Rapidly-growing, publicly-held American biotechnology company advancing human health and pioneering the future by harnessing technology.
Business Challenges
- Lack of Sales Planning Platform: Disjointed organization of bottoms up sales planning to drive forecasts and targets
- Functional Disconnect: Various planning platforms made for inefficient data transfer within different verticals of the business
- Siloed Excel Planning: Numerous spreadsheets failed to effectively compile FP&A forecasts, re-forecasts, and budgets. Therefore, the
planning process was inefficient and led to cumbersome what-if analysis
Solution
- Anaplan: Replaced an Excel driven Sales planning solution with the capacity to generate commercial forecasts for all products in the
opportunity, backlog, or invoiced phase as initiated by TAMs - Interconnected Processes: Dashboard modeling that allows a consistent methodology and logic, across differing business entities, to
generate reliable sales and finance forecasts - Comprehensive Driver Based Visibility: Empower planners to filter, sort, and update Sales pipeline & backlog details based on dynamic
drivers - Enable Easy What-If Versioning: Ability to easily create and compare multiple versions to account for potential shifts and decisions past
or future - One-Stop Shop Revenue Backlog Details: Ability to view monthly revenue stream details with the ability to include or exclude items at
multiple levels
Impact
- Drive Efficiency in FP&A Planning: Integrated solution allows for an improved efficiency and performance in sales forecasting, with varying
flexibility throughout the sales pipeline & backlog planning process - Scenario Modeling: Solution allows for testing of assumptions and application of trends before a final forecast is concluded
- Automated Management Reporting: Baseline for reporting is widely automated for all products or customers at varying levels of granularity,
with minimal user interaction necessary
