阅读新的Forrester报告:Anaplan的总体经济影响™
第三方研究发现，在3年的时间内，多个客户组合的投资回报率为303%
Online real estate media company Zillow Group acquired more than a dozen companies, established a presence in over 130 metro areas, and increased its revenue to over $1 billion in recent years. This dramatic growth made compensating the company’s sales employees very cumbersome. “Every month, things were more complex than they should have been,” recalls Karen Han, Director, Sales Finance. The Anaplan platform addressed that complexity, made compensation decisions proactive, and delivered information to help people manage and perform better.\r\n"}}" id="text-bb88eb84c5" class="cmp-text">
近年来，在线房地产媒体公司Zillow集团收购了十几家公司，在130多个都会区建立了业务，并将收入增加到10亿美元以上。如此惊人的增长使得补偿公司销售人员变得非常麻烦。销售财务总监Karen Han回忆道:“每个月，事情都比原本要复杂得多。Anaplan平台解决了这种复杂性，使薪酬决策具有前瞻性，并提供信息来帮助人们更好地管理和表现。
因为员工现在随时都有数据，他们把更多宝贵的时间花在他们最擅长的事情上:销售我们的产品。Karen Han，销售财务总监
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以前每周更新的一些数据的记录
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手动流程
Zillow Group’s former compensation system—old, manual processes—couldn’t cut it. The pain was felt by sales managers, frontline workers, and across various departments. Performance was difficult to track and share, historical data and analysis was challenging to compile, and employee changes had to be manually entered in several places. As new products and verticals were rolled out, the inefficient processes simply couldn’t scale.\r\n
“We knew it was time to automate the process to make things run more smoothly,” said Karen Han, Director, Sales Finance.
\r\nZillow Group committed to Anaplan for incentive compensation, and along with his team, Brandon Couch, Senior Analyst of Sales Finance, set to work. They created multiple models to manage compensation, engineered integration processes with company HRIS systems, and automated the display of pacing reports and goal-setting modules for sales employees. Han and Couch also developed detailed trainings and materials for different roles to reference.
\r\nA key cloud-to-cloud integration, managed with Boomi, is between Zillow’s Salesforce instance and its Anaplan Data Hub. Transaction data, entered and maintained in Salesforce, formerly was updated in Zillow’s plans weekly. Now it is updated every 20 minutes for some groups. Sales employees and sales managers can view their earnings and performance data in real time. Self-service dashboards instantly deliver information to stakeholders throughout the company. Pacing reports and goal-setting capabilities help sales employees plan ahead. The end results are happier and more productive employees and better insight for sales managers, while Han and Couch now spend less time on administrative tasks and more time on value-added activities.
\r\n“All interested parties are looking at the same data now,” Han explains. “Nobody on our team is spending their valuable time hunting down the correct numbers.”
\r\nTo Han and Couch, any potential solution had to meet four requirements: collaboration, transparency, automation, and flexibility. Collaboration meant that stakeholders across Sales Leadership, Finance, HR, Analytics, and Sales Operations had a central source of actionable data that could be used to make quicker, better decisions. Transparency meant full access to current and historical data, with proper access controls. To satisfy the automation requirement, the new system had to accurately calculate all the various plan types, attach them to the right roles, and flow to all the right places. Flexibility meant the ability to support the pace of change and scale as the company grew. Only Anaplan met all four criteria.
\r\n"}}" id="text-472b056ffb" class="cmp-text">Zillow集团以前的薪酬体系——陈旧的手工流程——无法解决这个问题。销售经理、一线员工以及各个部门都感受到了这种痛苦。业绩很难跟踪和分享，历史数据和分析很难汇编，员工变更必须在几个地方手动输入。随着新产品和垂直行业的推出，效率低下的流程根本无法扩展。
销售财务总监Karen Han表示:“我们知道，是时候将整个流程自动化，让事情更顺利地运行了。”
Zillow集团致力于Anaplan的激励薪酬，并与他的团队，销售财务高级分析师Brandon Couch一起开始工作。他们创建了多个模型来管理薪酬，设计了与公司HRIS系统的集成流程，并为销售人员自动化显示节奏报告和目标设置模块。Han和Couch还针对不同的角色制定了详细的培训和资料，以供参考。
在Zillow的Salesforce实例和它的Anaplan数据中心之间，有一个关键的云到云集成，由Boomi管理。在Salesforce中输入和维护的交易数据，以前在Zillow的计划中每周更新一次。现在，某些群组每20分钟更新一次。销售人员和销售经理可以实时查看他们的收入和业绩数据。自助式仪表板立即将信息传递给整个公司的利益相关者。节奏报告和目标设定能力帮助销售人员提前计划。最终的结果是，员工更快乐，工作效率更高，销售经理也更有洞察力，而韩和库奇现在花在行政任务上的时间更少，而花在增值活动上的时间更多。
“所有感兴趣的人现在都在看同样的数据，”韩解释道。“我们团队中没有人把宝贵的时间花在寻找正确的数字上。”
对于Han和Couch来说，任何潜在的解决方案都必须满足四个要求:协作、透明、自动化和灵活性。协作意味着跨销售领导、财务、人力资源、分析和销售运营的利益相关者拥有一个可操作数据的中心来源，可以用来做出更快、更好的决策。透明意味着对当前和历史数据的完全访问，并进行适当的访问控制。为了满足自动化需求，新系统必须准确地计算所有不同的计划类型，将它们附加到正确的角色，并流到所有正确的地方。灵活性意味着随着公司的发展，能够支持变化的速度和规模。只有阿纳潘符合这四个标准。
Karen Han, Senior Manager, Sales Finance: Zillow Group is a media company that houses the largest real estate platform, both on mobile on web.\r\n
The sales finance team is responsible for variable compensation across all groups at Zillow. We also report on many metrics and support incentive compensation.
\r\nBrandon Couch, Senior Analyst, Sales Finance: In our company, the sales org is very, very dynamic. People are changing roles all the time.
\r\nWhat region you’re in, what manager you report to, what your title is determines how you get paid.
\r\nBefore Anaplan, the transaction data came like three days after the month closed. And then we’d start calculating everything. And then a couple weeks after that, then we’d send out to our sales team.
\r\nNow with Anaplan we have, every 20 minutes, sales data running through the system and sales people looking and seeing where they’re pacing for the end of the month.
\r\nKaren Han: Pacing reports allow our managers to ultimately coach proactively. They can now see high performers, but also areas of opportunity that allows them to coach within the current performance period.
\r\nAs we continued to grow, we needed to ensure that we streamlined our processes and also had data integrity. We needed a solution that would automatically calculate all of our various plans, roles, attach it to the right employee. also, any time we made a change within a model, for it to flow correctly to the right places.
\r\nAnaplan was the only platform that was able to integrate all our different platforms into one central place and allow for the flexibility we needed.
\r\nBrandon Couch: So, HR inputs people, title, manager, region, and then that flows through the entire system and pops out a correct payout for that person.
\r\nI really like having a new tool at my disposal. Before it’s like, “Well how do we, you know, make this Excel spreadsheet better?” And then I was like, “Well how do I build a cool Anaplan model to, you know, capture all this data?”
\r\nKaren Han: Because employees now have data at their fingertips that they can access at any time, they now are spending more of their valuable time doing what they do best, selling our products.
\r\n"}}" id="text-020804709a" class="cmp-text">销售财务高级经理Karen Han: Zillow集团是一家媒体公司，拥有最大的房地产平台，包括移动和网络平台。
销售财务团队负责Zillow所有团队的可变薪酬。我们还报告许多指标，并支持激励性薪酬。
布兰登·库奇，销售财务高级分析师:在我们公司，销售组织是非常非常有活力的。人们一直在改变角色。
你所在的地区，你向哪个经理汇报，你的头衔决定了你的薪酬。
在ananplan之前，交易数据是在当月结束后三天发布的。然后开始计算所有的东西。几周后，我们会把邮件发给销售团队。
现在有了Anaplan，我们每20分钟就有销售数据在系统中运行，销售人员查看并查看他们在月底的进度。
Karen Han:节奏报告让我们的经理最终能够主动地进行指导。他们现在可以看到表现出色的员工，也可以看到在当前表现期间提供指导的机会。
随着我们的持续发展，我们需要确保我们精简了我们的流程，同时也有数据的完整性。我们需要一种解决方案，可以自动计算我们所有的各种计划、角色，并将其附加到合适的员工身上。此外，任何时候我们在模型中进行更改，以便它正确地流向正确的地方。
anplan是唯一能够将我们所有不同的平台集成到一个中心位置，并允许我们所需的灵活性的平台。
布兰登·库奇:所以，人力资源部门输入人员、职位、经理、地区，然后这些信息流经整个系统，为这个人提供正确的薪酬。
我真的很喜欢有个新工具供我使用。在这之前，你会想，“我们如何，让这个Excel电子表格变得更好?”然后我就想，“我怎么建立一个很酷的Anaplan模型来捕捉所有这些数据呢?”
Karen Han:因为现在的员工可以随时获取数据，他们现在把更多宝贵的时间花在他们最擅长的事情上，销售我们的产品。
