Yousuf Khan, VP of IT at Pure Storage, shares how they rapidly implemented Anaplan to drive integrated business planning across their company, from Sales to Finance and Operations.

1. IT DRIVEN DEPLOYMENTYOUSUF KHAN, VP – IT, PURE STORAGE

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ABOUT PURE STORAGEFOUNDED 2009, NPS 79, IPO 2015, 128% YOY FY 2015

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PURE LOCATIONSUS / EMEA / APJ

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CORE ISSUESACCURACY OF DATA, LACK OF COMMUNICATION, TIMELY PLANNING

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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

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+

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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

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“ 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 COSTANZA
Assistant to the Traveling Secretary, New York Yankees

10. Building an Anaplan
PlatformSTRATEGY AND SUCCESS

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PROJECT TIMELINEANAPLAN’S LAND & EXPAND STRATEGY IN PRACTICE
September 23, 2015
Pure Storage signs to
expand to Territory &
Quota Planning
October 31, 2014
Pure Storage signs up for
Anaplan to implement
Demand Planning
2015 2016
October 27, 2015
Pure Storage decides
to expand further,
signs up for Anaplan
for FP&A
December 18, 2015
Pure Storage goes
LIVE on Anaplan for
Workforce Planning
April 1, 2016
Pure Storage goes
LIVE on Anaplan for
Expense Planning
December 2, 2015
Pure Storage goes LIVE
on Anaplan for Territory
& Quota Planning

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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

13. KEY LESSONS LEARNTHOW WE GOT THERE

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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

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BUILD A BRIEFING DOCUMENT
Some all-new features:
•Business history
•Territory structure
•Business goals
•Data definitions definitions

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DATA HIERARCHY & DEFINITION
 Org
 Territory
 Product
 Customer
 Chart of accounts
 Org  Customers
 Territories
 Product
 Chart of Accounts

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ESTABLISH PROJECT GOVERNANCE
EXECUTIVE STEERING GROUP + PROJECT TEAM

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BUILD A COMMUNICATION PLANEXECUTIVE, PROJECT AND RESOURCE FOCUSED

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DEFINE RESOURCE PLANS
PARTNER ICMSALES OPERATIONS FINANCE

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MEETING CADENCE, TRAINING METHODOLOGY, ONSITE FOR DEPLOYMENT AND QA
MOBILIZE 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

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DEVELOP PARTNERSHIP MINDSETWE ARE IN THIS TOGETHER

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23. MOVING FORWARDWHAT IS NEXT?

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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 Planning
Supply Planning
 Inventory
Management
 Demand Sensing
 Project Planning
 Agile
Implementation
Management
 IT Cost
Allocation
 Business Case
Management