Anaplan and Aberdeen Group Aligned on Sales Performance Management

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Anaplan’s focus on territory management, quota planning, sales analytics and CRM integration match the research firm’s findings on best practices for sales organizations.

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Anaplan understands the broader needs of sales and finance executives who want to improve the performance of their sales organizations.

Anaplan, a provider of cloud modeling and planning solutions for sales, operations and finance, has endorsed new research from Aberdeen Group regarding best practices for sales performance management. The Aberdeen report, “Motivate, Incent, Compensate, Enable: Sales Performance Management Best Practices,” surveyed sales executives from over 250 enterprises.

The report found that technology-enabled performance dashboards, quota management, and compensation management are key drivers of sales success. It indicates that organizations displaying Best-in-Class characteristics are 23% more likely than other companies to use quota management and planning technologies. Aberdeen also found that Best-in-Class companies demonstrated a 3.6% average year-over-year improvement (reduction of) in sales cycle and a 14.9% average year-over-year increase in revenues, compared with 3.6% at other companies.

“Cloud-based tools that integrate the key areas for sales performance management, including territory, quota, and commission management, are helping growing companies reach their goals for sales productivity much faster today," says Aberdeen Group’s Peter Ostrow, author of the new Sales Performance Management study.

McAfee, a leader in information security technologies, implemented Anaplan with the goals of increasing sales process efficiencies, improving the alignment of territories and sales plans, and better managing discounting practices. Using Anaplan, the company has been able to significantly reduce commission over-payment and improve sales rep productivity by nearly eliminating the hours spent every month reviewing spreadsheets for commission and deal data.

“Anaplan understands the broader needs of sales and finance executives who want to improve the performance of their sales organizations,” said Matt Howard, VP of Marketing at Anaplan. “Our integrated sales applications provide the best solution for enabling equitable, effective, and transparent quota, territory, and incentive programs. We are the only cloud software vendor capable of delivering all these capabilities from a single platform.”

About Anaplan
Anaplan provides cloud-based modeling and planning solutions for sales, operations and finance. The platform enables people to intuitively model their business, derive insights, collaborate for better decisions, align operations, and execute processes in a single platform. Whether objectives are to reduce expenses, improve margins, accelerate growth, or other, results are immediate and impactful.

In 2012, Anaplan introduced a complete suite of sales applications, including quota management, territory management, commissions management, and real-time quote and price optimization, to create a holistic sales performance management solution.

Anaplan is funded by Granite Ventures and Shasta Ventures and was awarded Gartner Cool Vendor Award in 2012 and Ventana Research Technology Operational Innovation Award for Sales Management in 2012. To learn more about Anaplan, please visit or on twitter: @anaplan.

Download Aberdeen Group Paper Here

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Best-in-Class companies report a 105% average team attainment of sales quota Read #Aberdeen Best Practices Paper


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Michaela Dempsey
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