hub16: equifax: quota and territory planning: the challenges and opportunities created by high...

#AnaplanHub16

© Equifax Confidential and Proprietary

Equifax Quota & Territory Management ProcessMigrating to Future State Potential


Mechanism of Transformational Change

Despite Efficiencies Known Current Value and Promise of Forthcoming Value and Potential– New Systems are highly disruptive to business as usual– Strategies, Goals sometimes limited by Data Foundation

Strategy & Objectives

Disparate, Rigid Legacy

SystemsAnaplan Q&T


Target: Time is Money

Target Project was Very Expensive– > 100 senior level resources across Channels & BUs– Multiple disciple involvement (Leaders, Sales, FI, HR, Comp, Ops)

Highly Onerous Manual Burden– Manual– Multi system– Multiple Truths– Low visibility– High degree of coordination– Low Confidence

Enormous Risk– <10 people understood Target process

Disconnected from Budget & Planning cycles


EFX Target Process Flow

Plan Design

Account Assignments

Quota Setting

On-Going Communications and Distribution of Information

Finance Budget Setting (Aug - Nov)

TimelineJuly Sept

Oct Nov Dec Jan

Plan Design (Aug - Oct)

Acct Assignment (Sept - Oct)

Quota Setting (1st 2 Weeks Nov)

Book Management (Jan - …)

TargetDelivery

End to End Cycle Time: 6+ months

6

Aug

Accts Transfers (July-Aug)

Non-official Preliminary Rev

Budget


What Went Right Phase 1

Automated quota assignments

Reduce Target footprint on resources

Increased Visibility and Ownership

Benefits– Time savings– Resource efficiencies– Visibility– Communication, – Scenario modeling & analytics – Accuracy– Reduced exceptions– Accurate Assignments


PHASE II and Beyond: Opportunities

Opportunity Areas

– Efficient Robust Target Project– Reevaluate Project Processes– Data Driven Decisions– Budget & Panning Cycles– Data Consistency– Reporting & Analysis– Territory Planning Management– Enterprise wide Account Segmentation


Solution

Quota & Territory Management Solution

Quota Management• Plan & Distribute

Targets accurately & efficiently across all sales levels, sales channels

Territory Management• Manage sales

coverage, planning across territories

Customer Insights (Segmentation)• Gain single,

comprehensive view of customer

• Customer Value, Cost to Service

© Equifax Confidential and Proprietary 10

Target Goals

Quota: Build Out Robust Processes / Insights

Budget & Quota ApprovalIncorporate meaningful, actionable data

Systematize Transfers

Focus Strategic Fit to Equifax FocusStandardize ProcessData Driven Decisions

Territory & Account Segmentation

Customer 360 viewIndustryAccount TieringRegionsMarket Potential

Reinforced by Robust Reporting and Insights

Reinforced by Robust Reporting and Insights


Improved Processes, Support, Data

• Processes• Communication• Target RACI

• Time Gating & Clear Roles/Responsibilities

• Anaplan Processes & System Enhancements• Distinct User Roles & Responsibilities

• Finance Channel / LOB• Sales Channel / LOB• Sales Ops Analysts Guiding partners through quota setting

• Reporting: Target partners -> sales insights

• Anaplan process building• Infrastructure based on needs, wants• Data Imports/Exports enabling systems sync• Fix “structural” issues to allow smooth/efficient processes

Processes

“Coding”

System Enhancements &

Improved Reporting


Reporting

Better insights requires better data, to meet on demand analysis to provide deeper customer & territory insightsDriven by Teams, Partner needs around Budget, Quota, Sales Planning – Book-Territory Sizing– Role Comparison– Cost to Service– Customer Value– Coverage / Coverage Gaps– Budget vs Quota – Plan Assignments


Territory & Account Segmentation

“Many of the truths we cling to depend greatly on our point of view”

Configure account segmentation; incorporate Sales Team segments– Driven by Discussion Finance, Sales Team, Governance with Sales Ops Analyst

Refine sales territory definitions and assignments– Optimize fair and equitable territories for the sales team.– Assist setting/justifying realistic sales quotas

Enable customer view across sales teams – Allows High customer visibility & internal understanding– Enables

» Customer Planning» Quota Setting» Sales coordination


Sync

HR

ICM

AnaplanMDR

/RDW

CRMs

Anaplan as Data Cleansing & Facilitation Tool

Sales Ops as data enabler• Data Circulation Velocity• Assignment Synchronization• Account Segmentation • Territory Planning Management

Processes in place - Potential enhancement

Processes to be created in 2016

Data Repositories

Flexible to Future State, Global Scalability, Visibility, Collaboration


"The journey of a thousand miles begins with one step."

- Lao Tzu