Introduction to Coverage

TL;DR Coverage refers to placing people in roles in a Territory or Team. Utilizing Fullcast’s Coverage functionality can allow you to optimize the way you deploy your go-to-market resources. This article walks through the considerations you’ll need to understand when assigning coverage.   It also links to how-to documentation for executing common coverage workflows. 

Key Coverage Concepts

Coverage is a central part of orchestrating your go-to-market resources. Fullcast can handle many common scenarios that arise when orchestrating coverage, such as dealing with reps joining or leaving your organization, going on temporary leave, or planning in advance for new hires. Below is an overview of the Coverage concepts that Fullcast leverages. Understanding these concepts will ensure you are informed and able to make the best decisions when setting up Coverage in Fullcast.  

Types of Coverage

Normal/Temporary Coverage

This category of Coverage is used when you assign a specific person to a Role in a Territory, Team, etc. 

This category of Coverage is used when you know who will be assigned. 

• Normal coverage is the standard type. It places a person into a Role within a given team or territory.  
• Temporary coverage indicates a short-term placement. It places a specific person in a specific Role in a team or territory segment, but includes the “temporary” label as an indicator of the intent to remove that person from the Role in the future. 

TBx (To-be Hired, To-Be Transferred, To-Be Replaced) Coverage

This category of coverage is used when you don’t yet know who will be assigned. Essentially, they create a placeholder. 

• New Hire (TBH) - New Hire coverage indicates the intent of hiring someone into this role in the future.
• Transfer (TBT) - Transfer coverage indicates the intent of moving an existing employee into this role at a future date.
• Replacement (TBR) - Replacement coverage indicates the intent to assign a particular role to another person.

Start and End Dates

Most CRMs are only capable of showing who is assigned to a particular Role at the present moment. They typically are not able to keep a record of the history and dates of people who held various roles. For example, if a single account has been covered by multiple AEs throughout a sales process, your CRM typically is unable to track that history. This becomes an issue when you want to calculate compensation. 

In Fullcast, Start and End dates are a crucial input. Inputting these dates will allow you to have a record of when a person was in a certain role on a given territory. This is important information to have for reporting purposes and compensation calculations. Additionally, these dates become inputs for other aspects of your model, namely Productivity Profiles and Targets. 

Productivity Profiles 

Productivity Profiles, also known as Ramp Schedules, allow you to factor in the time it takes someone to ramp up to full productivity. Fullcast allows you to customize Productivity Profiles according to each Role and Coverage type. 

📋For more information, refer to the article Create Productivity Profiles - Fullcast 

Common Coverage Workflows

As you set up Coverage in Fullcast, we see users typically need to perform certain tasks at certain times in their fiscal year and planning cycle. Below is a breakdown of common Coverage workflows, according to when in the planning process it typically happens. 

1. Design Coverage

When you first set up Coverage in a Team or Territory Plan, you will need to do these two basic steps. 

Create Roles - this is essentially defining your GTM roles in the Fullcast system

📋For more information, refer to the articles Introduction to Roles and Create a Role.

Create Coverage - place a specific person in a specific Role in a specific Territory (or Team).

📋For more information, refer to the articles Create a Normal/Temp Assignment and Create a TBx Assignment

2. Manage Coverage

As you monitor and adjust coverages year round, Fullcast provides convenient ways to:

View Coverage - by referencing Fullcast’s Coverage labels (tags) and filters, you can view Coverage in various ways.

📋For more information, refer to the article View Coverage and Capacity

Set up Coverage reporting - this type of report allows you to create tables and charts to summarize nearly any aspect of your Coverage, such as earnings, ramp, etc. 

📋For more information, refer to the article Coverage Reporting

Modify Coverage - Content Forthcoming 

Terminate Coverage: This process is specific to situations where an employee is leaving the company. 

📋For more information, refer to the article Terminate coverage in fullcast.io

3. Redesign Coverage 

After your initial deployment of coverages in Fullcast, during subsequent planning cycles, you can: 

Clone Coverage from a past Plan to design Coverage in a new Plan.

📋For more information, refer to the article Cloning Assignments

Mass update coverage dates, such as to extend end dates during a transition period from one fiscal year to the next.

📋For more information, refer to the article Mass Update on Assignments

Set up Coverage at the same time you create a Smart Plan, by using the Minimize Disruption feature.

📋For more information, refer to the article SmartPlan - Minimize Disruption