Menu

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

36 Published TechFacts

4 Published Charts

29 Published Case Studies



Selected Research Highlights


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: Global 500 Professional Services Company

Introduction

This case study of a Global 500 professional 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.

“TerrAlign has definitely benefited time savings and productivity.”

Challenges

  • Solved the following challenges by deploying TerrAlign:
    • 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
    • An increase in headcount causing realignment needs
    • The ability to systematically include field managers into the realignment process

Use Case

  • Solutions/processes used prior to deploying TerrAlign:
    • Spreadsheets
    • Microsoft Mappoint
    • A homegrown solution
  • Applications used in conjunction with TerrAlign:
    • Salesforce.com

Results

  • Vendors evaluated before purchasing TerrAlign:
    • ZS Associates
  • TerrAlign capabilities stronger than those from competitors:
    • Ease of use
    • Web-based realignment capabilities
  • Change in revenues and sales headcount change since starting using TerrAlign:
    • Revenue: declined
    • Sales Headcount: declined
  • 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: 1-3 weeks

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%

TerrAlign works with Salesforce

56% of surveyed sales organizations use Salesforce in conjunction with TerrAlign.

56%

Immediate Data Feedback

TerrAlign makes it much easier to create new territories with immediate data feedback.

Project Manager, Large Enterprise Health Care Company

Case Study: Global 500 Consumer Products Company

Introduction

This case study of a Global 500 consumer products 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.

“TerrAlign provides consistent and more comprehensive field sales work evaluation, leading to better resource allocation and increased productivity.”

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
    • Ensured that the right accounts are assigned to right reps in CRM
  • Top purchasing drivers for buying the TerrAlign solution:
    • Reduce time in managing the territory alignment process
    • Strategically plan to use sales resources to their fullest
    • Fill the gap in existing Mapping technology

Use Case

  • Used the following solutions/processes before deploying TerrAlign:
    • Spreadsheets
    • Google Maps
    • A competing territory alignment solution
  • Leverages the following applications in conjunction with TerrAlign:
    • SAP CRM

Results

  • Selected TerrAlign over the following vendors:
    • Tactician
    • Another consulting firm
  • Views the following TerrAlign capabilities as stronger than the competition:
    • Performance
    • Scalability
    • Reporting
    • Optimization
  • Paid back investment in TerrAlign in 12-18 months.
  • Change in revenues and sales headcount change since starting using TerrAlign:
    • Revenue: Increased 1-10%
    • Sales Headcount: Declined
  • Time spent on annual (or major) realignment processes before and after rolling out TerrAlign:
    • Before TerrAlign: Greater than 5 Weeks
    • With TerrAlign: 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