Revolutionize Your Sales Operations: Maximize Efficiency through Anaplan's Centralized Territory and Quota Planning

Background

As an organization expands, Territory and Quota Planning becomes a challenging task to scale. Managing account assignments and goals often requires multiple iterations across various flat files and internal systems, leading to time-consuming and frustrating workflows for Sales and Sales Operations leadership. With Anaplan, organizations can transform T&Q planning into an automated, streamlined process that enables the entire team to centrally view all information, reduce manual efforts and free up valuable time and resources to focus on revenue growth and team management. Through our centralized T&Q planning solution, one software industry client reported significant results: • 80% reduction in time spent on updating and managing territories • 90% reduction in time spent generating quota outputs • 340 sales manager planning hours saved due to a more efficient, effective Territory and Quota Planning process

Challenge

In Territory & Quota planning and management, traditional flat file management methods are cumbersome, time-consuming, and prone to errors. Common challenges our clients faced in this process are: 1. Multiple systems & workbooks used to manage territory/account ownership and quotas 2. Lack of visibility to the quota impact of territory and ownership changes 3. Difficult to scale as quota validation and aggregation are labor intensive

Approach

Our centralized T&Q Anaplan solution standardizes the territory and quota setting process across industry segments, providing sales management with an easy way to review and compare historical data points in one place. By integrating with various transactional databases, such as CRM and HRIS, Anaplan can automatically bring in data on a daily, weekly, or monthly basis. Anaplan is also a real-time solution that instantly reflects the impact of territory changes on quotas for all team members, providing valuable insights for sales teams to set more informed territories and quotas. Once the territory and quota setting is complete, Anaplan can generate output reports in a highly customizable format tailored to your organization's needs and integrate to update downstream systems. Overall, our solution simplifies and streamlines the territory and quota planning process, enhances visibility, and improves decision-making for sales management.

Key results

Migrated 10+ datasets and 100+ excel workbooks into a single centralized system

80% hours reduction on updating territory changes and their impacts on quotas

90% sales manager hours reduction on pulling historical territory data each planning cycle

Benefits

With a standardized, streamlined workflow, we can revolutionize the way organizations plan territories and quotas by reducing time and effort spent on data aggregation, validation and output compilation activities. This allows organizations to set more intelligent territories and quotas to maximize revenue potential.