Boosting Field Sales Efficiency Using Location Intelligence

Securitas Direct is one the leading connected alarm providers in Europe, protecting more than 2 millions homes and businesses worldwide. Leading the Spanish market with more than 50% market share, they are a customer-centric company, with the average client using their services for 10 years. In Spain, they can count on a sales force of 1,000 reps to visit existing and potential customers to retain and acquire new business.

For many years, the sales team had allocated leads and opportunities from their marketing department in a manual way without exploiting the context of location data. In order to boost their sales force, Securitas Direct needed a location-driven solution that would allow their team to be more efficient and productive, as well as working smoothly alongside their existing CRM technology.

Using CARTO’s platform and key datasets related to sales, Securitas Direct has been able to scale up their sales force from 1,000 employees to just over 2,000 employees in 18 months. “Compass”, the solution developed, has made location data more accessible to a wider range of stakeholders within the organization and the integration of new datasets has allowed them to drive sales operations and boost new bookings.

CARTO’s flexibility and scalability has been a game-changer for their sales team by modeling demand and better assigning leads between territories. CARTO enabled them to become more data-driven and to capture the value of the location component of their CRM data to automated location-driven territory management.