Background

Our client needed to enable transparency and accountability in their sales organization by enabling collaboration during planning for customer account assignment, territory planning, and quota setting.

Challenge

An environment of high growth and competition, constantly changing priorities, internal conflicts, process discipline and internal controls present potential planning challenges for the sales force. Informal agreements and rules were no longer sustainable.

Approach

We streamlined the account assignment process for first line managers by introducing custom approval and disapproval workflows using Anaplan. We simplified the process of setting up boton up quotas, with custom approvals and feedbacks to identify issues. The process has a complete history of account movements during planning through communication within Anaplan.

Key results

Benefits

The implementation of Anaplan has increased the scalability of the sales organization, dramatically reduced the administrative burden to the management level, and standardized processes to meet internal audit requirements and SOX compliance.