Transforming Revenue Planning – HR Business Solutions Company

Before:

Disjointed Processes and Limited Visibility Impeded Growth

As the company underwent rapid growth, their manual planning processes prevented them from optimizing annual contract value with clients, ultimately hurting top-line growth and customer lifetime value (CLTV).

Key challenges included:

• Manual Excel-based forecasting delaying actionable insights.
• Lack of real-time visibility into key accounts and revenue forecasts, causing potential missed opportunities.
• Inability to predict and manage customer attrition.
• Inconsistent sales planning processes across finance, IT, sales, operations, and leadership, leading to operational silos.
• Challenges with data accuracy and alignment across systems resulting in low trust in planning outputs.

The company sought a scalable solution that would improve forecasting and facilitate collaboration across departments. They turned to Spaulding Ridge to optimize their existing Anaplan implementation and unlock the full potential of their planning.

Solution:

Building a Full-Kit Revenue Model with Seamless Data Integration

Spaulding Ridge partnered with the company to revamp their sales and revenue planning models within Anaplan, aiming to enhance forecasting accuracy, foster collaboration, and provide leaders with deeper insights across the organization. We delivered the solution in several phases.

The first phase was the development of a full-kit revenue model. This robust model integrated pricing, forecasting, and scenario planning to provide comprehensive visibility into revenue streams. We implemented an automated Salesforce data integration, allowing real-time insights into new client acquisitions and the sales pipeline. With instant access to critical data, their sales organization could respond more quickly and strategically to opportunities as they emerged.

With the company offering consumption-based contracts, the solution also featured enhanced forecasting capabilities to predict customer workforce changes with greater precision. We created statistical models to track hiring, attrition, and seasonal trends, providing insights into how workforce fluctuations could impact business outcomes. Additionally, what-if scenario planning empowered the company to explore multiple strategic outcomes, helping them proactively address potential challenges and adjust their strategies to maintain momentum.

To further streamline operations, Spaulding Ridge developed standardized workflows across the sales organization, which reduced reliance on manual processes and eliminated shadow spreadsheets. We introduced version control to ensure consistent planning across finance, IT, and operations, aligning teams under a unified framework and improving efficiency throughout the business.

Program governance and change management were also core components of the solution. Comprehensive governance frameworks were put in place to facilitate smooth adoption across departments, ensuring all stakeholders were aligned and the new processes were integrated seamlessly. Spaulding Ridge also conducted a thorough review of existing integrations with platforms such as ServiceNow, Oracle, and Enterprise Data Warehouse to confirm alignment with best practices and ensure the technology ecosystem functioned smoothly.