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

Case Study: Large Enterprise Health Care Company

Challenges

  • Solved the following challenges by deploying TerrAlign:
    • Improved efficiency of the sales force
  • Top purchasing drivers for buying the TerrAlign solution:
    • Reduce time in managing the territory alignment process

Use Case

  • Used the following solutions/processes before deploying TerrAlign:
    • Spreadsheets
    • Microsoft Mappoint
  • Leverages the following applications in conjunction with TerrAlign:
    • Homegrown

Results

  • Selected TerrAlign over the following vendors:
    • Mapping Analytics (proalign)
  • Views the following TerrAlign capabilities as stronger than the competition:
    • Performance
    • Ease of use
    • Manual realignment tools
  • 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: 1-3 Weeks
    • With TerrAlign: 2-7 Days

Testimonials

“TerrAlign saves on time and “guessing” on alignments. It’s now much easier for regional managers to manipulate their territories for final moves."

Source:

TechValidate Survey of a Large Enterprise Health Care Company

Research by TechValidate

TerrAlign Stands Above the Competition

Which TerrAlign capabilities do you view as stronger than those from competitors?

Performance
43%
Ease of use
60%
Scalability
25%
Reporting
32%
Optimization
49%
Manual realignment tools
34%
Web-based realignment capabilities
21%
Integration to other systems
19%
Other
15%

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

Source:

Survey of 53 users of TerrAlign Sales Territory Optimization

Research by TechValidate

Case Study: Medium Enterprise Consumer Services 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 making field manager change requests
    • Improved quota allocation & balance of incentive compensation payments
    • Ensured that the right accounts are assigned to right reps in CRM
  • Top purchasing drivers for buying the TerrAlign solution:
    • Reducing time in managing the territory alignment process
    • An increase in headcount causing realignment needs
    • A strategic plan to use sales resources to their fullest capacity
    • Filling the gap in CRM functionality

Use Case

  • Solutions/processes used prior to deploying TerrAlign:
    • No systematic process; largely dependent on Sales Manager input
    • Spreadsheets
  • Applications used in conjunction with TerrAlign:
    • Salesforce.com
    • Xactly

Results

  • Vendors evaluated before purchasing TerrAlign:
    • Tactician
    • Previously used GeoMetrix
  • TerrAlign capabilities stronger than those from competitors:
    • Manual realignment tools
    • Integration to other systems
    • Integration to Salesforce.com
  • Change in revenues and sales headcount change since starting using TerrAlign:
    • Sales Headcount: increased 11-25%
  • Time spent on annual (or major) realignment processes before and after rolling out TerrAlign:
    • Major realignment processes before TerrAlign took: > 5 weeks
    • Major realignment processes with TerrAlign take: 3-5 weeks

Testimonials

“[The justification for our TerrAlign purchase was the] realignment of Corporate Sales accounts, over 250K Accounts in 100+ territories, in 22 alignments with additional growth planned. [We] needed a solution that would give us the infrastructure to do true Territory Management. Payback period was achieved within 1 quarter.”

“[With TerrAlign,] onboarding and off-boarding of new Sales Reps has a streamlined process. The reps are assigned to territories within days of coming on board. Accounts are all assigned to the appropriate rep, and transfer of opportunities is efficient.”

Source:

TechValidate Survey of a Medium Enterprise Consumer Services Company

Research by TechValidate

Reduction in Realignment Time

A large enterprise health care company’s major realignment processes were reduced from over 5 weeks to less than 3 weeks with TerrAlign

Source:

Senior Executive, Large Enterprise Health Care Company

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

TerrAlign Used with Salesforce

76% of surveyed sales organizations use Salesforce.com in conjunction with TerrAlign.

Source:

Survey of 45 users of TerrAlign Sales Territory Optimization



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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.