Jamie Baker of ThermoFisher talks about eSpatial

Speakers: Jamie Baker, Director, Sales Optimization, Thermofisher

Jamie Baker: The main reason eSpatial works well for me and the reason I've embraced it is my alignment tools because it's just really simple to use. Simple to integrate in with my data. The Integration and Salesforce, which I've been recently using is excellent and very simple to use. So not only can I use it but two of my analysts have jumped on it and with some fairly minimal training for me eSpatial are already managing alignments and doing it fairly easily. And their feedback has been good. They also do point to point alignments which is important in our business where I don't have zip code level territories and then their support is fantastic day or night. They do a great job and resolve any questions of issue as well as their ability to listen to enhancements and things that we need and act on those. So really helpful for us.

Jamie Baker: eSpatial has been a big benefit for us and specifically with the one project I talked about relative to safety expansion there's some obvious operational benefits that we got, which normally a project like that would take 12, maybe nine months from start to finish to get it realigned and put in place and I think it took us about four months in total and I attribute that to you know, some good ground work early in the project, but also the ability to leverage that tool in sessions with the managers and the VPs because that takes the most amount of time and when they're looking at spreadsheets, how they normally do it, you know, they're really focused on individual accounts, customers, dollar figures and so forth and they're not really thinking about the overall efficiency of their team and we're going to spend their time drive time and all that. So having it on the map really opens up that discussion. So okay, well do you really want to spend, you have your rep spend your time in this particular account? Is the relationship that important To have them drive, drive an hour out of the way every day. So those kinds of discussions are essential to making sure that happens with the alignment work. And it's still in process but you know, we were able to cover off another additional 10% of our potential which is a lot of money. It's over, you know $20 million $30 million, you know, so you know that growth potential there is well exceeds the expansion and the the additional resources, but I think, you know that comes with any kind of project that you do this level of rigor with. I think the eSpatial piece of it is really the, like I said, ease of use and speed at which you can go at effectively. So and the buy-in you get at the end of the day because at the end of the day they, you know, you're finalizing territory in front of their eyes and you're getting the confirmation and you know, it's just a lot more real to them when you do it that way.