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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


Reduce Time Spent on Sales Planning with TerrAlign

41% of surveyed sales organizations reduced time spent in the sales planning process after deploying the TerrAlign solution.

Case Study: Global 500 Media & Entertainment Company

Introduction

This case study of a Global 500 media & entertainment 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.

“It has made the alignment process with the Field Managers run much smoother as they can visually see the changes and understand the impact of the changes up front.”

Challenges

  • Solved the following challenges by deploying TerrAlign:
    • Improved ability to compete in desired markets by having sufficient resources in the right place
    • Reduced time spent in the sales planning process
    • Lowered time spent making field manager change requests
  • 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

Use Case

  • Leverages the following applications in conjunction with TerrAlign:
    • Salesforce
    • Varicent SPM

Results

  • Selected TerrAlign over the following vendors:
    • Mapping Analytics (proalign)
    • MapInfo
  • Views the following TerrAlign capabilities as stronger than the competition:
    • Ease of use
    • Optimization
  • Change in revenues and sales headcount change since starting using TerrAlign:
    • Revenue: Increased more than 25%
    • Sales Headcount: Declined

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

TerrAlign Sales Territory Optimization Customer Research

How much did revenue per sales headcount change since you started using TerrAlign?

Greater than 25%: 14%
20-25%: 29%
15-20%: 14%
10-15%: 7%
Up to 10%: 36%

Case Study: Small Business Health Care Company

Introduction

This case study of a small business health care 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 gained great efficiency in creating sales territories, compensation, and sales tracking capabilities to optimize our results and reporting abilities with TerrAlign.”

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
    • 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:
    • Reduce time in managing the territory alignment process
    • Reduce needed headcount to cover accounts
    • Strategically plan to use sales resources to their fullest
    • Fill the gap in existing Mapping technology
    • Fill the gap in CRM functionality
    • Integrate with Compensation system
    • Integrate with CRM system
    • Systematically include field managers into the realignment process

Use Case

  • Used the following solutions/processes before deploying TerrAlign:
    • Nothing- territories evolved, field managers went on gut feel
  • Leverages the following applications in conjunction with TerrAlign:
    • Microsoft CRM

Results

  • Selected TerrAlign over the following vendors:
    • None – Previous (very positive) experience with TerrAlign
  • Views the following TerrAlign capabilities as stronger than the competition:
    • Performance
    • Ease of use
    • Scalability
    • Reporting
    • Optimization
    • Manual realignment tools
    • Web-based realignment capabilities
    • Integration to other systems
  • Paid back investment in TerrAlign in 0-3 months.
  • Change in revenues and sales headcount change since starting using TerrAlign:
    • Revenue: Increased more than 25%
    • Sales Headcount: Increased more than 25%
  • Time spent on annual (or major) realignment processes before and after rolling out TerrAlign:
    • Before TerrAlign: Greater than 5 Weeks
    • With TerrAlign: 1-3 Weeks

TerrAlign Sales Territory Optimization Customer Statistic

86% of surveyed sales organizations saw a return on their investment with TerrAlign in 12-18 months or less.

86%


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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.

TerrAlign Sales Territory Optimization Website   TerrAlign Website