Case Study: Qral Group achieves rapid, cost-effective sales territory alignment with Alteryx

Using Healthcare Data and Spatial Analytics to Optimize Salesforce Territory Alignment

Qral Group used Alteryx spatial analytics and public healthcare data to tackle a common life‑sciences challenge: designing balanced, travel‑aware sales territories without the time and expense of buying third‑party prescriber datasets. The goal was to create territories that equalize workload and sales potential while respecting geographic constraints (roads, driving time, state lines) and to do so far faster than traditional, manual approaches.

The team built two automated Alteryx workflows that integrate CMS prescription and claims data, demographic and shape files (ZIP/ZCTA and roads), and an Excel input form to define targets. Custom macros perform clustering, location optimization, ZIP‑code assignment and hierarchy creation, with outputs to Tableau and TerritoryMapper for visualization and refinement. The solution processes billions of records, reduced alignment time from months to a day, eliminated costly data purchases, and enabled related capabilities like market sizing, physician segmentation, and sales‑force sizing.

Qral Group

Ryan Bruskiewicz

Management Consultant