Case Study: Thomsons Online Benefits achieves faster territory assignments (3 weeks → 3 days) and eliminates account overlap with Traction Complete

How Thomson Online Benefits Solved a Tricky Territories Issue

Thomsons Online Benefits, a London-based global SaaS provider of employee benefits and engagement software, was struggling with territory management across its 30-person, globally dispersed sales team. Reps in different regions were unknowingly selling into the same parent accounts (once even four reps into one client), causing internal conflict, damaging client relationships, and forcing weekly pipeline audits and annual territory reassignments that took up to three weeks. To address this, Thomsons implemented Traction Complete’s solution, Traction Hierarchies.

Traction Complete deployed Traction Hierarchies (leveraging Data.com Clean and the D&B database) to visualize account parent/child relationships and surface account owners and open opportunities directly in Salesforce. The result: automated territory assignment and quick identification of whitespace and overlaps, eliminating the need for weekly audits, enabling reps to collaborate rather than compete, and cutting the annual territory reassignment from three weeks to three days. Traction Complete’s tool reduced sales rep conflict, improved pipeline clarity, and saved significant Sales Ops time.

Thomsons Online Benefits

David Healy

Commercial Operations Manager