Renewal Pod/Segment Movement Policy

tara.norris

Reference Materials:

Anaplan Renewal Management Playbook (all) PP Deck

Anaplan Renewal Playbook - Renewal Pod/Segment Policy PP Deck 

Sales Ops FY22 Account Territory Design

Content Owners:

Account Consolidation Renewal Crediting

The renewal target will default to the pod on the account where the renewal opportunity is created.

An account consolidation can occur in the instance of a renewal or as a supersede. In both scenarios, a parent account exists and there are one or more contracts active in one or more entities that sit under the parent company. The parent company expresses interest in (or Anaplan proposes) consolidating multiple contracts and entities into one contract for the sake of simplified budgets or billing, consolidated negotiations, or (mainly) to leverage pricing and discounting.

In the case of consolidation, Customer Success Ops will credit each region that has a local entity with ARR the renewal credit associated with the superseded or renewed contract. The renewal credit will be determined based on the individual order schedules and will follow booking policy to determine the appropriate renewal ACV credited. The renewal credit follows the ship-to on order schedule. The Rev Rec team will provide finalized renewal ACV.

CS Engagement in different POD from Sales Engagement

Non-regional pods – Accounts are covered centrally for sales based on industry or other factors, but locally for CS. (Example: SLED Accounts)

Global Accounts with local CS Coverage - Certain global accounts have a buying entity in one pod with a global CSD / BP in another. (Example: AB-Inbev, Century Link)

**Ownership of these renewals should be identified and agreed by both parties at least 180 days in advance of renewal.**

Customer Account Reassignment w/Renewals

As stated above, all requests for Pod movement should be made 180 days in advance of the renewal.

Time Frame to Renewal	Action
<90 days	Renewal opportunity remains with prior pod.
90-180 days	Renewal is reviewed by Customer Ops to understand which team is best to cover. If customer has known churn, renewal is to stay with the prior pod.
>180 days	Renewal Opportunity will move to new pod, unless there is an assessment of high renewal risk or if the customer has known churn – this will be reviewed by Customer Ops.

Pod and Segment Movement Approvals

Action: Customer account moves from L3 to L3 in same L2

Approvers: RVPs & CSDs of both Pods, plus approval from Customer Ops

Action: Customer account moves from L2 to L2

Approvers: If it is changing AVP or CSVP then AVP & CSVP approval, if it is only changing RVP or CSD then only RVP or CSD approval is required, plus approval from Customer Ops

Action: Customer account moves L1 to L1

Approvers: MD & CSVP, plus approval from Customer Ops

Approval Request Email Template

Email should be sent to Sales Ops, Approvers, and Customer Ops.

Hello Team,

The sales organization would like to transition the following customer account into a new pod:

Account Name:
Origin Pod:
New Pod:
ARR:
Annual Revenue:
Next renewal date:
Justification:
Approval required by (person):

Approvers, please respond to this thread. If there is a misalignment on where the account should go, an ops facilitated call will be scheduled to discuss.

Thank you,
Regional Sales Ops