Print it in “black and white” or choose “color” - the message remains the same, Lexmark uses Anaplan with Salesforce integration to analyze customer account information and determine the key accounts in each territory before assigning the right sales rep to win the business. That's powerful given that revenue growth comes from achieving the right balance of expanding in key accounts with a large install base and penetrating target accounts, which have a small install base. In this session, Lexmark described how Anaplan with Salesforce integration allows them to analyze customer attributes before assigning the best sales rep to win the business, achieve competitive advantage, and better manage sales performance. Speaker: Brett Butler, Global Business Architect, Lexmark

1. LEXMARK DRIVES SALES PERFORMANCE
MANAGEMENT WITH ANAPLAN AND SALESFORCE
Brett Butler
Global Business Architect, Sales & Marketing

2. BRETT BUTLER
Global Business Architect,
Sales & Marketing
SPEAKER

3. SPEAKING SESSION AGENDA
ABOUT LEXMARK
A Global Technology Leader
WHAT DOES OUR TERRITORY
MANAGEMENT TOOL DO?
Scoring, Changes, Assignment, Compare,
Review & Assign
BEFORE & AFTER ANAPLN
A Transformation.
TERRITORY DESIGN PRINCIPLES
What makes for a “Good” Territory Design
TERRITORY SCORING MODEL
Purity, Potential, Workload
Q&A

4. 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
About Lexmark
4

5.  Evaluate territories using the Lexmark’s Territory
Scoring Model
 Make changes to Territories and Accounts, then
immediately see impact on territory design scores
 Assign Reps to Territories
 Compare Territory requirements vs. Sales Rep skills
 Review & approve changes made
What does our Territory Management tool do?

6. Before and After
Before After
Separate spreadsheets
for each region / country
Data errors; version
control issues
Territory = Person
Assigned
Hard to enforce territory
guidelines
Single, real-time, global,
collaborative tool
Data integrity; ability to
integrate with SF
Territory = a sales job
(Staffable or Unstaffable)
Consistent corporate
guidelines enforced
No analysis on territory fit
with Rep skill sets
Compare Territory’s needs
vs. Sales Rep’s skills

7. Territory Design Principles
Workload
20%
Potential
40%
Purity
40%
• Purity
• Potential
• Workload
What Makes for a “Good” Territory Design?

8. Territory Scoring Model
Purity: 40
Points
Potential:
40 Points
Workload:
20 Points
• Interest in Out-
sourcing Purity
− 20 points, all or none
• Hunter/Farmer Purity
− 12 points, all or none
• Vertical Industry Purity
− 8 pts - total purity
− 4 pts - partial purity
• Historic Lexmark
Revenue
− 20 points,
sliding scale
• Future Potential
Revenue
− 20 points,
sliding scale
• Calls Needed to
“Cover” Territory
− 20 points,
sliding scale
$

9. Demo in Anaplan

10. Q A