Sales Territory
Research
Territory Research
Our Territory Research elevates our account research by shifting our focus to a broader scope - the territory at large. This can encompass a specific sales sector, industry, or even an entire country.
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Our approach is driven by the specific requirements of our sales and marketing teams, allowing us to create a customized research plan that hones in on the areas that matter most to them. The systematic nature of our Territory Research entails analyzing a diverse range of data points that serve as the foundation for any effective sales and marketing strategies.
Research
Areas
When we are looking at a sales territory, we are often looking at a variety of different aspects that enable us to build an overall understanding of the area. As such, we typically research the following sections:
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Sector Statistics - e.g. size, value, number of accounts, etc.
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Account Structures - how many companies are in the sector and how do they divide across the SMB, Mid-market, and Key Accounts areas?
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Key Accounts - what are the most important potential customers in the sector?
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Themes - what issues or interesting aspects are impacting the sector today?
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Competitors - who do we know is active in the sector?
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Messaging - what messaging would we suggest would be useful for the sales and marketing team to lead with?
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Influencers or Partners - which partners or influential figures might be useful to work with?
Timescales
Territory Research, by its nature, requires more time compared to our Account Research services, as it entails delving into a wider range of areas with greater depth. While conducting a thorough examination of an individual account typically takes 2 to 3 days, our Territory Research process typically spans a week, given the comprehensive nature of the investigation and analysis involved.
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Data
Sources
To compile our Territory Research Report, we draw upon an array of data sources, all of which are carefully selected to provide a comprehensive and accurate analysis.
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Our research methodology employs a diverse range of tools and resources, including analyst papers, shareholder reports, company annual reports, industry statistics, and interviews with key contacts. Our focus always remains on fulfilling the specific requirements of our clients, and hence we rely on the data sources that are most appropriate to meet their needs effectively.