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M a y 2 0 2 0
Helping our clients manage the impact of COVID-19 with connected planning – Anaplan
C O V I D - 1 9 R a p i d R e s p o n s e
2 © 2020 Copyright Genpact. All Rights Reserved.
Contents
01 COVID-19’s impact on enterprise planning and decision-making
02 What is connected planning?
03 A connected planning journey
03 COVID Connected Planning offerings
3
Businesses in every industry lack visibility and control to forecast and manage outcomes across nearly every point in the value chain
▪ Supplier shortages
▪ Plant shutdowns
▪ Transportation and logistics constraints
▪ Inventory stockouts
▪ Revenue losses
▪ Missed financial targets
Supply chain
▪ Lost sales
▪ Missed sales targets
▪ Inaccurate sales forecasts
▪ Instantaneous irrelevance
Sales and marketing
▪ Revenue leakage
▪ Prolonged OTC
▪ Cash shortages
▪ Immutable fixed costs
▪ Higher debt ratios
▪ Increased debt service
▪ Decreased profitability
▪ Updated or inability to provide – guidance
▪ Loss in shareholder value
▪ Delayed consolidation
Finance
▪ Workforce planning
▪ Headcount reductions
▪ Remote workforce
Human resources
▪ Residence in place
▪ Mandatory curfews
Government
▪ Plummeting consumer demand
▪ Business cycle slowdown
▪ Rampant unemployment
▪ Industry contractions
▪ Recessionary forces
Economic impacts
It is akin to flying without instruments
through a storm
▪ Cash management
▪ Cost reduction
▪ Debt restructuring
▪ Employee layoffs
▪ Facility closings
Survival tactics
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The business process of enterprise-wide planning has not changed in 50 years…
1. Data collection
▪ Locating
▪ Validating
▪ Scrubbing and workarounds
2. Analysis
▪ Re-validating
▪ Negotiating
▪ Assumptions and caveats
4. Decision/Execution
▪ Hierarchical
▪ Commit changes to SoRs
▪ Repeat
3. Insights
▪ Statistical modeling
▪ New questions and hypotheses
▪ Conclusions
4
1
2
3
A decades-old challenge was already bad to begin with, now only to be exacerbated by COVID-19
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In a disconnected point solution environment, connected planning is the only way
Sales/Marketing Finance Supply chain HRDecision makers
Insight and decision tools
Data warehouse, reporting, visualization (OBIEE, Tableau, Power BI)
Traditional planning applications (BPC, Hyperion, Kinaxis)
Plan systems of
record
Data Collection
Day-to-dayoperations
Periodic decisions
and assumptions
Enter the plan each
period
Enable reporting
against plan
Tools of job
Execute against planTransactional systems (ERP, CRM, HCM, martech tools)
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Connected planning provides visibility and collaboration across the enterprise
▪ Moving to connected planning requires a steady and balanced advancement across the four cornerstones
▪ Key steps in the journey are:
• Understand current state
• Develop target operating model
• Implement first-use cases
• Establish center of excellence and enterprise rollout
Achieve value in weeks, not years
Supply planning
Marketing
Supply chain
Sales
Finance
CapExplanning
Long range planning
Talentstrategy
Revenue and OpEx
planning
Balancesheet and cash
flow
Income statement
forecasting
Workforce planning
Connected planning
Incentives and rewards
Sales and operations planning
Compensation modeling
Sales forecasting
Quotamodeling
Supplier collaboration
Demand planning
Territory planning
Marketing performance
Pricing and promotions
Human resources
Anaplan connects processes across a company
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Anaplan brings in a new dimension, replacing the older system, which created hiccups at various levelsThe Anaplan platform comes fully prepared with dynamically customizable modules for various business needs
Sales/Marketing Finance Supply chain Human resourcesDecision makers
Transactional systems (ERP, CRM, HCM, martech tools)
Data warehouse, reporting, visualization (OBIEE, Tableau, Power BI)
Other planning applications (BPC, Hyperion, Kinaxis)
Plan systems of
record
Data collection
Day-to-dayoperations
Ongoing analysis and
decision-making
Complement or replace
legacy tools
Combine analytics and
decision-making
Ongoing analysis and collaboration
Execute against plan
▪ One platform
▪ Unlimited use
▪ Enterprise scale
Data People Plans
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Connected planning leveraging AnaplanConnected planning refers to the unified enablement of an organization’s plan through enterprise models and collaborative workflow. Anaplan enables a single convergence of truth with real-time scenario analysis and data insights for well understood decisions
Current situation
Liquidity planning
System models not built for these disruptions, stimulus, or response
Supply chain disruptionsReduced output for distancing;
distribution channels slowed
Workforce availabilityLocal area lockdowns,
employees impeded by illness
Sales forecastsDemand disappear or skyrocket; need to update pipeline for intent
Connected planning engagement approach
Outcomes
Improved time-to-insights (80%)
Forecast accuracy +10–30%
Real-time monitoring
Single source of truth +2.5X visibility
Improved decisions (+515% profit)
Improved utilization (~10%)
▪ Deployed model updates: 2–5 weeks
▪ Use case deployments:3–12 weeks
▪ COE support (base and flex):perpetual
Engagement offerings
Phases of Rapid Connected Journey
1. Update existing Anaplan models if applicable
2. Stand up rapid point models
3. Develop new models for connected vision
4. Support COE with base and flex capacity
Response options
Cash-flow models
Update current Anaplan models or build supplement tools for
inventory, workforce, CapEx, stimulus, rates, and AR/AP
Pipeline optimization
Recast sales pipeline for 2020 intent to buy rather than fit and
remap accounts leveraging Anaplan AI/ML
Supply planningQuickly enable supplier
collaboration for resilience planning leading to connected
Anaplan demand models
Workforce planning
Rapidly deploy Anaplan workforce planning models with staff skills
matrix and contact recording
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COVID-19’s impact on demand and supply
What’s going on?
▪ Demand disappearing or skyrocketing?
▪ Supply chain disrupted?
▪ Workforce potentially unavailable?
What do you need to do?
▪ Project cash position
▪ Provide financial guidance
▪ Ensure business continuity
What’s going on?
▪ Payment terms (like 60 days and 150 days)
▪ Rates and cash (like notes and hedges)
▪ Workforce (like adjustments)
▪ Inventory (like finished and raw materials)
▪ CapEx projects (like timing and pace)
What can we do together now?
▪ Implement Anaplan models for:
• What-if FP&A
• Workforce BCP
• Supply chain collaboration
▪ Ensure models work beyond COVID-19 crisis
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COVID-19 connected planning offerings – sales forecasting
Anaplan model that accelerates rapid scenario-planning in sales revenue forecasting
▪ Disparate systems across CRM, marketing automation, ERP, and spreadsheets do not provide single source of truth needed to develop accurate revenue forecasts
▪ Estimation of sales order timing and close probabilities make revenue and cash planning difficult
▪ Inaccurate forecasts do not provide the needed visibility to scale resources to meet the needs of the business
▪ Collaborative workspace with high-configurable user access for security and sensitivity
▪ Single source of truth across CRM and other sales SoRs and point solutions drives reliability of forecasts
▪ Improved revenue planning based on more reliable timing and probability of sales order forecasting
Design
Build
Deploy
Interview stakeholders to refine requirements and data
Tailor Anaplan model to support users
Stand up model and train users
2–3 weeks
Situation Rapid response implementation approach Quick outcome
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COVID-19 connected planning offerings – workforce planning
Anaplan model that will allow increased, rapid scenario planning for understanding workforce availability, cost, and output, leading to better business decisions
▪ Need to rapidly staff to fill sudden demand
▪ Unsure of ‘new normal’ and need to estimate various future staff options
▪ Need to manage cash, but understand impact when they need to rehire/retrain
▪ Require input from numerous people and parts of the enterprise
▪ Beneficial to have models that scale across the enterprise
Situation
Design
Build
Deploy
Interview stakeholders to refine requirements and data
Tailor Anaplan model to support users
Standup model and train users
2–3 weeks
Rapid response implementation approach
▪ Collaborative workspace with high-configurable user access for security and sensitivity
▪ Sandbox to evaluate scenarios for estimates of:
• Workforce size and roles
• Cash-flow timing
▪ Staff skill tracking and cross train planning
▪ Track hiring and onboarding of contractors and team members and assignments
Quick outcome
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COVID-19 connected planning offerings – cash-flow management
Anaplan model that accelerates rapid scenario planning in cash-flow management
▪ Increased DPO due to revised payment terms with suppliers
▪ Change logistic costs, alternative vendors because of limited supplies with varied payment models
▪ Increased DSO due to changed payment terms with customers
▪ Statutory commitments not impacted by the situation
▪ Increased e-commerce sales with lower lead time to cash
▪ Deflated investments and liquidity challenges
▪ More rapid planning cycle leads to agile decision-making – monthly forecast versus daily/weekly
▪ Elimination of spreadsheets improves accuracy and reliability of forecast
▪ Real-time view of actual cash position and projections across the organization
▪ Ubiquitous cloud platform enabling enterprise-wide collaboration, planning, and decision governance
Design
Build
Deploy
Interview stakeholders to refine requirements and data
Tailor Anaplan model to support users
Stand up model and train users
2–3 weeks
Situation Rapid response implementation approach Quick outcome
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COVID-19 connected planning offerings – supplier health
Implement an Anaplan lite model to collaborate and provide selective visibility to report and collaborate over the supplier health and supply chain risk
Situation Rapid response implementation approach Quick outcome
▪ Because of COVID-19 markets suppliers are in a highly dynamic world
▪ Supplier health needs to be understood to improve your own Supply chain, resilience and risk
▪ Need a central place to collaborate about sensitive supplierinformation and aggregate for analysis and reporting
▪ Need analytics engine for trends and correlations
▪ Know which suppliers are secure and can provide additional product
▪ Know which suppliers are at risk and decide how to support them
▪ Quantitatively understand potential supply chain impact and your own company performance
▪ System that provides a high level of sensitivity and user security
▪ Access to detailed analytics engines
Design
Build
Deploy
Interview stakeholders to refine requirements and data
Tailor Anaplan model to support users
Standup model and train users
2–4 weeks
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Anaplan integration options
Multiple options to serve a varied set of integration needs as required
User-driven integration
Anaplan connect
JDBCETL tools
REST API
Volume Low-Med Low-High Low-Med High High
Frequency Low-High Low-High Med-High Low-Med High
Direction In & Out In & Out In & Out In & Out In & Out
Description
User-initiated data manipulation via the Anaplan UI
(security controlled)
Scheduled or event-driven exports
(flat file)
Point-to-point application integrations (full model)
ETL-based imports using Hyperconnect
other connectors available
Used when Anaplan needs to integrate
with client software to execute business
processes
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About Genpact
Genpact (NYSE: G) is a global professional services firm that makes business transformation real. We drive digital-led innovation and digitally enabled intelligent operations for our clients, guided by our experience running thousands of processes primarily for Global Fortune 500 companies. From New York to New Delhi and more than 30 countries in between, we connect every dot, reimagine every process, and reinvent companies’ ways of working. Transformation happens here.
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Recognitions and accolades received by Anaplan