The client is one of the industry’s premier consumer electronics companies and one of the world’s most recognizable brands with leading positioning in smartphones, laptops, wearable devices, applications, fintech and other areas.
The Challenge
Successful global companies rely on Territory Management processes to manage sales, accounts and growth accurately and effectively. Our client relied on multiple legacy systems for territory and account data, with multiple manual processes and low visibility into historical data for insights and account planning. This made overall system management extremely difficult, constrained the client’s territory planning and modeling capability, and impacted overall efficiency, productivity and sales activity.
The Solution
Persistent worked with the client to utilize Salesforce’s Enterprise Territory Management to create a single source of the truth for sales territory and account data, with the platform housing master data for accounts and sales coverage planning, eliminating data duplication or manipulation. The platform is designed to allow for audit logs on territories, accounts and user assignments, with automated and manual assignment functions available.
With this new solution in place, users can take advantage of quickly created “what-if” scenarios for territory modeling using the Territory Planning tool, as well reduced complexity in managing territory assignments.
The Outcome
To date, more than 1,000 users are utilizing the solution developed by Persistent and Salesforce for improved Territory Management — based on initial success in two regions (US and Canada), the solution was implemented in eight additional regions. Users can create, design and assign territories in a logical and scalable manner, providing a more holistic approach to effective sales and account assignment and coverage.
In addition, the solution provides users with new capabilities in tracking, reporting, historical data analysis, ROI analysis of territory performance against a set of pre-determined parameters or thresholds (revenue, growth, activity, etc.) across 10 regions and more than 200 territories. The solution has generated an increase in sales, a decrease in overall costs, a savings in time required to manage territories and accounts, and a substantial improvement in customer and territory coverage.
Technology Used
- Mulesoft
- Sales Cloud
