Case Study: Expanding a sales force by 75% using AlignStar
CUSTOMER STATS
INDUSTRY
REVENUE
EMPLOYEES
USE CASE
CHALLENGE
A global healthcare company needed a better way to manage their growing sales force. The company was expanding from 72 to 126 territories and it was critical that they get it right.
The company decided to use AlignStar, a Software as a Service (SaaS) 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 new sales resources with the biggest opportunities
- Ensure appropriate coverage for existing customers
- Get results quickly
OUR SOLUTION
PROVIDE A ROADMAP FOR ADDING THE RIGHT RESOURCES IN THE RIGHT LOCATION
The company started by creating an index of market potential using sales data, competitive data, demographic information and current workloads of their sales professionals. An analysis of “white space” opportunities was performed using AlignStar’s visualization tools. The Optimizer tool was used to create the optimal alignment of the sale force against these new opportunities.
DEPLOY EASILY
In the Healthcare industry, it takes years to develop and launch a new product. It’s critical that it doesn’t take that long to plan out your territories. With AlignStar, that isn’t an issue. The application is easy to use and can integrate with any data source through a simple interface. Grifols Therapeutics used AlignStar to get the results they wanted in days and not months or years.
GETTING RESULTS
The results since using AlignStar have been significant. The company was able to increase sales from $3.4B to $4.1B over the course of the past three years. They took advantage of the market opportunity in an effective and efficient way.
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In today’s competitive marketplace, you cannot afford to have inefficiently designed territories. We can help.