Thermo Fisher's Sales Potential Growth with eSpatial

Applicable Industries

Equipment & Machinery

Applicable Functions

Product Research & Development
Sales & Marketing

Use Cases

Onsite Human Safety Management
Time Sensitive Networking

Services

System Integration
Training

The Challenge

Thermo Fisher was undergoing a significant change that required them to reorganize their safety specialist group, a part of their sales organization. This reorganization involved separating the group from the rest of the organization and doubling its size. The challenge was to create 30 efficient sales territories. The team had used territory alignment platforms in the past, but they needed a more effective solution. They began assessing options for territory alignment software and discovered eSpatial. The team found the eSpatial's eTerritory menus and features to be logically simple and easy to use. However, they lacked true routing and zoning in their alignments, having only point-to-point alignments versus ZIP codes.

About The Customer

Thermo Fisher is a leading company in the scientific research services industry. They were in the process of reorganizing their safety specialist group, a part of their sales organization. This reorganization involved separating the group from the rest of the organization and doubling its size. The team was tasked with creating 30 efficient sales territories. They had used territory alignment platforms in the past, but they needed a more effective solution. They began assessing options for territory alignment software and discovered eSpatial, which they found to be a simple and efficient solution for their needs.

The Solution

Thermo Fisher chose eSpatial as their go-to territory alignment tool due to its simplicity and excellent Salesforce integration. The system was so user-friendly that two of their analysts, with minimal training, were able to manage territory alignments easily. The team designed point-to-point alignments, which was critical as they didn't design on zip codes. eSpatial provided a dedicated customer success manager to help them achieve their project goals. The company also developed product enhancements and updates based on Thermo Fisher's feedback, demonstrating their excellent ability to listen and execute. Overall, eSpatial offered Thermo Fisher the complete solution and the best support that could be offered.

Operational Impact

eSpatial delivered significant value for the Thermo Fisher organization, specifically for the safety team expansion project. The operational benefits were evident in the project's delivery time, which was reduced by more than 50%. The use of eSpatial in alignment sessions with managers and VP's replaced spreadsheets that focused on individual accounts and dollar figures. This shift allowed for more efficient discussions and accelerated design times. It also facilitated discussions about the importance of relationships with customers and the efficiency of the team. For Thermo Fisher, these kinds of discussions were essential for their operational success.

Quantitative Benefit

Unlocked an additional 10% sales potential which equates to another $30m in growth.
Delivered the project in 4 months, compared to the usual 9 to 12 months.
Used eSpatial in alignment sessions with managers and VP's, replacing spreadsheets that focused on individual accounts and dollar figures.