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PURE STORAGE UNLEASHES DATA TO BUILD TERRITORY AND QUOTA PLANS FASTER

Data-storage leader optimizes annual sales planning, freeing sales managers to
focus on closing business rather than administrative tasks

Watch video


PURE STORAGE UNLEASHES DATA TO BUILD TERRITORY AND QUOTA PLANS FASTER

Close



Finding the best accounts to target—and building 500+ sales territories and
quotas based on them—stole time from Pure Storage’s sales leaders when they
could least afford it. Using Anaplan’s New UX and Optimizer, sales planning at
Pure Storage is now fast, visual, based on data, and not an administrative
burden. Anaplan also provides a platform for ongoing territory management.


THE AMOUNT OF TIME SPENT [ON TERRITORY AND QUOTA PLANNING] HAS BEEN DRAMATICALLY
REDUCED.


JASON AUGUSTINE, SENIOR DIRECTOR, SALES PLANNING


HOURS TO DAYS

saved in annual territory planning thanks to Anaplan Optimizer


TOP 20

accounts (by propensity to buy) easily identified in each territory



SOLUTIONS

Sales

INDUSTRIES

Technology

Having hundreds of thousands of accounts in a CRM system seems like a good
thing—until you need to decide which ones to pursue and how to balance the
workload. That was the challenge faced by Pure Storage, a maker of data storage
solutions with 7,500+ customers worldwide and $1.64 billion in annual revenue.
Pure’s ratio of accounts to salespeople was huge, particularly for commercial
and corporate accounts, but choosing those worth pursuing wasn’t consistently
driven by the data.

There was another challenge: In Q4, when sales leaders were busy finishing out
the current year, they were also planning for the coming year. “Their focus
should be on selling, closing deals,” says Jason Augustine, Senior Director,
Sales Planning. “The last thing they want to be doing is spending time in a
system that they see as an administrative burden.”

Augustine and his Sales Operations team set out to make their existing
Anaplan-based territory and quota planning solution work harder and be easier to
use. They rebuilt it in Anaplan’s New UX, and added Anaplan Optimizer to the
territory-building process. The result: improved coverage, optimal territories,
and lists of accounts prioritized by their propensity to buy rather than
guesswork.

To help front-line sales leaders understand territory and quota drivers, key
metrics such as bookings, quota attainment, and territory penetration are
summarized on a single page. Another page lets them define territories and set
quotas on an interactive worksheet. Tools for scenario analysis and approvals
are a click away. Among the outputs: a chart of the top 20 accounts in each
territory. “A manager can give that to a rep on day one and say, ‘These are your
best accounts to focus on,’” says Balrit Singh, Senior Manager, Worldwide Sales
Planning.

Bookings data and a host of account attributes are pulled automatically into
Anaplan from Salesforce, and three-plus years of reps’ attainment history is
imported from Pure’s compensation system. “The New UX gave us the freedom to
take all these data points and visualize them in a way that was consumable,”
Singh says.

Anaplan Optimizer allows that data to drive territory creation. Optimizer uses
advanced algorithms to determine the ideal territory design based on shared
objectives and user-selected constraints such as territory type, segment,
vertical, and geography. Creating 500+ territories and evaluating and assigning
accounts to them could take days before Anaplan, but with Optimizer the best
options can be identified in minutes.

And that makes sales leaders more productive. “The feedback from the field has
been extremely positive,” Augustine says. “Very specifically, we’ve heard that
the amount of time spent [on territory and quota planning] has been dramatically
reduced.”

Ultimately, the Anaplan solution will turn sales planning from an annual chore
into an ongoing process of territory health evaluation. Singh explains it this
way: “You are allowing the managers to use Anaplan not just as a planning tool,
but more-so [to] manage my business.”

chevron-down Created with Sketch. Video transcript

Jason Augustine, Senior Director, Sales Planning, Pure Storage: As we've
introduced more data into Anaplan, it is actually becoming more difficult for
our sales leaders to get to that information. Their focus should be on selling,
closing deals. The last thing they want to be doing is spending time in a system
that they see as an administrative burden.

Balrit Singh, Senior Manager, Worldwide Sales Planning, Pure Storage: Territory
planning is not just a rep and his or her accounts. There is an SE, a CAM, an
SDR, you know, management. The New UX gave us the freedom to take all these data
points and visualize them in a way that was consumable.

Balrit Singh, continued: So the way we created this new UX was consisting of
five different pages. (Page 1—Command Center) This one’s basically a district
manager's landing page. (Page 2—Quota Planning) This is where you take a look at
the territory, you look at the health statistics, you look at the top accounts.
(Page 3—Account Assignments) This is where a district manager assigned all of
the accounts to their employees and do their scenario analysis. (Page
4—Approvals) If anything is being transferred out of their district, they had
the ability to approve first. (Page 5—Optimizer) This is where basically you
could set constraints and essentially use the optimizer functionality to
scenario model.

Balrit Singh, continued: Now, all of a sudden, you are allowing the managers to
use Anaplan, not just as a planning tool, but more-so how do I manage my
business using Anaplan?

Chyuan Duh, Senior Sales Planning Analyst: When I was first exposed to the new
UX, one thing—to my surprise—is how easy it is to kind of make that connection
to what's already existing in the old UX, but better and quicker, cleaner as
well. That makes the whole process a lot more fluid and for a model builder it
saves a lot of time.

Jason Augustine: We've created a whole generation of sales leaders that are now
invested in the tool and invested the process.






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