Thermo Fisher Unlocked $30m in Sales Potential

Thermo Fisher was changing, which required them to reorganize their safety specialist group, a part of their sales organization. They were separating it from the rest of their organization and doubling the size of the team. Jamie says, "we had to change the alignments and create another 30 efficient sales territories".

Jamie and his team had used territory alignment platforms in the past. The group began assessing options for territory alignment software and became aware of eSpatial and its advantages. They found the eSpatial's menus and features had a simple logic that made it easy to get results quicker, something that other legacy systems couldn't match. That was a huge win for everyone on the team.

The overall presentation of data and the flexibility to do much more in an alignment session with a sales manager were instrumental to higher adoption for the team. Changing colors, shapes, and sizes to show managers the different aspects of a customer and a sales territory was another big win for Thermo Fisher.

"We don't have true routing and zoning in our alignments; we have point-to-point alignments versus ZIP codes. That was another major benefit of using eSpatial; we couldn't do this effectively before". Using the eSpatial sharing tools in face-to-face and online sessions was very successful.