The single most important thing to get right in your sales plan is to have the right reps selling the right products to the right accounts with the right quota targets. Achieving this for every rep, account, and product involves both advanced analytics and tapping the expertise of your sales managers - impossible to do in Excel. Learn how Boston Scientific implemented a Territory & Quota application on Anaplan to create the right sales plan, with immediate visibility to coverage gaps and capacity needs. SPEAKERS Isaac Knoot, Director, US Sales Strategy and Operations, Boston Scientific Mark Sarbiewski, Chief Marketing Officer, Anaplan

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ANAPLAN APPS
SALES
Territory & Quota: Collaborative,
Quick & Data Driven

2. © 2014 Anaplan, Inc. All Rights Reserved. Anaplan Confidential Information
21/05/2014 2© 2014 Anaplan, Inc. All Rights Reserved. Anaplan Confidential Information
Territory & Quota

3. © 2014 Anaplan, Inc. All Rights Reserved. Anaplan Confidential Information
Territory & Quota
We have over
assigned resources
to the same
accounts. Our target is too
large and we don’t
have enough
capacity to reach it.
There is no way I can
reach my quota with
this territory
assignment.
My plans take 6 months
to build, are incomplete,
and constantly out of
date.

4. © 2014 Anaplan, Inc. All Rights Reserved. Anaplan Confidential Information
ANAPLAN TERRITORY & QUOTA
Manage coverage gaps
by effectively
allocating resources
Accurately forecast
commissions and
attainments
Flexible
Hierarchy
Management
Effective
Dating
Traceability,
Auditability
Many to Many
Relationships
Features
Complete visibility into
targets, ramp
schedules and capacity
Align best reps to the
right products and
right accounts

5. © 2014 Anaplan, Inc. All Rights Reserved. Anaplan Confidential Information
A DAY IN THE LIFE
Territory
Manager
Manage Sales
Capacity
Bottom Up
Goals TargetsClose
Coverage
Gaps
Top Down
Target Setting

6. © 2014 Anaplan, Inc. All Rights Reserved. Anaplan Confidential Information
Boston Scientific
Issac Knoot
Director U.S. Sales Strategy
and Operations
Approx. 23,000
Employees worldwide
12 manufacturing
Facilities worldwide
100 countries
Market presence
$7.143 billion
revenue

7. © 2014 Anaplan, Inc. All Rights Reserved. Anaplan Confidential Information
FROM ASPIRATION TO PLAN TO
EXECUTION
SET
TARGETS
Understand
Market Trends
and Share
Push plans
down to
regions/distric
ts/
Feedback from
Bottoms Up
Plan
Reconcile Top
down and
bottom up
Build Patches
and Quotas
PUSH OUT
COMP
LETTERS
Refresh Targets Monthly
COMPLEX
REALITIES OF
SALES
PLANNING
• Business critical process
• Spans entire organization
• Team is spread out hard
to collaborate
• High visibility and exposure
• No single platform to manage
• Cannot connect the data
• Lots of iteration

8. © 2014 Anaplan, Inc. All Rights Reserved. Anaplan Confidential Information
Single Platform for Territory and
Quota
CONTRACT
BILLING
CRM
REPS
GEOGRAPHIES
ANALYTICS
PLANNING
MODELING
ACCOUNTS
BUSINESS GROUPSTARGET
$$
ACTUALS
$$
ERP