O’Neal Steel Redefines Territory Management, Transforms Lead/Account Assignment, and Improves Sales Rep Productivity using EasyTerritory
Executive Summary: Faced with the discontinuation of their previous mapping software, Microsoft MapPoint, O’Neal Steel turned to EasyTerritory to solve their customer mapping and territory management needs.
About: O’Neal Steel has been providing the United States with top quality metal products for nearly 100 years. As the nation’s largest family-owned metals service center, their commitment to quality and service means they rely heavily on their ability to efficiently reach and support their customers.
The Challenge: The Sales and Marketing team at O’Neal Steel needed a mapping application that integrated directly with Microsoft Dynamics 365 and could also provide a way to both analyze customer data and define territories for their sales representative coverage. The discontinuation of MapPoint prompted their search for a more modern, web-based mapping solution.
The Solution: Atop the list of recommended replacement products was EasyTerritory, a sophisticated web-based mapping application that utilizes Bing Maps API. EasyTerritory was built by EasyTerritory, Inc., a company in Tallahassee, Florida that specializes in geospatial software and territory management best practice consulting.
O’Neal Steel chose the Azure cloud-hosted option, and integrated with Microsoft Dynamics 365 and SQL Azure, which allowed their team to map Lead and Account data from Dynamics 365, aggregate customer data, and align territories to focus the efforts of their sales staff.
The territory data extracted from MapPoint was essentially a list of ZIP Codes that contained a Lead or Account. This list gave a representation of areas where business had occurred, but it did not provide functional sales territories. This data was used as a starting point, then EasyTerritory did the heavy lifting.
O’Neal Steel began by selecting all records within a Zone, then grouped them into clusters based on proximity and drive time analysis, and then divided the Zone into logically-arranged, contiguous territories.
“I am impressed with how easy it is to realign our territories. When we need to make adjustments, with just a few clicks we shift coverage area from one rep to another.”
Duane Wells, Sales and Marketing Analyst
The Result: The result was an easy-to-read map showing contiguous territory coverage that was simple to realign and would streamline the Lead Assignment process. Equipped with hands-on training, customized instructional videos, and on-going support, O’Neal Steel is now prepared to stay ahead of the changing sales environment and continue to provide the high caliber of service their customers have come to expect.
“EasyTerritory has increased the efficiency of our Lead Assignment process by 80%, which has allowed us to focus more on generating new Leads. This is territory management made easy!”
David Goff, Sales and Marketing Manager
To learn more about EasyTerritory contact Sales@EasyTerritory.com, or click the Free Trial button at the top to get a trial instance and see a demonstration of how EasyTerritory can solve your mapping needs.
