Agentic Territory Planning Without the Spreadsheet Hell

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Julia Nimchinski: And next up. Welcome to the show Amy Osman Cook, who is the co-founder, and CEO fullcast. What a pleasure! Welcome, Selena!

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Amy Cook: How are you doing doing? Well, thank you for having us today really appreciate it.

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Julia Nimchinski: Our pleasure.

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Julia Nimchinski: What’s new? With fullcast.

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Amy Cook: All right. Well, fullcast. We have some exciting updates, and thank you so much for having all of us on to talk about. AI. I actually just got back from hosting an AI conference in New York City with firsthand ventures, and it was just so exciting to be in the room with the people building the AI, you know, from Meta, from Chat Gpt. From all of the you know the many, many of the many companies that matter, because there are many of us that are building it

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Amy Cook: and being in a room with them to see what everybody’s doing, because it’s all brand new. So thank you for having this platform, so we can all see what everyone’s doing. And there’s a lot of exciting stuff that’s come up. So for us today, I’m excited to introduce my colleague Selena, who is amazing and is going to demo. One of the AI features of our platform.

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Amy Cook: so fullcast just as a background is the 1st AI 1st sales performance management platform that helps revenue leaders manage their entire. Go to market from plan all the way through pay.

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Amy Cook: So, Selina, do you want to take it away?

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Celena Ashcar: I sure do. Thanks for having us to echo Amy’s points. We love being able to see everyone’s progress in this space and share our own. We’re very excited about what we’re building. And yeah, we’re the 1st platform to do this built by revops for revops. And we’re really highlighting the revops function and ways. AI can make them more empowered, and in return make the organizations they work at grow quicker and more strategically.

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Celena Ashcar: So I’ll show you a little bit about it today. But overall we see an area of opportunity, especially with AI today. You know, there’s a lot of different applications, and I think businesses are generally trying to improve customer service, efficient operations, data, optimization and fullcast is focused on, you know, especially with that efficiency and operations piece.

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Celena Ashcar: where can we eat up the manual work or ways that the business gets slowed down or ways that impact the sales team’s ability to go to market? And what we found is that a lot of revenue leaders are still managing. Go to market planning and management

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Celena Ashcar: out of spreadsheets, out of disparate systems, and they are eager for a way to better figure out their total addressable market and their sales, teams, books of business, their quotas, the commissions there’s so many pieces of it, and fullcast is here to take that over from start to finish and help revops really

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Celena Ashcar: be more of a powerhouse and and be able to do the work that they’re trying to do. If they could get a little bit more time and and focus in their day with stuff like this. So I’m going to show you a little bit of full cast here.

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Celena Ashcar: And to my point, earlier, we’re focused, you know, on the space of books of business, quotas, routing commissions. But one of the most powerful ways we’re leveraging AI today is to absorb your own logic around policies that dictate where an account should land, and who it should be assigned to.

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Celena Ashcar: And really, the reason that matters so much is

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Celena Ashcar: a lot of companies today, again, are just doing this more retroactively in spreadsheets, or maybe starting the fiscal year, planning 6 months in advance, because, especially for teams with hundreds of sellers and hundreds of thousands of accounts in the Crm. That’s a difficult process to figure out. But ultimately it’s critical because it’s going to tell your business, your executive team, your board and investors.

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Celena Ashcar: How are you going to meet the revenue targets that you’ve been given as a business, and so fullcast is here to supercharge this and to leverage these nifty AI functionalities that can help get us there. So

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Celena Ashcar: I’m going to orient you a bit at what we’re looking at here.

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Celena Ashcar: and you’ll see as the screen pops up that on the left hand side. This is your go to market segmentation. So this is going to look a little bit different for every single business, depending on how you verticalize how you segment by size, or maybe any other factors you use to split up your go to market.

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Celena Ashcar: So in this example. Here we’ve got everything rolling up to the all companies level. So it’s a hierarchical view, and you can see performance to plan at the all companies level. So you can see how many accounts are in your total addressable market. If you’re scoring your accounts, you can get a quick glance at those types of metrics.

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Celena Ashcar: And let’s say, for example, you want to see the performance or the setup of a specific territory, maybe within America and the enterprise segment. You’ve got 5 or 6 territories, and this is a great way to keep up with what accounts are landing? Where and what’s the performance to plan on the Associated quotas.

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Celena Ashcar: So the real target for us and the real outcome here is that we want you to get a few things out of this. We want you to grow revenue. We want you to be strategic about breaking into your top accounts, and we want to help companies drive quota attainment by at least 30%. And when you start to piece these building blocks together in the right way and make sure you’re addressing your market in the right way, you’ll see those impacts in revenue pretty quickly.

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Celena Ashcar Celena Ashcar: So ultimately we use our AI, which I’m going to show you here shortly to. And I have to go up to this more branch level to balance out your books of business. So

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Celena Ashcar: if you’re carving territories, let’s say, or assigning accounts for 5 or 6 different reps in America enterprise. You want to make sure that the way you’ve done this is a balanced and fair way. Again, quota attainment matters to retain your reps to keep hitting your goals and growing your business. You need to make sure everyone is equally set up for success

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Celena Ashcar: today there’s a lot of struggle to understand this because it’s being done in spreadsheets, or maybe in erp systems with custom models. And there’s no easy way to view things like this.

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Celena Ashcar: But the ultimate outcome here is that every single one of your accounts in your addressable market is properly covered by the right rep, and that each rep has a fair and equal shot at hitting their quota, based on metrics that matter to you. In this example the company wants to make sure all of their enterprise reps in America have an even number of tier, a accounts and bookings potential in their books of business.

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Celena Ashcar: So now, for the fun part of how we get you here.

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Celena Ashcar: So if we go into our smart plan, this is our most popular instance of use for AI in our platform today. And so essentially the way it works is, you would come into full cast and say, I need 6 territories in America enterprise. You can cap out the number of accounts per rep or territory.

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Celena Ashcar: And the very there’s 3 steps to our balancing criteria here. And this is where you’re inputting your own criteria, your own parameters and fullcast is applying that in real time to what’s in your salesforce. This all comes as a salesforce managed package. So we work very nicely with account opportunity level data in your Crm.

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Celena Ashcar: so 1st step of the balancing criteria is, tell us how to minimize any disruption. We don’t want to move around accounts that are tied to your more strategic reps, or maybe accounts with open opportunities in them. So this is where you can input that criteria to make sure we’re not moving any accounts that might be landing in that bucket.

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Celena Ashcar: Second piece is going to be balancing the accounts by certain data points in salesforce. We see a lot of companies using employee size, maybe account scoring, perhaps verticals, or any other types of metrics that might be helpful to pull in. You can stack them up, and we’ll make sure everyone gets an even number of accounts that meet those criteria

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Celena Ashcar: all right. And then moving on to the 3rd piece, balancing by metrics. A big topic, I think, in revops right now. And AI generally is having your data talk to each other. Right? We’re hearing this a lot. We’re actually at a conference right now. And everyone’s saying, you know, Crm is not really the source of truth anymore.

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Celena Ashcar: though some might argue with that. I think what that’s trying to say is, there’s more that goes into our Icp and into expansion potential and into our white space analysis than just salesforce data points. Sometimes you need to take into account product level data, consumption level data and metrics is a great way to bridge your data pieces together and balance in more strategic ways.

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Celena Ashcar: We’ll also help with parent child assignments and making sure that everything makes sense when it comes to assigning out accounts that have parent or children associations.

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Celena Ashcar: And at the very end we’re going to help, you understand? Are you balancing off of data points that are actually filled out and available in the Crm and can help you understand the health of your carve. A lot of customers love this because we’re identifying gaps in their data for them where they can go and enrich and improve the quality of their data over time.

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Celena Ashcar: So once you’ve done all this fullcast is going to apply it in real time to your salesforce accounts. You’ll start to see yellow dots emerging. This is going to help you understand that maybe accounts need to be moved around based on this criteria. And really the outcome is going to be that you’re moving from more of an annual plan, doing that once a year and shifting to a day-to-day management of your go to market, so that you’re not, you know, letting months and months pass where things might not be in the right place or your account coverage is not being optimized.

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Celena Ashcar: and I’m not sure how we are on time, Julia, but I think.

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Amy Cook: We have 3 min left. And can I just give one?

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Amy Cook: Okay.

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Amy Cook: so this in real practice, I’m working as the Rev. Ops leader for a large healthcare company right now on a client basis. They had 4 acquisitions roll up. Within 2 years they had different plans. They had different territories, the Territories. They were fighting with each other. They said that other people had better territories, and they were all it was. It was an absolute disaster. So we were able to pull in, using full cast.

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Amy Cook: equalize all of the Territories, make sure there were no conflicting territories, and we did not lose one sales rep. And it’s an amazing organization. So the company has really benefited from this AI capability that Selena has just shown. And we’re very excited to be able to showcase this for other enterprises.

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Celena Ashcar: Yes, and one more bonus thing is, I know a lot of folks think about scenario planning, or maybe getting more strategic like, what if we verticalize a different way next year. Or what if we add more headcount here? Full cast is a great way to use scenario planning to compare and contrast different go to market strategies. So we’ve been helping a lot with decision making as well. And then the AI component of our platform will take care of the execution for you on a day to day basis. So

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Celena Ashcar: we’re really excited. If anyone’s been curious about ways to better carve territories, assign quotas, handle commissions, routing capacity, planning definitely reach out to fullcast. You can reach out to me or Amy on Linkedin, or we also have a demos request feature on our fullcast.com website.

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Julia Nimchinski: Really impressive. Thank you so much, Amy and Selena.

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Julia Nimchinski: Of course, just a couple of questions from the audience. If you don’t mind, we have 2 min.

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Julia Nimchinski: So one of the questions is around data and data sources and quality. So what data sources or inputs are essential to get accurate and equitable territory models.

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Amy Cook: They’re great question. We have a list of 6 different inputs that you absolutely need to get high quality data. If you want to email [email protected]. We can get those inputs for you.

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Julia Nimchinski: Amazing. And then here is another one

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Julia Nimchinski: after adopting poolcast, what kind of roi or performance or boost in performance are companies typically seeing.

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Amy Cook: So companies are typically seeing for us about a 200% reduction in cost in terms of time spent in headcount. We’re also seeing about a 20% uplift in pipeline based on our case studies. And Harvard Business Review has some really good stats showing that using a territory management platform doing nothing else, will boost your revenue 2 to 7%.

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Julia Nimchinski: And let’s address one more.

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Julia Nimchinski: how does forecast handle tricky scenarios like overlapping accounts, rep overloads, or last minute changes.

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Amy Cook: You want to take that Selena.

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Celena Ashcar: Yeah. So there’s a number of ways. We can pull things from the account and user level in salesforce to make sure that everyone’s bandwidth is being honored. There are some teams that also prefer incorporating some round robin elements into their go to market strategy to ensure equitability based on, you know different elements like workload time zone things of that nature. So

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Celena Ashcar: we’re very flexible. Every organization truly thinks about this differently. And just to touch on the other pieces you had asked about. When it comes to data points, we’re flexible on the data points you care about balancing by. As long as you have the data on the account level in salesforce or on some associated object to the account in salesforce.

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Celena Ashcar: We can work with those data points. But we have a lot of strategic insight into which ones are the best to use. And we can help a lot with narrowing down your Icp through those data points.

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Celena Ashcar: And you asked the the second question Julia was about. Remind me.

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Julia Nimchinski: Around the Roi.

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Celena Ashcar: Oh, yes, yeah. So to Amy’s point, we have the decrease of labor costs. Like I said a little bit earlier, typically a 30% increase in quota attainment. And we also have a big impact on decreasing rep attrition and making sure they’re all happy and set up for success with their go to market plans.

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Celena Ashcar: Thank you so much. Thank you so much.

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Julia Nimchinski: Yeah, thank you, Amy. Always pleasure having you here.

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Amy Cook: Thank you, sir.

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Celena Ashcar: Always a pleasure. Thank you so much.

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Julia Nimchinski: What you’re building now. With that we are transitioning to our next Demo welcome team of Miso.

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David Watson: Hi, Julian, thank you so much.

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David Watson: Very excited to be here today.

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Julia Nimchinski: I’m very excited.