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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 »



121 Customers Surveyed

930 Data Points Collected

36 Published TechFacts

4 Published Charts

22 Published Case Studies



Selected Research Highlights


Case Study: Large Enterprise Financial Services Company

Introduction

This case study of a large enterprise financial 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.

“The ability to add additional data into an existing alignment (i.e. modify the _DS with additional fields) is very helpful. Optimization is a very powerful tool that is used to get alignments started. Final territories are then the product of considerable hand-drawn alignments.”

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
    • 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
    • Strategically plan to use sales resources to their fullest
    • Fill the gap in existing Mapping technology
    • Systematically include field managers into the realignment process

Use Case

  • Used the following solutions/processes before deploying TerrAlign:
    • Spreadsheets
  • Leverages the following applications in conjunction with TerrAlign:
    • Salesforce
    • Varicent SPM

Results

  • Selected TerrAlign over the following vendors:
    • Alignstar
    • Tactician
    • Mapping Analytics (proalign)
  • Views the following TerrAlign capabilities as stronger than the competition:
    • Scalability
    • Optimization

TerrAlign helps the field understand their alignment and makes optimization easier. It provides a visual to understand why we do what we do.

Operations Manager, Fortune 500 Industrial Manufacturing Company

Improved Ability to Compete in Desired Markets

49% of surveyed sales organizations improved the ability to compete in desired markets by having sufficient resources in the right place after deploying the TerrAlign solution.

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

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 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