Managing Complexity with Smarter Alignments | Veeva
Summary
Territory updates are now made as needed instead of once per year, allowing marketing and field teams to receive more accurate segmentation and targeting data in their CRM. Besides the usual criteria of veterinary specialties, languages, and geographic location, they had to factor in 500+ products across five different business units and thousands of animal species. We needed a more dynamic solution for our field force to focus on the right customers,” said the commercial program director. The building complexity, lack of resources for manual interventions, and the need for accurate accounts influenced their decision to find a better territory alignment solution. The territory alignments processes are now not only more efficient but also smarter, giving commercial teams more agility, control, and overall visibility in their accounts.