Hub16: Managing two distinctive workforce plans to drive growth

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Managing two distinct workforce plans to drive growth: Deploying and Integrating Anaplan across the organization

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Mike LembergVice President, Finance

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Philippines Center: Opened Q4 2105Bookings:

$8.4B sold on behalf of our Customers

Revenue: $250M

Global Employees: 3,000

Revenue-as-a-Service Solution Suite

Initial Sale +90 Days +180 Days +270 Days +360 Days

: End-to-End Revenue Lifecycle Solutions for the B2B Enterprise

Onboarding Adoption, Expansion Retention Renewals

RLM TECHNOLOGY

Best-Practice RLM PROCESS

Globally Deployed, Expert PEOPLE

ServiceSource RLM Platform

Customer Onboarding

Customer Success Mgmt.

Renewals

Mgmt.Warranty

ConversionUpsell + Cross-sell

Sales Enablemen

t + Quoting

Channel Mgmt.

Software Hardware Networking Industrials / HCLS

Information Services

: Driving revenue for the world’s leading global enterprises for 15+ years

Global revenue centers 40+

Languagescovered

Channel partners & resellers managed240k

+

Globalemployees3,000

+11

Privilege of focus

Global Scale Disciplined Process

: Driving revenue for the world’s leading global enterprises for 15+ years

Pre Anaplan Challenges• Running budgeting, forecasting, reporting and analytics in Excel model

built pre IPO• 80% of time “managing the model”, hoping the numbers were right• Two distinct planning models:

1) 2,500 employees in our 11 service centers (“Managed Service”) 2) Proserv, Software, SG&A, R&D (“Corporate”)

• Lack of flexibility in measuring, connecting and monitoring the complexity of two planning models

• Misaligned business unit objectives and metrics due to the lack of visibility into the health of the business across different regions, departments, and levels

Unique requirements for each planning model

Managed Services Corporate

Custom planning model unique to ServiceSource

“Production” Forecasting: How we generate rev for our customers

Forecasting our revenue based on our pay for performance model

Headcount by region, job type, job level

Margin / Contribution by Center, Customer

SW and ProServ Revenue forecasting Standard Workforce planning for

ProServ, R&D and SG&A (hire, xfer, promote, term)

Corporate drivers for allocations, benefits, fully loaded costs

Consolidation of forecast

Why Anaplan

Anaplan’s Platform Technology allowed us to build unique, custom Managed Services Model

For Corp Model, use best practice Workforce planning; integrated custom model with

prescriptive planning for corp

Platform Technology

Integrate Standard Corp

Planning w/ Custom Model

Intuitive Interface Excel like interface via browser enable rapid deployment across 200+ users

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Process flow / Anaplan footprint

Financials &HR

Best Practices (Vanilla) Model• SG&A, R&D, Prof Svcs• Standard Workforce &

Other Expense Planning

Custom, “Unique” ModelService Delivery• 2500 employees, 11

centers• By job family, job type,

site

Corporate Reporting• Consolidate

forecast, P&L• Project forecast

against actuals

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Results Delivered Via Improved Transparency, Analytics and Driving Ownership to Business Partners

• Operating expenses reduced 15% year-over-year

• Improved Managed Service rep productivity by >5%

• 2014: 80/20 (process / insights); 2015 80 / 20 (insights / process)

• Flexible models provide the ability to adjust planning needs using real-time data from Workday

• Fast adoption of the platform throughout the organization, Anaplan and Excel can co-exist

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1 2 3Keys to Success: Controlled Development Approach

PROJECT MANAGEMENT

FINANCE IT

• Requirements• Sponsorship• Bias for simplicity• Integration w/ Wokrday

• Anaplan Expert• Source data

• Project Tracking• Scope Control• Key Practices• Change Management

Result: In 5 Weeks, Successfully delivered Plan for… > 70 client accounts > 200 users 8 offices

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So What, and Next Steps So What

• Put the “A” back in FP&A• More granularity and

transparency• Provide analytics, reports

& insights tp management to facilitate effective decision making.

• Arm and empower business to drive towards

Next Steps

• Further enhancements to existing models• Exec Dashboards• Add’l dimensions

• New Models• Sales compensation• Outside sales bookings• Revenue

Q A