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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


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?

1 Day 2-7 Days 1-3 Weeks 3-5 Weeks Greater than 5 Weeks

Before TerrAlign
With TerrAlign

TerrAlign Sales Territory Optimization Case Study

Metagenics

Introduction

This case study of Metagenics is based on an August 2016 survey of TerrAlign Sales Territory Optimization customers by TechValidate, a 3rd-party research service.

“Reps are better able to view their entire sales territory on one map to increase time savings and productivity.”

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

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:
    • No prior process
  • Rates the following TerrAlign capabilities compared to the competition:
    • Performance: best in class
    • Ease of use: better
    • Optimization: best in class
    • Manual realignment tools: best in class
    • Reporting: significantly better

Results

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

  • Solved the following challenges after deploying the TerrAlign solution:
    • Improved the efficiency of their sales force
    • Gained the ability to compete in desired markets by having sufficient resources in the right places
  • Saw a return on their investment with TerrAlign in 6-12 months.

Maximize Sales Resources with TerrAlign

56% of surveyed sales organizations purchased the TerrAlign solution to strategically plan to use sales resources to their fullest.

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: S&P 500 Health Care Company

Introduction

This case study of a S&P 500 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’re now able to complete an optimization project in a relatively short time frame. TerrAlign enables us to deploy a salesforce quickly and effeciently.”

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
    • 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
    • Systematically include field managers into the realignment process

Use Case

  • Used the following solutions/processes before deploying TerrAlign:
    • Spreadsheets
    • A competing territory alignment solution
  • Leverages the following applications in conjunction with TerrAlign:
    • Oracle CRM On Demand

Results

  • Selected TerrAlign over the following vendors:
    • Tactician
    • ZS Associates
    • Another consulting firm
  • Views the following TerrAlign capabilities as stronger than the competition:
    • Performance
    • Ease of use
    • Reporting
    • Optimization
    • Web-based realignment capabilities
  • Paid back investment in TerrAlign in Need to evaluate.
  • Change in revenues and sales headcount change since starting using TerrAlign:

Invaluable Functions

In using TerrAlign, the ability to include a call frequency and duration matrix were invaluable in the complete redesign of our specialty sales organization. The ability to determine sales coverage through travel time estimates helped determine territories and the number of sales reps. Additionally, being able to to manually adjust territories in a matter of seconds really helped in the process.

Executive, Large Enterprise Consumer Products Company



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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