Transformed sales territory optimization across North America for a leading equipment rental company


The client’s sales leadership used an obsolete and expensive tool to track and manage territories. A newer and smarter solution was required to optimize sales tracking and territory realignment.


Leveraging our analytical experience, we:

  • Identi?ed factors and metrics that in?uenced territory optimization, market potential, and performance of sales reps
  • We then designed an intuitive framework to enable realignment decisions from the customers’ perspective
  • The next step involved the creation of a recommendation engine that could identify characteristics of pro?table territories and, based on both historical data and business knowledge, determine changes that would further optimize territories

Key Benefits

  • The solution provided better visibility into district and territory performance based on advanced analytical/ recommendation engine
  • It enabled ‘what-if’ analysis and better decision making on territory realignment
  • Allowed real-time KPIs to monitor and optimize deployed territory plan
  • Integrated the mapping solution with the platform, combined with role-based visibility / controls


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Increased average market share across sales reps, garnering higher rep satisfaction

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Reduced turnaround time for decision making, leading to more sale time for the district leadership team

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Reduction in cost by 60%, with the replacement of their legacy tool with our solution

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