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IT DRIVEN DEPLOYMENTYOUSUF KHAN, VP – IT, PURE STORAGE
© 2016 PURE STORAGE INC.2
ABOUT PURE STORAGEFOUNDED 2009, NPS 79, IPO 2015, 128% YOY FY 2015
© 2016 PURE STORAGE INC.3
PURE LOCATIONSUS / EMEA / APJ
© 2016 PURE STORAGE INC.4
CORE ISSUES ACCURACY OF DATA, LACK OF COMMUNICATION, TIMELY PLANNING
© 2016 PURE STORAGE INC.5
PLANNING IN SILOSWE NEEDED TO CHANGE THE WAY WE WERE PLANNING
Countless spreadsheets
Months to assess impact of scenarios
Unable to assess complex scenarios
• Lost revenue and market share
• Ineffective sales
Duplication of data
Rework
Planning in Silos
Incomplete and inaccurate plans
Lack of information security
Poor compliance to ever-changing regulations
Poor back-ups
“Incentive planning takes time and has a huge margin for error when you do it manually. If we do not meet payroll for a particular quarter, that DEMOTIVATES our sales people.” “If we do not have a
comprehensive solution to manage compensation planning and payroll based on territory targets, it can negatively impact sales and finance.”
“For any financial planning exercise to be complete, we need to build lots of models based on many assumptions. It becomes very complex, and it can take MONTHS.”
• Slower time-to-market
• Lack of goods and services
© 2016 PURE STORAGE INC.6
© 2016 PURE STORAGE INC.7
+
© 2016 PURE STORAGE INC.8
TODAYWE ARE FASTER, BETTER, AGILE PLANNERS
Re-Use and Exchange of Model
Flexible
Real-Time Data SharingMany
Scenarios
Integrated Across Functions
Complex Scenarios
Territory Planning
• Taking the lead to source, implement, and govern the right solutions
• Identified and evaluated four vendors and selected Anaplan
• We completed by January 2016
• Expect a 50% faster business planning process
Incentive Planning
• Much more systematic approach to incentives and compensation
• Meet payroll on time and with accurate data
• Baseline for future planning
• Huge productivity impact — sales teams will have online access to check accuracy of compensation
• Fewer disputes in the future
Financial Planning
• Will be able to run complex financial scenarios to assess revenue, costs, and margin impacts
• Develop baselines to facilitate “future-state” planning
• More time for strategic planning and less time on rework
© 2016 PURE STORAGE INC.
“What’s so great about a mom and pop store? I can tell you somethin’, if my mom and pop ran a store, I wouldn’t go there.”GEORGE COSTANZAAssistant to the Traveling Secretary, New York Yankees
Building an Anaplan PlatformSTRATEGY AND SUCCESS
© 2016 PURE STORAGE INC.11
PROJECT TIMELINEANAPLAN’S LAND & EXPAND STRATEGY IN PRACTICE
September 23, 2015
Pure Storage signs to expand to
Territory & Quota Planning
October 31, 2014Pure Storage signs up for Anaplan to implement Demand Planning
2015 2016
October 27, 2015Pure Storage
decides to expand further, signs up
for Anaplan for FP&A
December 18, 2015Pure Storage goes LIVE on Anaplan for Workforce Planning
April 1, 2016Pure Storage goes LIVE on Anaplan for Expense Planning
December 2, 2015Pure Storage goes LIVE on Anaplan for Territory & Quota Planning
© 2016 PURE STORAGE INC.12
WHAT DOES SUCCESS LOOK LIKE?
End user training and enablement across all regions
Executive sponsorship and Escalation processes
Good response levels and communication cadences
Accelerators for managing project scope
KEY LESSONS LEARNTHOW WE GOT THERE
© 2016 PURE STORAGE INC.14
LESSONS LEARNEDEXECUTIVE, PROJECT AND RESOURCE FOCUSED
Feedback from business early and
often
Consider and design for integration and Data Hub early
on
Obtain best practices on process and technology early
on
© 2016 PURE STORAGE INC.15
BUILD A BRIEFING DOCUMENTSome all-new features:•Business history•Territory structure•Business goals•Data definitions definitions
© 2016 PURE STORAGE INC.16
DATA HIERARCHY & DEFINITION
Org Territory Product Customer Chart of accounts
Org Customers Territories
Product Chart of Accounts
© 2016 PURE STORAGE INC.17
ESTABLISH PROJECT GOVERNANCEEXECUTIVE STEERING GROUP + PROJECT TEAM
© 2016 PURE STORAGE INC.18
BUILD A COMMUNICATION PLANEXECUTIVE, PROJECT AND RESOURCE FOCUSED
© 2016 PURE STORAGE INC.19
DEFINE RESOURCE PLANS
PARTNER ICMSALES OPERATIONS FINANCE
© 2016 PURE STORAGE INC.20
MEETING CADENCE, TRAINING METHODOLOGY, ONSITE FOR DEPLOYMENT AND QAMOBILIZE PROJECT PROCESS
Daily Scrum Meetings Weekly PMO Meeting Bi-Weekly Sprint Retrospectives
Onsite Training delivered by certified Anaplan enablement team members
All Pure Storage “anaplanners” required to attend and complete course/pass test
Implementation resources onsite for deployment as needed to build side by side with Pure Storage resources
© 2016 PURE STORAGE INC.21
DEVELOP PARTNERSHIP MINDSETWE ARE IN THIS TOGETHER
© 2016 PURE STORAGE INC.22
MOVING FORWARDWHAT IS NEXT?
© 2016 PURE STORAGE INC.24
The Power of the Platform
Unrivaled modeling and planning power
Connected plans across the business
Pre-built apps or build your own
Sales Marketing HR Finance Supply Chain IT Territory &
Quota Planning Sales
Forecasting Incentive
Compensation Account
Segmentation & Scoring
Deal Desk
Trade Promotion
Marketing Resources Management
Marketing Performance Management
Market Share Planning
Workforce Planning
Headcount Planning
Workforce Optimization
Call Center Planning
Planning, Budgeting, and Forecasting
Corporate Strategic Planning
Financial Consolidation
Tax & Treasury
Sales & Operations Planning
Demand PlanningSupply Planning
Inventory Management
Demand Sensing
Project Planning
Agile Implementation Management
IT Cost Allocation
Business Case Management