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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

31 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.

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%

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

Simplify Determining Optimal Sales Territories

Before using TerrAlign, we simply did not have the resources or ability to systematically determine optimal sales territories. TerrAlign is able to bring order to a very complex process.

Business Professional, Large Enterprise Media & Entertainment Company

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 Sales Territory Optimization Case Study

Large Enterprise Consumer Products Company

Introduction

This case study of a large enterprise consumer products company is based on a September 2016 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 save time when we need to realign and know that the customers are covered properly.”

Challenges

The business challenges that led the profiled company to evaluate and ultimately select TerrAlign Sales Territory Optimization:

  • Top purchasing drivers for buying the TerrAlign solution:
    • To reduce management time in the territory alignment process
    • To gain the ability to systematically include field managers into the realignment process
  • Evaluated the following sales territory management vendors prior to selecting TerrAlign:
    • ZS Associates

Use Case

The key features and functionalities of TerrAlign Sales Territory Optimization that the surveyed company uses:

  • Used the following solution / process prior to deploying TerrAlign:
    • Spreadsheets
    • Microsoft Mappoint
  • Rates the following TerrAlign capabilities compared to the competition:
    • Performance: best in class
    • Ease of use: best in class
    • Optimization: best in class
    • Manual realignment tools: best in class
    • Reporting: best in class

Results

The surveyed company achieved the following results with TerrAlign Sales Territory Optimization:

  • Solved the following challenge after deploying the TerrAlign solution:
    • Reduced time spent making field manager change requests


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