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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


Improved Sales Efficiency with TerrAlign

59% of surveyed sales organizations improved efficiency of the sales force after deploying the TerrAlign solution.

59%

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: 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

Immediate Data Feedback

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

Project Manager, Large Enterprise Health Care Company

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

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%
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%
Improved quota allocation & balance of incentive compensation payments
15%
Ensured that the right accounts are assigned to right reps in CRM
53%
Other
20%


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