anaplan hub 2015: lexmark and demand planning for sales and supply chain with anaplan

Demand Planningfor Sales & Supply Chainusing Anaplan

Anaplan Hub SFO, May 2015

Brett Butler, Global Business Architect

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About Lexmark

© 2015 Lexmark International, Inc. All rights reserved.

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

© 2015 Lexmark International, Inc. All rights reserved. 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

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Demand Planning Process

© 2015 Lexmark International, Inc. All rights reserved.

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

© 2015 Lexmark International, Inc. All rights reserved. 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. 6

Screen Shots ofLexmark’s Demand Planningin Anaplan

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

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

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

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© 2015 Lexmark International, Inc. All rights reserved. 13