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TechValidate Research on TerrAlign Sales Territory Optimization

34 Case Studies – Page 1 of 2


TerrAlign Sales Territory Optimization Case Study

Medium Enterprise Health Care Company

Introduction

This case study of a medium enterprise health care company is based on an August 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 experienced improved ease of use and visibility into the actual database, thus improving our efficiency of use.”

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 vendor 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:
    • ZS Associates Javelin/Maps
  • Rates the following TerrAlign capabilities compared to the competition:
    • Performance: better
    • Ease of use: significantly better
    • Manual realignment tools: better

Results

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

  • Solved the following challenges after deploying the TerrAlign solution:
    • Reduced time spent making field manager change requests
    • Ensured that the right accounts are assigned to the right reps in the CRM

TerrAlign Sales Territory Optimization Case Study

Medium Enterprise Health Care Company

Introduction

This case study of a medium enterprise health care company is based on an August 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.

“Ease of updates and reporting on any new territory changes.”

Challenges

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

  • Top purchasing driver for buying the TerrAlign solution:
    • To strategically make plans for using sales resources to their fullest
  • Evaluated the following sales territory management vendor prior to selecting TerrAlign:
    • Tactician

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:
    • Microsoft Mappoint
  • Rates the following TerrAlign capabilities compared to the competition:
    • Performance: significantly better
    • Ease of use: significantly better
    • Optimization: best in class
    • Manual realignment tools: significantly better
    • Reporting: significantly better

Results

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

  • Solved the following challenge after deploying the TerrAlign solution:
    • Improved the efficiency of their sales force
  • Saw a return on their investment with TerrAlign in 0-6 months.
  • Revenue per sales headcount increased by 15-20% since they started using TerrAlign.

TerrAlign Sales Territory Optimization Case Study

Global 500 Electronics Company

Introduction

This case study of a Global 500 electronics company is based on an August 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.

“The time savings this tool provided vs manually going through each of our accounts for recoding purposes was top notch.”

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:
    • A homegrown solution
    • Spreadsheets
  • Rates the following TerrAlign capabilities compared to the competition:
    • performance: best in class
    • ease of use: significantly better
    • optimization: significantly better
    • manual realignment tools: significantly better
    • reporting: best in class

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
    • Ensured that the right accounts are assigned to the right reps in the CRM
  • Saw a return on their investment with TerrAlign in 6-12 months.
  • Revenue per sales headcount increased by 15-20% since they started using TerrAlign.

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 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.

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 a homegrown solution prior to deploying TerrAlign.
  • Rates the following TerrAlign capabilities compared to the competition:
    • Performance: significantly better
    • Ease of use: significantly better
    • Optimization: significantly better
    • Manual realignment tools: significantly better
    • 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
    • Reduced the time spent in the sales planning process
  • Saw a return on their investment with TerrAlign in 12-18 months.

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%

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

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.

TerrAlign Sales Territory Optimization Case Study

FARO Technologies

Introduction

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

“TerrAlign saves us time, allows us to analyze territories by our own historical data, and create and control a consistent process.”

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
    • To fill the gap in CRM functionality

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
  • Rates the following TerrAlign capabilities compared to the competition:
    • Performance: best in class
    • Ease of use: significantly better
    • Optimization: significantly better
    • Manual realignment tools: significantly better
    • Reporting: better

Results

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

  • Solved the following challenge after deploying the TerrAlign solution:
    • Improved the efficiency of their sales force

TerrAlign Sales Territory Optimization Case Study

Thomson Financial

Introduction

This case study of Thomson Financial 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 put the optimal number of reps in the field to ensure less time lost driving while ensuring the best sales.”

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
    • To gain the ability to systematically include field managers into the realignment process
  • Evaluated the following sales territory management vendors prior to selecting TerrAlign:
    • Proalign
    • Alignstar
    • Tactician

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: better
    • Ease of use: significantly better
    • Optimization: significantly better
    • Manual realignment tools: best in class
    • Reporting: not 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
    • Reduced the time spent in the sales planning process
    • Ensured that the right accounts are assigned to the right reps in the CRM

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

TerrAlign Sales Territory Optimization Case Study

Next Gear Capital

Introduction

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

“Major savings in time with realignments, aligning to size and scope required has been excellent.”

Challenges

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

  • Top purchasing driver for buying the TerrAlign solution:
    • To reduce management time in the territory alignment 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:
    • A homegrown solution
    • Microsoft Mappoint
    • Google Maps
  • Rates the following TerrAlign capabilities compared to the competition:
    • Performance: significantly better
    • Ease of use: significantly better
    • Optimization: significantly better
    • Manual realignment tools: significantly better
    • Reporting: 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
    • Reduced time spent making field manager change requests
    • Ensured that the right accounts are assigned to the right reps in the CRM
  • Saw a return on their investment with TerrAlign in 0-6 months.

TerrAlign Sales Territory Optimization Case Study

Cort Furniture

Introduction

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

“We have replaced a very outdated spreadsheet method and improved the fees collected by proper alignment of delivery areas.”

Challenges

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

  • Top purchasing driver for buying the TerrAlign solution:
    • To fill the gap in CRM functionality

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:
    • A homegrown solution
    • Spreadsheets
  • Rates the following TerrAlign capabilities compared to the competition:
    • Performance: best in class
    • Ease of use: significantly better
    • Optimization: significantly better
    • 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 challenge after deploying the TerrAlign solution:
    • Improved the efficiency of their sales force
  • Saw a return on their investment with TerrAlign in 6-12 months.

Case Study: DeRoyal Industries, Inc.

Introduction

This case study of DeRoyal Industries, Inc. is based on a August 2014 survey of TerrAlign Sales Territory Optimization customers by TechValidate, a 3rd-party research service.

“TerrAlign is a useful, easy to use tool.”

Challenges

  • Solved the following challenges by deploying TerrAlign:
    • Reduced time spent making field manager change requests
    • Ensured that the right accounts are assigned to right reps in CRM
  • Top purchasing drivers for buying the TerrAlign solution:
    • Reducing time in managing the territory alignment process
    • Filling the gap in CRM functionality
    • The ability to systematically include field managers into the realignment process

Use Case

  • Solutions/processes used prior to deploying TerrAlign:
    • Spreadsheets
    • Microsoft Mappoint
  • Applications used in conjunction with TerrAlign:
    • Salesforce.com
    • Xactly

Results

  • Vendors evaluated before purchasing TerrAlign:
    • Tactician
    • Mapping Analytics (proalign)
    • ZS Associates
  • TerrAlign capabilities stronger than those from competitors:
    • Ease of use
    • Web-based realignment capabilities
  • 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: 3-5 weeks

Case Study: Medium Enterprise Computer Software Company

Introduction

This case study of a medium enterprise computer software 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.

“[With TerrAlign, we] were able to use fewer people to optimize a growing organization’s sales territories in less time.”

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
    • Improved quota allocation & balance of incentive compensation payments
  • Top purchasing drivers for buying the TerrAlign solution:
    • Reducing time in managing the territory alignment process
    • A strategic plan to use sales resources to their fullest capacity

Use Case

  • Solutions/processes used prior to deploying TerrAlign:
    • Spreadsheets
    • Tableau Maps
  • Applications used in conjunction with TerrAlign:
    • Salesforce.com

Results

  • Vendors evaluated before purchasing TerrAlign:
    • Mapping Analytics (proalign)
  • TerrAlign capabilities stronger than those from competitors:
    • Optimization
  • Change in revenues and sales headcount change since starting using TerrAlign:
    • Revenue: increased more than 25%
    • Sales Headcount: increased more than 25%

Case Study: Large Enterprise Professional Services Company

Introduction

This case study of a large enterprise 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 is used by our company for the transferring of physicians/calls from one territory to another for a large salesforce who follows a monthly call plan. The major benefits have been to free up the field management time in the process as well as allow the transfers to ‘stick’ month over month where needed. Prior to TerrAlign they were transferring the same physicians/calls each month.”

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
    • Ensured that the right accounts are assigned to right reps in CRM
  • Top purchasing drivers for buying the TerrAlign solution:
    • Reducing time in managing the territory alignment process
    • A strategic plan to use sales resources to their fullest capacity
    • The ability to systematically include field managers into the realignment process

Use Case

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

Results

  • Vendors evaluated before purchasing TerrAlign:
    • Tactician
    • ZS Associates
  • Change in revenues and sales headcount change since starting using TerrAlign:
  • Time spent on annual (or major) realignment processes before and after rolling out TerrAlign:
    • Major realignment processes before TerrAlign took: 1-3 weeks
    • Major realignment processes with TerrAlign take: 2-7 days

Case Study: Global 500 Consumer Products Company

Introduction

This case study of a Global 500 consumer products 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.

“We improved efficiency of our ~2000 sales reps with TerrAlign.”

“[With TerrAlign, we saw] efficiency and productivity gains for sales force and headquarter employees that previously did the alignments manually.”

Challenges

  • Solved the following challenges by deploying TerrAlign:
    • Improved efficiency of the sales force
    • Ensured that the right accounts are assigned to right reps in CRM
  • Top purchasing drivers for buying the TerrAlign solution:
    • Reducing time in managing the territory alignment process
    • A strategic plan to use sales resources to their fullest capacity

Use Case

  • Solutions/processes used prior to deploying TerrAlign:
    • No systematic process; largely dependent on Sales Manager input
  • Applications used in conjunction with TerrAlign:
    • Internal CRM

Results

  • TerrAlign capabilities stronger than those from competitors:
    • Performance and scalability
    • Ease of use
    • Optimization
    • Manual realignment tools
    • Web-based realignment capabilities
  • 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

Case Study: Medium Enterprise Consumer Services Company

Introduction

This case study of a medium enterprise consumer 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.

“[The justification for our TerrAlign purchase was the] realignment of Corporate Sales accounts, over 250K Accounts in 100+ territories, in 22 alignments with additional growth planned. [We] needed a solution that would give us the infrastructure to do true Territory Management. Payback period was achieved within 1 quarter.”

“[With TerrAlign,] onboarding and off-boarding of new Sales Reps has a streamlined process. The reps are assigned to territories within days of coming on board. Accounts are all assigned to the appropriate rep, and transfer of opportunities is efficient.”

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 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:
    • Reducing time in managing the territory alignment process
    • An increase in headcount causing realignment needs
    • A strategic plan to use sales resources to their fullest capacity
    • Filling the gap in CRM functionality

Use Case

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

Results

  • Vendors evaluated before purchasing TerrAlign:
    • Tactician
    • Previously used GeoMetrix
  • TerrAlign capabilities stronger than those from competitors:
    • Manual realignment tools
    • Integration to other systems
    • Integration to Salesforce.com
  • Change in revenues and sales headcount change since starting using TerrAlign:
    • Sales Headcount: increased 11-25%
  • 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: 3-5 weeks

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

Case Study: Global 500 Media & Entertainment Company

Introduction

This case study of a Global 500 media & entertainment 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.

“It has made the alignment process with the Field Managers run much smoother as they can visually see the changes and understand the impact of the changes up front.”

Challenges

  • Solved the following challenges by deploying TerrAlign:
    • Improved ability to compete in desired markets by having sufficient resources in the right place
    • Reduced time spent in the sales planning process
    • Lowered time spent making field manager change requests
  • 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

Use Case

  • Leverages the following applications in conjunction with TerrAlign:
    • Salesforce
    • Varicent SPM

Results

  • Selected TerrAlign over the following vendors:
    • Mapping Analytics (proalign)
    • MapInfo
  • Views the following TerrAlign capabilities as stronger than the competition:
    • Ease of use
    • Optimization
  • Change in revenues and sales headcount change since starting using TerrAlign:
    • Revenue: Increased more than 25%
    • Sales Headcount: Declined

Case Study: S&P 500 Professional Services 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.

“We’ve seen time and cost savings with TerrAlign, fine tuning adjustment controls, productivity of field personnel, team participation and input.”

Challenges

  • Solved the following challenges by deploying TerrAlign:
    • Reduced time spent making field manager change requests
    • Ensured that the right accounts are assigned to right reps in CRM
    • Improved resource utilzation
  • Top purchasing drivers for buying the TerrAlign solution:
    • Reduce time in managing the territory alignment process
    • Integrate with CRM system
    • Systematically include field managers into the realignment process

Use Case

  • Used the following solutions/processes before deploying TerrAlign:
    • A competing territory alignment solution
  • Leverages the following applications in conjunction with TerrAlign:
    • Salesforce

Results

  • Selected TerrAlign over the following vendors:
    • ZS Associates
    • Another software vendor
  • Views the following TerrAlign capabilities as stronger than the competition:
    • Ease of use
    • Reporting
    • Optimization
    • Manual realignment tools
    • Web-based realignment capabilities
    • Integration to other systems
  • Paid back investment in TerrAlign in 6-9 months.
  • Time spent on annual (or major) realignment processes before and after rolling out TerrAlign:
    • Before TerrAlign: Greater than 5 Weeks
    • With TerrAlign: 3-5 Weeks

Case Study: Medium Enterprise Consumer Products Company

Introduction

This case study of a medium enterprise consumer products 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.

“Terralign has allowed us to build territories using a much more complex logic, vs simply zip code ranges, and perform the analysis for territory balancing, improved coverage, call frequency and workload, and what if scenarios.

This would have been impossible to manage without a tool like TerrAlign. We love the support team at TerrAlign, and we have subscribed to their market research data over a number of years which helps complete the package."

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
    • Improved quota allocation & balance of incentive compensation payments
    • Ensured that the right accounts are assigned to right reps in CRM
    • Target Marketing Efforts
  • 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:
    • A homegrown solution
  • Leverages the following applications in conjunction with TerrAlign:
    • Salesforce

Results

  • Views the following TerrAlign capabilities as stronger than the competition:
    • Performance
    • Reporting
    • Optimization
  • Paid back investment in TerrAlign in 12-18 months.

Case Study: Global 500 Pharmaceuticals Company

Introduction

This case study of a Global 500 pharmaceuticals 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.

“Our greatest benefit with TerrAlign has been the ease and simplicity of making changes and understanding the impact of those changes.”

Challenges

  • Solved the following challenges by deploying TerrAlign:
    • Improved efficiency of the sales force
    • Reduced time spent in the sales planning process
  • Top purchasing drivers for buying the TerrAlign solution:
    • Reduce time in managing the territory alignment process
    • Fill the gap in existing Mapping technology
    • Cost

Use Case

  • Used the following solutions/processes before deploying TerrAlign:
    • A competing territory alignment solution
    • consultants
  • Leverages the following applications in conjunction with TerrAlign:
    • Salesforce

Results

  • Selected TerrAlign over the following vendors:
    • Alignstar
    • ZS Associates
  • Views the following TerrAlign capabilities as stronger than the competition:
    • Scalability
    • Optimization
    • Web-based realignment capabilities
    • Ease of deployment of web-based tools
  • Paid back investment in TerrAlign in 0-3 months.

Case Study: Large Enterprise Health Care Company

Introduction

This case study of a large enterprise 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.

“TerrAlign saves on time and “guessing” on alignments. It’s now much easier for regional managers to manipulate their territories for final moves."

Challenges

  • Solved the following challenges by deploying TerrAlign:
    • Improved efficiency of the sales force
  • Top purchasing drivers for buying the TerrAlign solution:
    • Reduce time in managing the territory alignment process

Use Case

  • Used the following solutions/processes before deploying TerrAlign:
    • Spreadsheets
    • Microsoft Mappoint
  • Leverages the following applications in conjunction with TerrAlign:
    • Homegrown

Results

  • Selected TerrAlign over the following vendors:
    • Mapping Analytics (proalign)
  • Views the following TerrAlign capabilities as stronger than the competition:
    • Performance
    • Ease of use
    • Manual realignment tools
  • Paid back investment in TerrAlign in 12-18 months.
  • Time spent on annual (or major) realignment processes before and after rolling out TerrAlign:
    • Before TerrAlign: 1-3 Weeks
    • With TerrAlign: 2-7 Days

Case Study: Large Enterprise Health Care Company

Introduction

This case study of a large enterprise 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.

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

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
    • 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
    • Microsoft Mappoint
  • Leverages the following applications in conjunction with TerrAlign:
    • Salesforce
    • Home grown

Results

  • Selected TerrAlign over the following vendors:
    • Tactician
    • Mapping Analytics (proalign)
  • Views the following TerrAlign capabilities as stronger than the competition:
    • Ease of use
    • Manual realignment tools
  • Paid back investment in TerrAlign in 12-18 months.
  • Time spent on annual (or major) realignment processes before and after rolling out TerrAlign:
    • Before TerrAlign: Greater than 5 Weeks
    • With TerrAlign: 3-5 Weeks

Case Study: Global 500 Electronics Company

Introduction

This case study of a Global 500 electronics 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’ve seen efficiency gains and that it’s easier to graphically represent territories with TerrAlign.

Challenges

  • Solved the following challenges by deploying TerrAlign:
    • Reduced time spent in the sales planning process
  • Top purchasing drivers for buying the TerrAlign solution:
    • Strategically plan to use sales resources to their fullest
    • Integrate with Compensation system
    • Systematically include field managers into the realignment process

Use Case

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

Results

  • Selected TerrAlign over the following vendors:
    • Another software vendor
  • Views the following TerrAlign capabilities as stronger than the competition:
    • Integration to other systems
  • Paid back investment in TerrAlign in 12-18 months.
  • Time spent on annual (or major) realignment processes before and after rolling out TerrAlign:
    • Before TerrAlign: 3-5 Weeks
    • With TerrAlign: 1-3 Weeks

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:

Case Study: Small Business Consumer Products Company

Introduction

This case study of a small business consumer products 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.

“TerrAlign helped us to understand the opportunity that was out there; putting our field people in front of the best potential accounts. When we have new hires and a call guide ready made for them, its the best.”

Challenges

  • Solved the following challenges by deploying TerrAlign:
    • Improved efficiency of the sales force
  • 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

Use Case

  • Used the following solutions/processes before deploying TerrAlign:
    • Nothing- territories evolved, field managers went on gut feel
    • Spreadsheets
    • A homegrown solution
  • Leverages the following applications in conjunction with TerrAlign:
    • Salesforce
    • Microsoft CRM
    • SAP CRM

Results

  • Selected TerrAlign over the following vendors:
    • ZS Associates
    • Another consulting firm
    • Cozmix
  • Views the following TerrAlign capabilities as stronger than the competition:
    • Performance
    • Ease of use
    • Scalability
    • Reporting
    • Optimization
    • Manual realignment tools
  • Paid back investment in TerrAlign in 3-6 months.
  • Change in revenues and sales headcount change since starting using TerrAlign:
    • Revenue: Increased 11-25%
  • Time spent on annual (or major) realignment processes before and after rolling out TerrAlign:
    • Before TerrAlign: 1-3 Weeks
    • With TerrAlign: 2-7 Days

Case Study: Large Enterprise Consumer Products Company

Introduction

This case study of a large enterprise consumer products 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.

“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.”

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
    • 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:
    • jba, Diver

Results

  • Selected TerrAlign over the following vendors:
    • Alignstar
  • Views the following TerrAlign capabilities as stronger than the competition:
    • Ease of use
    • Optimization
    • Manual realignment tools
    • Web-based realignment capabilities
  • Paid back investment in TerrAlign in 12-18 months.
  • Change in revenues and sales headcount change since starting using TerrAlign:
    • Revenue: Increased 11-25%
    • Sales Headcount: Declined
  • Time spent on annual (or major) realignment processes before and after rolling out TerrAlign:
    • Before TerrAlign: Greater than 5 Weeks
    • With TerrAlign: 3-5 Weeks

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

Case Study: Global 500 Consumer Products Company

Introduction

This case study of a Global 500 consumer products 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.

“TerrAlign saves us time and creates a consistent system and process.”

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
    • Reduce needed headcount to cover accounts
    • Strategically plan to use sales resources to their fullest
    • Systematically include field managers in the realignment process

Use Case

  • Used the following solutions/processes before deploying TerrAlign:
    • A homegrown solution
  • Leverages the following applications in conjunction with TerrAlign:
    • Home Developed .Net CRM

Results

  • Selected TerrAlign over the following vendors:
    • Tactician
    • ESRI
  • Views the following TerrAlign capabilities as stronger than the competition:
    • Performance
    • Reporting
    • Optimization
    • Hands On Consultation
  • Paid back investment in TerrAlign in 0-3 months.
  • 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



More Research on TerrAlign Sales Territory Optimization