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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 »



192 Customers Surveyed

1,465 Data Points Collected

44 Published TechFacts

5 Published Charts

34 Published Case Studies



Selected Research Highlights


Case Study: Global 500 Electronics Company

Introduction

This case study of a Global 500 electronics company is based on a August 2012 survey of TerrAlign Sales Territory Optimization customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

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

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

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%
Ensured that the right accounts are assigned to right reps in CRM
53%
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%

The most important benefits realized from using TerrAlign are related to time and efficiency. We spend much less time and experience much less churn than in previous years in the territory planning process because TerrAlign allows a robust, dynamic planning and change process. By not relying on constant meetings, spreadsheets passing back and forth and facing downstream changes when accounts are not assigned correctly, we save tremendous amounts of time and increase accuracy in the process.

Vice President, Medium Enterprise Media & Entertainment Company

TerrAlign Selected Over Alignstar

31% of surveyed sales organizations selected TerrAlign over Alignstar.

Decline in Realignment Time with TerrAlign

How long did an annual (or major) realignment process take, end-to-end prior to rolling out TerrAlign, versus how long it takes now, using TerrAlign?

S 1 Day S 2-7 Days S 1-3 Weeks S 3-5 Weeks S Greater than 5 Weeks

Before TerrAlign
With TerrAlign

Case Study: Medium Enterprise Consumer Services Company

Introduction

This case study of a medium enterprise consumer services company is based on a August 2014 survey of TerrAlign Sales Territory Optimization customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

“[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.”

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


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.

TerrAlign Sales Territory Optimization Website   TerrAlign Website