Case Study: RISO achieves ongoing territory optimization and improved sales-force efficiency with Tactician Corporation

Managing, Optimizing and Aligning Multiple Sales Forces

RISO, a large B2B product manufacturer with multiple sales forces and business units, needed to communicate a corporate nationwide territory structure to the field, capture local market intelligence, and work interactively with field sales managers to refine territories. Tactician Corporation was brought in, deploying Tactician One Territory Optimizer and Tactician One Territory Manager (with Territory Manager Online under evaluation) to support the effort.

Tactician Corporation implemented territory planning, optimization and interactive alignment tools—enabling easy import/export, full-screen maps, quick "what-if" modeling and scenario management—so RISO could collaborate with field managers efficiently. The solution now supports 16 sales channels across 5 business units, significantly reduced the time for one-on-one modeling sessions, and moved territory optimization from an annual event to an ongoing process, improving sales force efficiency and effectiveness.

RISO