Case Study

Before I joined ZS, the firm had spent more than $1M on a sales rep routing solution that no clients purchased. The team was tasked with re-imagining the product in light of learnings from ZAIDYN Field Insights.

See also: a blog post about Dynamic Targeting.

Company & Position

ZS Associates, Associate Partner (2011-2017)

Details

The effort required close collaboration: data scientists used behavioral insights to refine algorithms; engineers refined the data feed based on its impact on the weekly experience; and product marketing incorporated research insights into product-level messaging at launch.

Actions

• Revisited prior user research with a focus on how reps move productively through distinct territories; identified an opportunity to augment daily plans rather than replace them.
• Developed concepts and double-blind tested with research panels and clients; iterated based on findings.
• Collaborated with engineering to evaluate the data feed and its impact on the interface; provided behavioral insights to data scientists to inform algorithm refinement.
• Advocated for and drove integration with ZAIDYN Field Insights rather than shipping as a standalone product.

Outcome & Impact

• Shipped new product, part of a suite enabling 130+ companies and 100K sales personnel globally.
• Product well-received at launch; ultimately integrated with ZAIDYN Field Insights, addressing a real unmet need as part of a broader field enablement suite.