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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


Houghton Mifflin Co.’s top purchasing drivers for buying the TerrAlign solution were reducing time in managing the territory alignment process, filling the gap in CRM functionality, and the ability to systematically include field managers into the realignment process.

DeRoyal Industries views TerrAlign’s ease of use and web-based realignment capabilities as stronger than those from competitors.

Case Study: S&P 500 Pharmaceuticals Company

Introduction

This case study of a S&P 500 professional services 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.

“With TerrAlign we now have the in-house ability to build and realign territory maps.”

Challenges

  • Solved the following challenges by deploying TerrAlign:
    • Reduced time spent in the sales planning process
    • Ensured that the right accounts are assigned to right reps in CRM
  • Top purchasing drivers for buying the TerrAlign solution:
    • Strategically plan to use sales resources to their fullest
    • Fill the gap in CRM functionality
    • Integrate with CRM system

Use Case

  • Used the following solutions/processes before deploying TerrAlign:
    • Spreadsheets
    • A competing territory alignment solution
    • 3rd Party Vendors who offer Territory Mapping services
  • Leverages the following applications in conjunction with TerrAlign:
    • Salesforce

Results

  • Selected TerrAlign over the following vendors:
    • ZS Associates
  • Views the following TerrAlign capabilities as stronger than the competition:
    • Reporting
    • Optimization
    • Manual realignment tools
  • Paid back investment in TerrAlign in 3-6 months.
  • Time spent on annual (or major) realignment processes before and after rolling out TerrAlign:
    • Before TerrAlign: 3-5 Weeks
    • With TerrAlign: 2-7 Days

Case Study: Large Enterprise Health Care Company

Introduction

This case study of a large enterprise 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.

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

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

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%

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%


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