2018 1016.1 transforming sales operations at winshuttle
TRANSCRIPT
Sales Force Productivity Conference ● 15-17 October 2018 ● Ritz-Carlton, Atlanta ● © 2018 The Sales Management Association. All rights reserved.
Transforming Sales Operations at Winshuttle
Presented by :
MATT SHOREAdaptive Insights
SCOTT SPILKERWinshuttle
2Sales Force Productivity Conference© Copyright 2018 The Sales Management Association. All rights reserved.
OUR PRESENTERS
MATT SHORE
Adaptive Insights
SCOTT SPILKER
Manager, Business and Sales Operations
Vice President, Product and Strategy
Winshuttle
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Agenda
•Winshuttle’s Story• Business Planning Cloud•Q&A
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• Data management solutions for SAP
• Global sales team, offices in 5 countries
• Selling to F1000 customersBothel, WA � +300 Employees
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How do we scale and grow efficiently?5
New products & markets
Reducing CAC
Driving rep productivity
Quota coverage
Systems, infrastructure needsHiring and ramping teams
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Sales is left navigating this challenge in Excel today6
CSV
XLS
VLOOKUP+ =
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Faced the “attainment smirk”7
10% 15% 20% 25% 30% 35% 40% 45% 50% 55% 60% 65% 70% 75% 80% 85% 90% 95% 100%105%110%115%120%125%130%135%140%145%150%
Num
ber
of R
eps
Unbalanced Attainment Curve
Underperforming reps à attrition Overperforming reps à over payment
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Need a system that’ll let me do all this…8
• Cohort analytics• Productivity and ramp modeling• Attrition and backfills• Attainment by cohort and region• Actuals from sfdc, including quota relief• Realtime what-if scenarios
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Benefits from adopting best practices and implementing Adaptive for Sales
Reduced attritionWith more balanced territories
Increased yieldsWith improved productivity & analytics
Quick course correctionWith real-time scenarios and data-driven decisions
Drove topline performance thru…
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+20%Rep Productivity
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Sales planning is a “win” all around© 2018 Adaptive Insights16
For the CFO: Alignment & visibility For the CRO: Better performance
Bring sales into the planning fold with integrated, hi-fi topline plans
Reduce attrition ● Increase yields ● Course correct quickly and optimally
For the CEO/BOD…
Align strategy with execution
AGILE BUSINESS
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4,000+Customersin 50+ countries
150+Partners
Modern Cloud Architecture
Multi-tenantIn-memory
About Adaptive Insights© 2018 Adaptive Insights | Confidential & Proprietary | Updated 08/06/1817
Gartner LeaderForrester LeaderDeloitte Fast 500Forbes Cloud 100
Boston
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Palo Alto, CA
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A Workday Company
NASDAQ: WDAY
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Linking the sales and finance plans enabled us to run holistic scenarios in real-time, and given us a common language to speak about how we're performing.Jeff Bergstrom, CFO
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Thank you!Scott Spilker | Matt Shore
Q & A PLEASE BE SURE TO SPEAK INTO THE MICROPHONE. WE’RE RECORDING!
© Copyright 2018 The Sales Management Association. All rights reserved.20
MATT SHORE
Vice President, Product and Strategy
Adaptive Insights
SCOTT SPILKER
Manager, Business and Sales Operations
Winshuttle
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