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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

36 Published TechFacts

4 Published Charts

29 Published Case Studies



Selected Research Highlights


Immediate Data Feedback

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

Project Manager, Large Enterprise Health Care Company

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%

Case Study: Large Enterprise Professional Services Company

Introduction

This case study of a large enterprise 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 is used by our company for the transferring of physicians/calls from one territory to another for a large salesforce who follows a monthly call plan. The major benefits have been to free up the field management time in the process as well as allow the transfers to ‘stick’ month over month where needed. Prior to TerrAlign they were transferring the same physicians/calls each month.”

Challenges

  • Solved the following challenges by deploying TerrAlign:
    • Improved efficiency of the sales force
    • Reduced time spent in the sales planning process
    • 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:
    • Reducing time in managing the territory alignment process
    • A strategic plan to use sales resources to their fullest capacity
    • The ability to systematically include field managers into the realignment process

Use Case

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

Results

  • Vendors evaluated before purchasing TerrAlign:
    • Tactician
    • ZS Associates
  • Change in revenues and sales headcount change since starting using TerrAlign:
  • Time spent on annual (or major) realignment processes before and after rolling out TerrAlign:
    • Major realignment processes before TerrAlign took: 1-3 weeks
    • Major realignment processes with TerrAlign take: 2-7 days

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%

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

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