how lexmark transformed its demand forecasting and territory management with anaplan and salesforce

WELCOME!

Our moderator today:

Jacques FreyAnaplan Switzerland

SPEAKERSRobert Bergstrom

Partner

Axelle BoulardEMEA Product Marketing & Sales Operations Manager

Simulating scenarios and analyzing KPI sensitivity using the Economic Modelling & Simulation app 1(2)

Simulating scenarios and analyzing KPI sensitivity using the Economic Modelling & Simulation app 2(2)

Pre-tax ROIC

Monitoring at leadership level using a Strategy Execution tool:

Managing strategy execution through the organization using Business Management Scorecards 1(2)

Managing strategy execution through the organization using Business Management Scorecards 2(2)

SPEAKERSRobert Bergstrom

Partner

Axelle BoulardEMEA Product Marketing & Sales Operations Manager

About Lexmark• Lexmark is a provider of printing and imaging products, software, solutions and

services that help customer save time and money• Headquarters: Lexington, Kentucky• $3.7 billion in revenue in 2014, approximately 57% from international sales• 170 countries

You want to know more? Visit us on www.lexmark.com

• Information was scattered in different spreadsheets➔ 1 month to assemble data + ½ month to consolidate into

one spreadsheet

• Version control was a nightmare

• Difficulties to collaborate and communicate with others

Before Anaplan

Territory Management

Forecast Process• Sales Forecasting was challenging for all stakeholders prior to deploying

Anaplan:

Why Anaplan?

Sales Forecasting1

• To increase sales productivity• To have sales focusing on what is important

2• To get tool that integrates our Global Demand process• Get the data and roles integrated• Get flexibility: ad-hoc reporting as an example

3• To get more accurate information• To get right product on time for customers

Territory Management

1• To allow Lexmark to act faster

2• To get Interactive Metrics to better monitor territories

3• To get more accurate information

Forecast Process

Forecast Process• Anaplan integrates our data and functions to help develop an aligned forecast

Data + Collaboration = Aligned Forecast

Opportunities• Sales Stage• Probability• Rollout schedule

Quotes• Line Items• Pricing• Quantities

SalesSales

ManagementFinanceDemand Planning

• Accountability• Alignment• Accuracy

• Collaborative tool• Increased Sales Productivity

➔ Minimal work needed from sales to validate their forecast in Anaplan

• Forecast accuracy➔ Items, quantities coming from

quotes so less last minutes deals➔ More time for sales to pay

attention to key deals rather than BAU

➔ Improved product availability• Global process

From spreadsheets to Anaplan=

From days to seconds

Sales forecast Territory Management• Collaborative tool• Improved productivity• Real-time reconciliation globally

of the entire deployment• Consistent corporate guidelines

and KPIs• Easy to use• Good adoption from the 1st week

of implementation• Global process

From spreadsheets to Anaplan=

From weeks to seconds

Key benefits

SPEAKERSRobert Bergstrom

Partner

Axelle BoulardEMEA Product Marketing & Sales Operations Manager

Thank you!

Learn more about ways to improve your sales performance management at www.anaplan.com