Our client's legacy territory and quota (T&Q) process created significant operational and revenue risks:

Process Inefficiencies:

• 50+ sales managers working in a single Excel file with no version control, leading to incidents of accounts lost

• Massive rollout delays caused by manual, time-intensive planning processes

• No centralized workflow tracking, making it difficult to manage collaboration across 50+ planners

Business Impact:

• Current processes lacked integration and had gaps in functionality, risking misaligned quotas and missed sales opportunities

• Limited visibility into territory and quota balancing metrics across regions and teams

• Getting T&Q wrong could lead to lost or misallocated revenue if accounts are not assigned correctly or quotas are misaligned  

• Inflated performance from misaligned quotas could skew costs and projections

The organization needed a solution that would deliver rapid time-to-value with additional reporting and functionality while ensuring fair territory assignments.

Our client decided to partner with Keyrus to deploy the Anaplan Territory & Quota application, leveraging the app as a best-practice framework built on Anaplan's experience delivering T&Q solutions to over 100 customers. The implementation strategy focused on accelerating time-to-value while addressing company-specific requirements.

1. Strategic Demo as Live Scoping Session

• Conducted a tailored demo that showcased the T&Q app both as a product demonstration and live scoping session

• Highlighted out-of-the-box features that best applied to our client’s use case

• Asked targeted questions to understand fit and gaps, addressing concerns transparently

• Focused on business value messaging throughout, including metrics to track territory balance and ensure fair assignments

2. Transparent Fit-Gap Analysis

• Performed an open fit-gap analysis to understand how the app aligns with existing processes

• Positioned the app as delivering 70-80% of needed functionality out-of-the-box, with 20-30% customization for company-specific requirements

• Demonstrated that while certain features are not included out-of-the-box, the app provides a strong backbone with core data model and structure in place

3. Custom Reporting Dashboards

• Prepared additional custom reporting dashboards to address known gaps in the out-of-the-box solution

• Showcased how top-down and bottom-up planning can integrate field feedback to create realistic and achievable targets

• Demonstrated ease of layering additional workflows, dashboards, and functionalities on the app's foundation

4. Best-Practice T&Q Expertise

• Leveraged extensive experience implementing T&Q across many organizations to position Keyrus as trusted experts

• Partnered with our client's internal team to co-design a future-state process, not just replicate current approach

• Emphasized industry best practices embedded into the T&Q app design

The solution was deployed in under 10 weeks, ready for GTM planning in early September, ensuring readiness for the next planning cycle.