TechValidate Research on TerrAlign Sales Territory Optimization

These pages present data that TechValidate has sourced via direct research with verified customers and users of TerrAlign Sales Territory Optimization. TechValidate stands behind the authenticity of all published data. Learn more »



121 Customers Surveyed

930 Data Points Collected

36 Published TechFacts

4 Published Charts

22 Published Case Studies



Selected Research Highlights


Research by TechValidate

Benefits of Territory Optimization

What types of challenges did deploying the TerrAlign solution solve for your organization?

Improved the efficiency of the sales force
59%
Better able to compete in desired markets by having sufficient resources in right place
49%
Reduced the time spent in the sales planning process
41%
Reduced time spent making field manager change requests
32%
Improved quota allocation & balance of incentive compensation payments
15%
Ensured that the right accounts are assigned to right reps in CRM
53%
Other
20%

Note: this is a multiple-choice question – response percentages may not add up to 100.

Source:

Survey of 59 users of TerrAlign Sales Territory Optimization

Research by TechValidate

Reasons for Purchasing TerrAlign

What were the top purchasing drivers for buying the TerrAlign solution?

Reduce time in managing the territory alignment process
68%
Reduce needed headcount to cover accounts
15%
Strategically plan to use sales resources to their fullest
56%
Fill the gap in existing Mapping technology
53%
Fill the gap in CRM functionality
19%
Integration to Compensation system
5%
Integration to CRM system
19%
Ability to systematically include field managers into the realignment process
41%
Other
10%

Note: this is a multiple-choice question – response percentages may not add up to 100.

Source:

Survey of 59 users of TerrAlign Sales Territory Optimization

Research by TechValidate

“With TerrAlign, the on-boarding and off-boarding of new sales representatives is a streamlined process. The representatives are assigned to territories within days of coming on board, accounts are all assigned to the appropriate representative and the transfer of opportunities is efficient.”

Source:

Operations Manager, Medium Enterprise Consumer Services Company

Research by TechValidate

Case Study: Global 500 Electronics Company

Challenges

  • Solved the following challenges by deploying TerrAlign:
    • Reduced time spent in the sales planning process
  • Top purchasing drivers for buying the TerrAlign solution:
    • Strategically plan to use sales resources to their fullest
    • Integrate with Compensation system
    • Systematically include field managers into the realignment process

Use Case

  • Used the following solutions/processes before deploying TerrAlign:
    • Spreadsheets
    • A homegrown solution
  • Leverages the following applications in conjunction with TerrAlign:
    • Varicent SPM

Results

  • Selected TerrAlign over the following vendors:
    • Another software vendor
  • Views the following TerrAlign capabilities as stronger than the competition:
    • Integration to other systems
  • Paid back investment in TerrAlign in 12-18 months.
  • Time spent on annual (or major) realignment processes before and after rolling out TerrAlign:
    • Before TerrAlign: 3-5 Weeks
    • With TerrAlign: 1-3 Weeks

Testimonials

We’ve seen efficiency gains and that it’s easier to graphically represent territories with TerrAlign.

Source:

TechValidate Survey of a Global 500 Electronics Company

Research by TechValidate

Case Study: Medium Enterprise Computer Software Company

Challenges

  • Solved the following challenges by deploying TerrAlign:
    • Improved efficiency of the sales force
    • Improved ability to compete in desired markets by having sufficient resources in the right place
    • Reduced time spent in the sales planning process
    • Improved quota allocation & balance of incentive compensation payments
  • Top purchasing drivers for buying the TerrAlign solution:
    • Reducing time in managing the territory alignment process
    • A strategic plan to use sales resources to their fullest capacity

Use Case

  • Solutions/processes used prior to deploying TerrAlign:
    • Spreadsheets
    • Tableau Maps
  • Applications used in conjunction with TerrAlign:
    • Salesforce.com

Results

  • Vendors evaluated before purchasing TerrAlign:
    • Mapping Analytics (proalign)
  • TerrAlign capabilities stronger than those from competitors:
    • Optimization
  • Change in revenues and sales headcount change since starting using TerrAlign:
    • Revenue: increased more than 25%
    • Sales Headcount: increased more than 25%

Testimonials

“[With TerrAlign, we] were able to use fewer people to optimize a growing organization’s sales territories in less time.”

Source:

TechValidate Survey of a Medium Enterprise Computer Software Company

Research by TechValidate

“TerrAlign Sales Territory Optimization improved the efficiency of our ~2000 sales reps.”

Source:

Business Project Manager, Global 500 Consumer Products Company



More to Explore



About TerrAlign Sales Territory Optimization

The TerrAlign Group delivers Sales Resource Optimization solutions for customers, across all industries. Having developed the first products in the market they continue to innovate.