Case Study: Decrease overall selling costs by 10% using AlignStar
CUSTOMER STATS
INDUSTRY
REVENUE
SALES REPS
USE CASE
CHALLENGE
The leading provider of cloud-based services that make it simple to manage travel and expenses had experienced rapid growth over the past few years and needed to automate the way they managed their territories.
A mid-size information technology company had always used a manual process to grow their sales force. In 2012, Private Equity investors acquired the company and now the management team needed to show improved operating results. One of the first areas that they looked at was the cost of sales, which appeared high compared to peers within their industry. The company decided to use AlignStar, a Software-as-a-Service territory management software application, to help solve this problem.
AlignStar is the leading provider of territory resource management software for businesses around the world. We make it simple for companies of all sizes to visualize potential, analyze performance, optimize territory design and manage field resources to maximize results.
INSTITUTIONAL GOALS
- Align sales personnel to reduce travel costs
- Deploy easily
- Get results quickly
OUR SOLUTION
ALIGN SALES RESOURCES TO SAVE ON TRAVEL TIMES
An analysis of the existing sale force deployment was graded a “C” for cost effective territory assignments. The AlignStar application visually showed how the previous strategy to put all sales personnel in hub cities was costing the organization. The sales team was spending too much time traveling and not enough time selling. The Optimizer tool was used to create the optimal alignment of the sale force against the objective to reduce the cost of sales.
DEPLOY EASILY
An innovative software company knows the value of time to benefit for their own solutions and wanted a territory management solution that could deliver on that promise. With AlignStar, they say immediate results from in the automation of their processe isn’t an issue. The application is easy to use and can integrate with any data source through a simple to use interface. Start getting results in and in hours or days and not months or years.
GETTING RESULTS
The results since using AlignStar have been significant. The information technology company was able to reduce their overall selling cost by 20% in just one year. The sales force was aligned properly across geographic areas to reduce travel time and costs. In addition, fewer new sales professionals were needed to be hired due to increased productivity each rep from less travel within their territories.
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In today’s competitive marketplace, you cannot afford to have inefficiently designed territories. We can help.