Hub16: Deloitte perspective: Next Generation Enterprise

#AnaplanHub16

#AnaplanHub16

Enterprise-Wide PlanningNext Generation Integrated Business Planning

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Bart HughesDirector

#AnaplanHub16

• Pressure from financial markets• Dynamic economic times• Changing regulations

• Complex global company footprints• Evolving technology landscapes • Unpredictable competition

SHIFTHappens

NEED FOR AGILITY AND PREDICTABILITY

CONSTANT NEED TO NAVIGATE CHANGE

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ENTERPRISE-WIDE PLANNING

Repeatable functional and cross-functional activities connecting strategic, financial

and operational execution plans.

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Additional: Product Launch Forecasting, Product Data Management, Commission & Incentives Planning.

Strategic & Financial Planning

Demand Planning

Rolling Forecast (Gross/Net)

Workforce Planning

Go-To-Market Planning

Sales Channel Marketing Support Supply

Chain HR Finance R&D IT

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Design Principles

Align upstream / downstream planning activities

Track, measure and refine plans dynamically

Coordinate multiple dynamic data sources

Single shared version of data for planning

Collaborate within / across business functions

Enhanced collaboration, communication, access

Enterprise-Wide Planning

Plan

Exec

ute

Measure

Analyze

Sales

Channel MgmtHR

R&D

`

Plan

Exec

ute

Measure

Analyze

Plan

Exec

ute

Measure

Analyze

Plan

Exec

ute

Measure

Analyze

Plan

Exec

ute

Measure

Analyze

Plan

Exec

ute

Measure

Analyze Finance

SupplyChain

CustSupport

Plan

Exec

ute

Measure

Analyze Mktg

Plan

Exec

ute

Measure

Analyze

ENTERPRISE-WIDE PLANNING NEEDS

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Enterprise-wide Planning: THE 5 BARRIERS

Silos• Visibility of plans across functions haphazard at best• Meetings, phone calls, email primary plan sharing method

Competency• Lack of analytical modeling skills outside of Finance• Often times side job so less attention applied

Work Flow• Different planning levels and cycle times• Inability to quickly change plans, perform what-ifs, flow changes

Data• Limited data availability and data inconsistency• Multiple sources of data challenging to reconcile

Tool & Tech• Manually intensive to coordinate, consolidate, and share data• Prohibitive cost and time to build a solution

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IT

ANAPLAN – SMART BUSINESS PLATFORM

• What-if Analysis• In-Memory Processing• Predictive Analytics • Role-Based Access

• Single Source of Planning Truth

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Demand Planning


Workforce Planning


Sales Channel Marketing Support Supply Chain HR Finance R&D IT2

3

1

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ANAPLAN POTENTIAL FOR VALUE ADD

INTER-FUNCTION

SUB-FUNCTION

INTRA-FUNCTION

Sales Channel Marketing Support Supply

Chain HR Finance R&D IT

PP PPP PPP PPP PPPPP P P PPP

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Performance Reporting

Analysis

ForecastBusiness Modeling

Corrective Actions

STRATEGIC & FINANCIAL PLANNINGWhat is Different From Today?

Potential Benefits

• Rapid top-down and bottoms-up reconciliation

• Single tool to aggregate organizational budgets and roll-up

• “What-if” analysis across the enterprise

• Improve organizational alignment

• Execute changes throughout the system more quickly

• Track budgets against key strategic priorities

• Reduce year-end coordination and planning chaos

Market Assessment

Strategy Development

Strategic Portfolio

Management

Operational Planning

Cascading Targets

Budgeting

Target Development &

Agreement

Stra

tegi

c Pl

anni

ngO

pera

tiona

l Pl

anni

ngAn

alys

is &

Co

rrec

tive

Actio

n

Actual Results

Budgets

Forecasts

Anaplan Value-Add

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INTEGRATED DEMAND PLANNING AND ROLLING FORECAST

What is Different From Today?

Potential Benefits

• Built in reconciliation of forecasts from Sales, Finance & Demand Planning

• Shared account hierarchy and historical sales data across functions

• CRM opportunity information systematically captured in Demand Plan

• Improve accuracy through collaboration and data sharing

• Early warning of potential issues due to integrated input approach

• Reduce time to reconcile various forecasts

View of Plans & Trade-Offs

Op & Exec Review

Financial Review

Integrate Sales & Channel

Forecast

1 START – Monthly Process

24

Sales, Finance, Supply Chain Alignment

Adjusted/ Finalized Plans

Conduct Consensus

Review

Escalate Key Issues Escalate Key Issues

3

5

Rolling Forecast

Supply Chain / Ops Plan

Anaplan Value-Add

#AnaplanHub16



Demand Planning


Workforce Planning


Sales Channel Marketing Support Supply Chain HR Finance R&D IT

1

2

3

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SALES PLANNING

Territory Planning Channel Mgmt: Coverage Planning

PLANNING ACTIVITY INTERLOCKING ACTIVITY

Sales Forecast Supply Chain: Demand Planning

Territory Planning HR: Workforce Planning

Quota Management Finance: Annual Revenue Plan

Sales Forecast Finance: Net Revenue Planning

Pricing & Quoting (for more complex offerings)

SUB-LEVEL PLANNING/MONITORING

Territory Planning

Quota ManagementSales Forecast

Projected Attainment

Pipeline drives next period Quota

Performance Tracking

Core PlanningExecute / MonitorAnaplan Value-Add

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FINANCE PLANNING

Rolling Forecast &

Budget

Bookings

Revenue Conversion

Net Revenue

Capital Cost

PLANNING ACTIVITY INTERLOCKING ACTIVITY

SUB-LEVEL PLANNING/MONITORING

Operational PlanningSales & Channel: GTM Planning

Operational Planning All Functions: Operational PlanningRolling Forecast Sales: Sales ForecastRolling Forecast Channel Mgmt: Channel ForecastRolling Forecast Supply Chain: Demand Planning

• Currency / FX Planning• Balance Sheet, Cash Flow• Allocations• M&A Modeling• Treasury Modeling• Capital Planning

• Transfer Pricing• Warranty Cost• Inventory Cost• Discounting / Net Revenue• Workforce Planning• Operational Expense

Core PlanningExecute / MonitorAnaplan Value-Add

Strategic Planning

Operational Planning

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ENTERPRISE-WIDE PLANNING JOURNEYClient Example

Sales Work Stream Finance Work Stream• Sales Forecasting & Reporting• Quota & Capacity Planning• Territory Planning

• FP&A Operational Planning & Reporting• Workforce Planning• Long Range Planning

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Q1 FY14 Q2 FY14 Q3 FY14 Q4 FY14 Q1 FY15 Q2 FY15 Q3 FY15 Q4 FY15 Q1 FY16 Q2 FY16 Q3 FY16

Supply Chain

Marketing+ Finance

Supply Chain

Finance

Finance + Supply Chain

Sales + Finance

Supply Chain + FinanceFinance +

Supply Chain

Supply Chain + Marketing

AMER

APAC

EMEA

ENTERPRISE-WIDE PLANNING JOURNEYClient Example

GLOBAL

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STEPS TO ENSURE SUCCESS4 Keys to Enterprise-wide Planning Approach

1. CONTEXT & VALUE STEPS: Approach planning improvements incrementally but in-context overall to-be Enterprise Planning framework

2. FILL GAPS FIRST: Focus first on planning gaps that deliver greatest return, recognizing ‘good enough’

3. CHOOSE TECHNOLOGY PLATFORM THAT GROWS: Pick technology approach that enables planning expansion + doesn’t limit freedom to grow

4. BALANCE CONSISTENCY & FLEXIBILITY: Recognize balance between global planning consistency and individual flexibility

Q A

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Thank YouBart [email protected]

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