"Our Tactician experience has been extremely helpful to the
growth of our organization. We were looking for a product possessing a tool that
incorporated the ability to map but also report on demographics specific to our
industry needs. Tactician has more than fit the bill! Our Tactician software has
paid for itself - many times over." -- Visting Angels
Challenge
One of the largest home health care providers in the country
wanted a solution to better organize and visualize its territory structure. The company's
sales organization was comprised of several levels of sales territory hierarchy with
multiple sales divisions, yet it had access to relatively primitive territory alignment
and visualization capabilities.
Tactician In Action
The company created the foundation of its territory structure by
importing the company's sales hierarchies and sales divisions into Tactician's online
territory alignment solution. Once imported, territory optimizations were run, multiple
potential scenarios were tested and evaluated, and interactive, map-based alignments were
undertaken to fine tune and 'tweak' the initial results, ensuring that the final
territory solution was comprised of territories that were equitable, efficiently designed,
and provided the optimum opportunity for success in the field.
The final territory results were disseminated to the field, with a
company administrator organizing controlled access to dozens of field users, each with
specific viewing and functional capabilities.
Results
The home healthcare provider is now fully deployed, managing its
sales territory hierarchy in an online environment used by corporate administrators, field
sales managers, and sales representatives. On an ongoing, as needed basis, territory
optimization models are run, calibrated, and assessed; territories are interactively
realigned, refined, and adjusted to take into account the realities of the market; and
results are disseminated to the field for execution.
In just a short period of time, ROI was maximized by geographically
reallocating sales resources to better match the geographic distribution of product demand,
close gaps in coverage, and for the first time, achieve full territory coverage across the
US.
"I have been using Tactician for sales territory alignment
for almost 15 years! Tactician provides everything I need to create, review and
fine tune territories rapidly and effectively. Tactician understands the needs of
the business analyst. Their software is continually refined, introducing new
functionality - helping me be more productive." -- Treetop Analytics
Challenge
A large manufacturer came to Tactician in search of an easy to
use solution to maximize the performance of a complex, geographically-distributed value
chain. With the astounding number of independent businesses, the client was looking to
get an in depth look at their current markets and competitors as well as potential and
opportunity.
They required further insight on competitors and how they impacted
the client, including proximity, product line comparison and other factors. Their
territories needed to be mapped out, optimized and analyzed in order for the solution
to be built.
Tactician In Action
A custom online tool was deployed to the client for ongoing
territory analysis and benchmarking. The results from the analysis were uploaded into
their system for them to manage seamlessly by the client. This system will give sales
reps insight on leads and other key information (e.g. market potential, revenue,
competitor locations). This will also help in the development of his/her territory.
Results
The client is able to visualize data geographically that
previously had them sorting through dozens of spreadsheets and files. Secondly, the
representative has a clear view of where their prospects, customers and competitors
all sit in comparison to his/her territory. This allows the client to prepare a more
thought out and strategic marketing plan for 2010 and beyond.
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