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This CRM Review examines ZS Territory Management.
In-Depth CRM Review
ZS Territory Management
ZS Associates, Inc.
1800 Sherman Avenue
Evanston, IL 60201-3792
CRM Category: Sales Management Support – Cloud
Sub-Category: Territory Management
About the Company:
ZS Associates is rooted in an academic partnership that began in the early 1970s. In 1973, Andy Zoltners completed a PhD in integer programming algorithms at Carnegie Mellon University, devoting a chapter in his dissertation to sales territory alignment problems. Andy subsequently accepted a teaching position at the University of Massachusetts (UMass).
The following year, Andy crossed paths with PhD student Prabha Sinha, who was exploring the use of higher math in meal planning for the military. The two collaborated on the Multiple Choice Knapsack problem and co-wrote a paper on the topic. Eventually they realized that this line of thinking was highly applicable to the problems of sales force sizing and resource allocation.
Over the next several years, the pair worked with a number of companies, gaining practical experience applying modeling techniques to sales force problems.
ZS Associates is one of the world’s largest business services firms specializing in transforming sales and marketing from an art to a science. We help clients gain market share at lower cost by creating data-driven strategies that they can implement rapidly. We also take on complex sales and marketing operations to make our clients more competitive.
ZS focuses exclusively on the two areas that create customer demand: sales and marketing. As a result, our expertise in this domain is both broad and deep. We provide a vast range of marketing- and sales-related services in the industry, from customer insight, product development, and sales and marketing strategies, to sales compensation planning and even plan administration, to name just a few. Our consultants leverage the firm’s deep knowledge of the range of sales and marketing activities and how they interact in order to anticipate the upstream and downstream effects of virtually any decision. Thus, we offer clients the unique advantage of understanding what will work best for their company as a whole.
Nearly 30 years ago, we helped pioneer the shift in commercial strategy from being determined largely by intuition to being driven by data. Our fundamental approach remains the same today: uncovering the truth through quantifiable facts of what works, informed by unrivaled experience and constant innovation. As a result, we possess deep expertise in what makes for successful sales and marketing, and we have built a global team of more than 2,000 highly trained professionals who are committed to this pursuit.
Since 1983, ZS has been working shoulder to shoulder with leaders at hundreds of the world’s top corporations. Our clients typically are large and mid-sized companies whose success depends on the effectiveness of their sales and marketing. We help them gather and analyze data to create the best strategies; orchestrate sales and marketing activities to increase demand efficiently; and change quickly to become more competitive. Our clients work with us year after year because we are responsive, collaborative and flexible – and, not least of all, because we are passionate about what we do.
Today more than ever, executives must drive their sales and marketing strategies and operations with data – and the expertise to interpret it. That’s where ZS comes in. We’re in the business of turning the art of demand generation into a science.
About the Product:
Optimize Your Sales Territories to Gain a Competitive Advantage
Territory management is at the heart of any company’s sales operations. All key processes—from sales force planning and deployment to incentive compensation and financial reporting—depend on efficient, optimized territory management solutions.
Markets today are more dynamic than ever, adding on many new dimensions to territory management:
- Sales portfolios are expanding and shrinking in record time—and when products and clients change suddenly, sales managers must add and redraw territories in an instant
- Sales territories must balance rep workloads, equalize earning opportunities and ensure that reps efficiently cover their most profitable customers
- Flexible deployments and multiple sales force roles—including matrixed product specialists or “hybrid” representatives—are the rule rather than the exception
- The availability of more and increasingly complex data have further challenged central management’s ability to make effective territory management decisions
For complete pricing details, please contact the company directly.
For a proper demo of this CRM solution:
For a proper demo of this CRM solution, please contact the company directly.
Rich’s View of ZS Territory Management:
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Rich’s Recommended Reads
O.K., full disclosure, Andy Zoltners was a professor of mine at Northwestern. Sure, I still like the guy. But these are great books. I wish that I had them when I was a sales manager!