Anaplan turbo-boosts predictive sales planning with AI
Anaplan
has introduced new AI-powered capabilities for predictive sales
planning. The technology enables sales leaders to prioritise accounts
based on their likelihood of purchase.
“In complex selling environments, revenue leaders often struggle with identifying and prioritising the optimal segments to focus on to best meet their commercial goals,” said Jason Loh, Global Head of Sales Solutions at Anaplan.
“Anaplan’s Predictive Sales Planning capabilities leverage the power of AI and ML to equip sales leaders with actionable intelligence that accelerates growth and expansion. With the Anaplan platform, sales leaders can make better, faster decisions about what new markets to attack and which opportunities to invest in while streamlining revenue operations.”
Anaplan’s Predictive Sales Planning produces AI-enriched insights based on parameters like company growth trends, business partnerships, hiring trends, technographics*, and buyer intent. These predictive insights help businesses optimise their sales team’s performance and prioritise accounts with the greatest propensity to buy. It is available in four solutions, including:
Predictive Account Segmentation and Scoring – augments internal data with predictive attributes on profile fit and buyer intent data
Predictive Territory Planning – carves potential sales territories across multiple dimensions such as geography, industry, product, and named account based on historical data, total available market (TAM) and predictive insights
Predictive Sales Capacity Planning – optimises coverage models across sales factors and buyer propensity insights
Predictive Quota Planning – enables leaders to design fair and aspirational-yet-achievable targets, goals, and quotas
“As we approach 2020, sales executives are facing a new level of urgency to drive revenue growth more efficiently in anticipation of a potential buying slowdown,” said Robert Muñoz, Research Director of Sales Operations Strategies at Forrester.
“Sales leaders who enhance their sales intelligence capabilities with predictive, AI-driven solutions will enable new levels of rep productivity and sales performance.”
*Technographics categorises customers by the technology they use.
“In complex selling environments, revenue leaders often struggle with identifying and prioritising the optimal segments to focus on to best meet their commercial goals,” said Jason Loh, Global Head of Sales Solutions at Anaplan.
“Anaplan’s Predictive Sales Planning capabilities leverage the power of AI and ML to equip sales leaders with actionable intelligence that accelerates growth and expansion. With the Anaplan platform, sales leaders can make better, faster decisions about what new markets to attack and which opportunities to invest in while streamlining revenue operations.”
Anaplan’s Predictive Sales Planning produces AI-enriched insights based on parameters like company growth trends, business partnerships, hiring trends, technographics*, and buyer intent. These predictive insights help businesses optimise their sales team’s performance and prioritise accounts with the greatest propensity to buy. It is available in four solutions, including:
Predictive Account Segmentation and Scoring – augments internal data with predictive attributes on profile fit and buyer intent data
Predictive Territory Planning – carves potential sales territories across multiple dimensions such as geography, industry, product, and named account based on historical data, total available market (TAM) and predictive insights
Predictive Sales Capacity Planning – optimises coverage models across sales factors and buyer propensity insights
Predictive Quota Planning – enables leaders to design fair and aspirational-yet-achievable targets, goals, and quotas
“As we approach 2020, sales executives are facing a new level of urgency to drive revenue growth more efficiently in anticipation of a potential buying slowdown,” said Robert Muñoz, Research Director of Sales Operations Strategies at Forrester.
“Sales leaders who enhance their sales intelligence capabilities with predictive, AI-driven solutions will enable new levels of rep productivity and sales performance.”
*Technographics categorises customers by the technology they use.
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