Lexmark uses opportunity data to determine demand forecast and analyze uptake of products across their organization. Hear how they are using this information to understand purchasing patterns & inform pricing decisions. Speaker: Brett Butler, Global Business Architect, Lexmark

1. Demand Planning
for Sales & Supply Chain
using Anaplan
Anaplan Hub SFO, May 2015
Brett Butler, Global Business Architect

2. About Lexmark
© 2015 Lexmark International, Inc. All rights reserved. 2
Lexmark is a global technology
leader creating enterprise
software, hardware, and services
that help organizations draw
deeper value from their business
information
 $3.7B revenue (2014)
 $1+B in software company acquisitions over past 5 years
 56% of revenue from outside the US
 Serving customers in 170 countries
 12,000 employees globally

3.  100+K part numbers
 “Product” = Hardware, Software, and Services
 Master Data Mgmt for Product and Material
 Hierarchies and Attributes of Products & Materials
 1,000 Sales Reps, in three “sales forces”
 Imaging Solutions – Direct to Customer & Indirect thru Channel
 Enterprise Software – Direct to Customer (emerging thru Channel)
 Organized by Geo > Region > Country,
with overlay by Industry & Division
 Cloud & On-Premise IT systems
 Salesforce + Big Machines + Anaplan
 SAP ERP (APO & BPC)
 and Excel 
Demand Planning at Lexmark
© 2015 Lexmark International, Inc. All rights reserved. 3

4. Demand Planning Process
© 2015 Lexmark International, Inc. All rights reserved. 4
Oppty in
Salesforce (Rep)
Quote in BigM
(Rep)
Forecast in
Anaplan (Rep)
Sales Mgmt
Review
DP Review
(Units)
Finance Review
(Revenue)
Excel Excel
SAP SAP

5.  Multiple Levels of Review (and Adjustment), with Roll-ups
 Sales Rep to Sales Mgmt to DP & Finance
 Country to Geo to WW
 Direct demand generation, fulfilled thru Channel
 Close Date vs. Rollout Plan
 Unit Placements vs. Revenue Recognition
 Cross-system data issues
 Required fields, missing values, integrations
 Joint Deals
 Hardware + Software + Services
 Cross-Division, Cross-Border
Challenges to the Process
© 2015 Lexmark International, Inc. All rights reserved. 5

6. © 2015 Lexmark International, Inc. All rights reserved. 6
Screen Shots of
Lexmark’s Demand Planning
in Anaplan

7. © 2015 Lexmark International, Inc. All rights reserved. 7

8. © 2015 Lexmark International, Inc. All rights reserved. 8

9. © 2015 Lexmark International, Inc. All rights reserved. 9

10. © 2015 Lexmark International, Inc. All rights reserved. 10

11. © 2015 Lexmark International, Inc. All rights reserved. 11

12. © 2015 Lexmark International, Inc. All rights reserved. 12