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Anaplan Idea Proposal (PLAN)

Anaplan Idea Proposal (PLAN)

Can Anaplan build on its recent large enterprise sales success?


Report Available: April 18, 2019


Blueshift’s initial research found PLAN, a leader in the connected planning cloud platform space, hitting record performance numbers. PLAN is used by companies’ finance, sales, marketing, operations, and human resources departments to manage budgets, forecast, and plan. Since its founding in 2006, PLAN has been gaining popularity and is challenging traditional enterprise software leaders. In its Q4, PLAN reported four deals valued at $1 million or more which may be the start of a significant growth trend that will capture additional share.



  1. PLAN’s Q4 revenue rose 49% to $69.3 million, beating the Street’s estimate by 10%. Subscription revenues were $60 million, up 44% year-to-year and comprising 86% of total revenue. Billings increased by 54%, up from 43% growth in Q3. Guidance for its 2020 was for 29.6% growth at the midpoint, suggesting a sharp deceleration from its FY19 growth rate. This could simply be a conservative number or a sign of an actual slow down.
  2. PLAN enables real-time data visibility into sales execution and is taking share from ORCL’s Hyperion and IBM. During Q4, PLAN reported four deals valued at $1 million or more, including a large 2,000+ seat new client and a large renewal. PLAN ended its 2019 with 1,100 customers and had a dollar-based net expansion rate of 123%, confirming its land and expand sales strategy. The company also set records for the average size of its 10 largest new deals, the highest number of customer additions, and this highest number of new Global 2000 customers.
  3. Other accolades behind PLAN’s success include being recognized as a leaderin the Gartner Magic Quadrant for Sales Performance Management for the third consecutive year, being named as a Top Performer in the first ever Forrester Sales Performance Management Wave, and being named to the Constellation ShortList for cloud-based performance management in Q1 2019. PLAN and Deloitte collaborated to release a solution for Digital Commercial Planning that delivers closed loop planning with advanced revenue management analytics.
  4. A possible challenge to PLAN’s market share growth is WDAY’s August acquisition of one of PLAN’s primary competitors, Adaptive Insights. The combine offering of these two high-quality enterprise performance management companies could be a disruptor to PLAN’s growth. WKDAY acquired Adaptive Insights to broaden its reach within finance and HR department and it recently signed a couple Australian firms on as clients.


Will PLAN sustain its large enterprise account sales success? Can PLAN successfully defend and grow its share against Workday’s Adaptive Insights and other competitors? How much of the $17 billion planning software TAM can PLAN penetrate? What are the headwinds and roadblocks PLAN faces that could slow its growth? To answer these and other questions, Blueshift will gather data and issue a market research report from independent sources in the following areas: PLAN Customer and Prospective Customers, PLAN Partners, Competitors and Industry Specialists.


Companies: Anaplan Inc. (PLAN), IBM Corp. (IBM), Microsoft Corp. (MSFT), Oracle Corp. (ORCL), SAP SE (SAP), Workday Inc. (WDAY), Workiva Inc. (WK)


Research Begins: April 1, 2019


Blueshift Research’s sister company, Intro-act, is launching its Intro-act Scorecard, the C-suite’s standard, ongoing measure of corporate investor engagement.


The Scorecard optimizes the ROI on corporate access by measuring: Concentration, Directionality, Breadth, Impact, Depth, and Duration