Boosting Field Sales Efficiency with Location Intelligence: A Case Study on Securitas Direct
Technology Category
- Sensors - GPS
- Sensors - Haptic Sensors
Applicable Functions
- Sales & Marketing
Use Cases
- Inventory Management
About The Customer
Securitas Direct is one of the leading connected alarm providers in Europe, protecting over 2 million homes and businesses worldwide. They hold a dominant position in the Spanish market, with more than 50% market share. The company is customer-centric, with the average client using their services for 10 years. In Spain, they have a sales force of 1,000 representatives who visit existing and potential customers to retain and acquire new business.
The Challenge
Securitas Direct, a leading connected alarm provider in Europe, faced a significant challenge in their sales department. Despite having a robust sales force of 1,000 representatives, the company was not fully leveraging the potential of location data in their sales strategy. The sales team had been manually allocating leads and opportunities from their marketing department, without exploiting the context of location data. This approach was not only inefficient but also failed to maximize the productivity of their sales force. To enhance their sales performance, Securitas Direct needed a location-driven solution that would not only increase the efficiency and productivity of their team but also seamlessly integrate with their existing CRM technology.
The Solution
To address this challenge, Securitas Direct turned to CARTO, a platform specializing in location data. They developed a customized sales analytics and territory management solution named 'Compass'. This solution made location data more accessible to a wider range of stakeholders within the organization. It also integrated new datasets, which allowed Securitas Direct to drive their sales operations and boost new bookings. CARTO’s flexibility and scalability proved to be a game-changer for Securitas Direct's sales team. It enabled them to model demand and better assign leads between territories. This approach allowed them to become more data-driven and capture the value of the location component of their CRM data, leading to automated location-driven territory management.
Operational Impact
Quantitative Benefit
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