Analytics

Anaplan


Anaplan is a planning and performance measurement platform that provides solutions for all major areas of business: Finance, Sales, Marketing, Supply Chain, Workforce Management, IT optimization.

While we have had projects covering most of these areas, with our background in CRM services has let us to focus on two main areas: Finance, as most revenue planning projects state with an understanding of CRM Bookings, and Sales & Marketing, since most of these Territory, Forecast, and Quota planning projects need a strong domain expertise in CRM data and processes.

Sales & Marketing


We have created a variety of Sales & Marketing solutions for our joint Anaplan customers. Models in the Sales & Marketing area typically involve Territory Management, Quota Planning and Attainment, and general Bookings Forecasting.

We have worked with Domo (add link to the Domo Website) to create a number of these models and have also developed the first bi-directional interface between Anaplan and Salesforce for bookings, accounts and sales reps.

Revenue Planning


Revenue planning is a demanding part of planning and budgeting in any organization. It must stand up to scrutiny, depends on input from CRM and other systems, and is highly customized for specific businesses.

We have started a number of Revenue Planning projects with Anaplan's Revenue Planning app. It provides a number of vertical-specific models as starting points:


  • Professional Services
  • Discrete units
  • Time and materials
  • SaaS

In addition, some cloud and service companies have determined that a must custom approach is necessary for revenue and other planning projects. In those cases, we have used their (typically) Excel system as a base model, while incorporating the broad benefits of Anaplan’s calculation and integration options.


Case Studies


Background

Domo’s sales organization is a dynamic environment experiencing heavy growth. With this growth comes change. While most of the changes come with the regular quarterly sales management realignments, very often more immediate changes were required: new sales reps arriving, sales reps or managers leaving, and newly targeted organizations.

Solution

To deal with all of this change, Arcsona worked with Domo to create a Territory Management Model in Anaplan that dynamically adjusts account assignments (Territories). As sales directors and managers make changes to the assignment rules, especially when a rep unexpectedly leaves, the Model recalculates the territory assignment and automatically sends this information to Domo’s Salesforce instance. There, we have made changes so that account teams are automatically created based on this new assignment.

Benefit

With the new solution, including the interface to Salesforce, Domo is able to control its Territory assignments. This allows new sales reps to immediately know what their targets are and eliminates any wasted time in ramp up or accidental duplication of effort.


Background

At times, the somewhat unpredictable nature of sales growth and closure rates caused lags in the hiring and training of enough sales reps to meet the goals. It took too long to calculate the impact of the sales cycle, the regular updates to the sales plan and derive a dynamically based sales hiring plan.

Solution

Arcsona worked with Domo to build a Quota planning model from both the top down (annual financial plan), and the bottom up (territory assignment and new rep strategy).

The solution allows for the placement of the annual sales plan by geography, sales director and manager. It also allows for updates to the sales plan as the year progresses. In addition, as bookings are realized and quota is attained, and as reps are hired (or not hired) into planned slots, it allows for the recalculation of quota attainment and updates to the hiring plan.

Benefits

With this solution sales operations always knows exactly what investments are necessary in skills sales professionals to meet the most up-to-date sales plan. It can also predict the impact on the plan if certain geographies do not make timely hires or if certain sales reps are consistently under or over performing. This eliminates a great deal of duplicated effort and helps newly hired reps move up the productivity ramp as there is no ambiguity as to their sales targets or territories.