplan journeys. Anaplan Live! is a free virtual event series designed t o help you and your business go further, faster with Anaplan . Don’t miss it! On November 9, hear from Anaplan leaders and featured customer speakers from ServiceNow, Johnson & Johnson, Coca-Cola, and more, along with on-demand sessions tailored for your industry. On November 10, take a deep dive into the aspects of model building that pertain most to you, with experiences specifically for Aspiring Solution Architects, UX Designers, and Developers. Interact directly with customer and partner experts as well as your peers. Plus, learn about the latest features from our Product team in a special fireside chat. Register here to join us!
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Oftentimes, the most difficult part of any major planning project is simply getting started. What do I need to know to move forward? Where can I turn if I encounter hurdles? What are the conditions that will set me up for success? In the world of sales performance management (SPM), things can quickly go from simple to complex. That’s why Anaplan has prepared a set of detailed technical guides to help you on your journey to SPM greatness. The Sales Solution Guides provide a topical overview, industry best practices, details on workflow and more for Anaplan's sales solutions. This collection of guides is designed to help our customers plan, manage, and execute their entire sales strategy. Each guide represents the culmination of years of industry research and customer experience. To put a face behind the guides, we would like to introduce Pam Walker-Cleary (@PamWalker), one of Anaplan’s SPM experts. Can you talk through your career background, and what led to your interest in SPM technology? PW: I sort of fell into SPM after a couple of years in an engineering role long ago. While building out apps for a law firm, I discovered the part of the role I enjoyed the most was meeting with stakeholders, listening to their needs, and designing the apps. The programming part was less appealing. I was hired to implement incentive compensation management (ICM) for a startup after this discovery. I wrote stored procedures to speed up processing and developed a reporting repository to bring all the data together. That soon morphed into customer service and then product management positions. Then web interfaces came along, and finally the cloud. I’ve worked on many iterations of ICM, territory planning, and CRM analytics and managed PM and engineering teams for various companies using different technologies and platforms. When I joined Anaplan, I switched into a partner success manager role, and then joined the Solutions team two years ago. It’s been fun and interesting; I’ve enjoyed working with and meeting people across different teams. SPM is something that never gets boring. What are the Solution Guides, and what makes them unique? PW: The Sales Solution Guides are a blend of functional industry best practices, dashboard and process interactions, high-level data touch points, and some model building tips and suggestions along with examples. They provide basic functional information and building blocks for implementation. The guides were written with the goal of producing great outcomes for our customers by distilling better understanding of customers pain points and needs and time-tested practices. How would you recommend that model builders and other users approach the Solution Guides? PW: Each guide provides enough information to help model builders with limited or no domain knowledge to understand what they are building. Functional descriptions, process flowcharts, and screenshots of dashboards and the user interface help to depict what end users need to do to carry out their processes — after all, they say a picture is worth a thousand words. Of course, every implementation is unique and based on each customer’s business, so there are always customizations needed to get things just right. Successful implementation also requires deep listening skills, good companywide communication, and proficient end user training for complete user adoption. --- More information to come, including a more in-depth look at the individual Solution Guides.
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The Anaplan team is thrilled to announce that we have been recognized as the only vendor in the 2020 Gartner Peer Insights 'Voice of the Customer': Sales Performance Management (SPM).
View the Anaplan for Sales page on Gartner Peer Insights.
As noted in the report, over the past 12 months, Anaplan received 50 published reviews from Sales Performance Management customers with an average overall rating of 4.5 out of 5, as of June 30, 2020.
“Our customers and model builder community play a pivotal role at Anaplan, driving us to keep innovating in parallel with their needs” said Simon Tucker, Chief Planning Officer, Anaplan. “We believe the Gartner Peer Insights Customers’ Choice distinction demonstrates our ongoing commitment to our customers—in sales and across the enterprise. We are so pleased to have received this distinction, and we remain committed to delivering the highest level of value to our community in the future.”
Anaplan’s SPM solutions enable sales leaders to be more informed and agile as they plan and manage territories, administer sales incentives, or set targets and quotas to motivate sellers and reach their revenue goals. Customers leverage our advanced scenario modeling capabilities and predictive insights to identify untapped revenue sources and optimize their go-to-market strategies to prime their organizations for growth.
“We feel it is an honor to be recognized by our customers with the Customers’ Choice distinction,” said Jason Loh, Global Head of Sales Solutions, Anaplan. “At a time when sales organizations are facing a great deal of change and pressure, this distinction underscores our commitment to deliver intelligent and impactful sales solutions that help sales leaders navigate complexity, streamline revenue operations, and make faster, more informed decisions that drive growth and resilience.”
But don’t just take our word for it—hear directly from our customers who contributed to this distinction:
Senior Manager, Data and Analytics, Media Industry
“I like Anaplan's flexibility whereby you can create a model and tailor it specifically to your needs.”
Director, Sales Performance & Analytics, Healthcare Industry
“Overall, since we launched Anaplan >1.5 yrs. ago, we delivered enhanced actionable sales goals to our sales team. Anaplan allowed us to generate goals earlier, with significantly less effort while improving visibility.”
Lead Financial Analyst, Communications Industry
“This is truly a platform that is simple enough that you need minimal IT support after set up and complex enough that if your team can dream it, chances are they can make it happen in the planning world."
To learn more about Anaplan’s Customers’ Choice recognition and read peer reviews written by sales and finance professionals, please visit our page on Gartner Peer Insights.
To our Anaplan Community: Thank you! We are so grateful for the recognition and look forward to what we can accomplish together in the future.
Gartner Peer Insights ‘Voice of the Customer’: Sales Performance Management, August 2020
Gartner Peer Insights Customers’ Choice constitute the subjective opinions of individual end-user reviews, ratings, and data applied against a documented methodology; they neither represent the views of, nor constitute an endorsement by, Gartner or its affiliates.
The Gartner Peer Insights Customers’ Choice badge is a trademark and service mark of Gartner, Inc., and/or its affiliates, and is used herein with permission. All rights reserved. Gartner Peer Insights Customers’ Choice constitute the subjective opinions of individual end-user reviews, ratings, and data applied against a documented methodology; they neither represent the views of, nor constitute an endorsement by, Gartner or its affiliates.
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