hub16: vmware – enabling business modeling and sales planning with anaplan
TRANSCRIPT
#AnaplanHub16
VMware’s Success Story: Sales Planning & Business Modeling with Anaplan
Sri Vellimedu - Director, BTA
Awinash Sinha - Director, IT
May 10, 2016
About VMware, Inc.
Customer :
– 500,000+ VMware customers
– 75,000+ Partners
– 100% of Fortune 500
– 99% of Fortune 1000
2015
• For 6th Consecutive Year, VMware Named a Leader in 2015 Magic Quadrant for x86 Server Virtualization Infrastructure!
• Forrester named VMware a leader in hybrid cloud management solutions and private cloud software suites
Background
CONFIDENTIAL
Gartner estimates that enterprises miss the equivalent of 5-10% of annual sales as lost opportunities, which could have been captured with the improvement of overall sales performance management
CONFIDENTIAL
Inconsistent / No
Governance
Validation Errors
Multiple Data
Sources
Delayed Visibility
No Common Language
Excessive Manual
Intervention
Lack of Standards
Enable clear, predictable and timely Sales Planning cycles
Adopt a standardized end-to-end process globally
Drive automation Move to a single data source
Align to consistent policies, procedures and business rules to simplify the process
Leverage best practices from each GEO
Our Goals
Streamlined Processes
Data Analytics Automation
Globally Consistent
Sales Planning AutomationBuild process automation and data analytics capabilities to improve accuracy & efficiency in hitting our Quota targets through predictable Sales Planning
Territory & Account Planning
Quota / Head-count Planning
Sales Interlock Planning
• Return Sales’ time to strategic discussions by reducing manual efforts
• Day 1 (per planning cycle) sales visibility of Account Coverage in Anaplan & Day 15 in CRM
• 30% reduction in territory account disputes
• 5%+ increase in Quota Accuracy in the 90-110% Goal Achievement band
• Targets in comp platform by end of month 1 (per planning cycle)
CONFIDENTIAL
Capabilities Roadmap
Sales Interlock Planning
Territory & Account Planning
Quota / HC Planning
• Market Assessment• GTM Strategy• Account Segmentation
• Market/Industry Trends Analysis• Territory Segmentation• Global & Named Accounts modeling /
what-if analysis
• Headcount mapping• Quotas by person, roles & territories• Associate Comp Plans
• Sales Targets by GEO, Product & RTM
• Sales Coverage Model across segments
• Target allocation to Region & Sub-Region
• Quotas & Targets by Territory• Integrated Comp/Quota Target
Sales Operations & Enablement
• Sales Policies/Standards Governance• Operational User Support• Sales Training • Sales Planning CoE
• Strategic Functional Roadmap• Value Realization• User Adoption
Capabilities Outcomes
Modeling Approach & Architecture
7
Outcome = function of Leading Inputs/indicator/Influences
Y = f (X1, X2, X3, ….Xn)
Multivariate linear regression
• Market insights• Competition data• Product Strategy• Economic factors• Share of wallet• IT Spend
Booking Target at Company & company -
3 levels• Historic Territory &
Account performance• Target at C-3 level• Market Segments
• Booking Target @ Account & Territory
level• Coverage Plan
• Target @Territory level• Rep specialization • Rep historic
performance
• Quota Allocation at Rep level
• Head count plan
Implementation Approach
CONFIDENTIAL 8
Flexibility
Scalability
Agility
Data Accuracy
Technology
• Architecture• Self-service• Apps Performance• Solution Flexibility
• Standardization• Simplification• E2E Process Mapping• Global policy
Process
• Collaborative• One-Team approach• Outcome driven
People
CONFIDENTIAL 9
Eco-System Architecture
On-Demand Scheduled
EDW (Greenplum)
Data Sources
EBS PDH My LearnODM
house
rules
UCM Bookings Hyperion SFDC
IDC
Varicent
Kenexa
Flat
Files
Data Repository
• Bookings
• Company
Master
• Sales Rep Info
• Coverage Rules
AMER Model
Account/Territory
Planning
EMEA Model
Account/Territory
Planning
APJ Model
Account/Territory
Planning
WW Model
Account/Territory
Planning
VMWare
Enterprise
Scheduler
(Informatica/
Control-M)*
Anaplan Cloud
ETL (Cleansing)
Data Export**
Data Import**
Sales Operations
ODM/DRM
(coverage rules)
Shell Scripting using Anaplan Connect
Scalability & Performance
Data Volume & Model Size
Accounts Bookings Oppty Cell count Model Size
AMER 1.9 M .9 M 56 K 5 Billion 24.21 GB
EMEA 2.4 M .9 M 24 K 3.6 Billion 23.28 GB
APJ 1.5 M .5 M 26 K 2.6 Billion 17.7 GB
Global 5.9 M 2.4 M 107 K 3.6 Billion 27.94 GB
CONFIDENTIAL 11
Data Load Time
Accounts Bookings Oppty
45 – 60 Min 10 Mins 5 mins
45 – 60 Min 10 Mins 5 mins
45 – 60 Min 10 Mins 5 mins
2.5 Hours 10 Mins 5 mins
ModelLoad Time*
<6 Sec
<6 Sec
<6 Sec
< 5 Sec
* Initial Model Load Time (t) : 90 Sec < t < 120 Sec
Key Lessons Learned
CONFIDENTIAL 13
What Worked • End state focused capability build• Collaboration across teams• Process & architecture led implementation• Establish guiding principle upfront• Focus on data quality state from start• Consolidation of data sources• Standard taxonomy of business terms • Project delivery methodology• Consultation w/ other Anaplan customers
Opportunities • Day in the life of specific role analysis for changemanagement
• Underestimation of change management effort• Delay in operationalizing run state COE• Initial models inputs more focused on historic data
vs. leading indicators
Thank You
Contacts –
Sri Vellimedu (Director, BTA) : [email protected]
Awinash Sinha (Director, IT) : [email protected]