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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


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.

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 Sales Territory Optimization Case Study

Medium Enterprise Consumer Products Company

Introduction

This case study of a medium enterprise consumer products company is based on an 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.

Challenges

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

  • 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
    • Improved quota allocation & balance of incentive compensation payments
  • Top purchasing drivers for buying the TerrAlign solution:
    • An increase in headcount causing realignment needs
    • A strategic plan to use sales resources to their fullest capacity

Use Case

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

  • Solutions / processes used prior to deploying TerrAlign:
    • No systematic process; largely dependent on Sales Manager input
    • Spreadsheets
  • Application used in conjunction with TerrAlign:
    • Salesforce.com

Results

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

  • Change in revenues and sales headcount since using TerrAlign:
    • Sales Headcount: increased more than 25%

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

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 Sales Territory Optimization Case Study

LION

Introduction

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

“We have been able to take the desired presentation frequency, apply that to a distributor’s existing sales coverage, and show the gap in workload and sales potential. It has been very eye-opening for those distributors who have seen the data unfold based on their own inputs.”

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 strategically make plans for using sales resources to their fullest

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

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


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