Navigating a Territory Plan

If you'll be using Fullcast to create or manage territories, you'll spend most of your time working in the Territory module. This video will help you understand the main areas and basic functionality within a territory plan, focusing on navigation.

Video: Navigation Overview

Plans / Reports / Scenarios

When you first log into Fullcast, you'll see the dashboard displaying all the plans available in your company's Fullcast instance. Each tile on the screen represents a plan.

• Plans: This section holds all the components of a territory plan, including accounts, targets, coverage, capacity, and more. It serves as the foundation of your territory management.
• Reports: In the Reports module, you’ll find a folder structure on the left. You can create the structure that best suits your organization’s needs, though we like using a structure that groups dashboards according to their purpose or audience. In the example, we have folders for purposes, such as Market Performance, and audiences, such as CRO. Within each folder, you can create multiple dashboards. When you access a dashboard, the territory hierarchy appears on the left. The reports on the dashboard will reflect the data of whatever territory level you have selected.
• Scenarios: The Scenarios module allows you to bring together information from territory, team, and product plans. When you open a scenario, you’ll see a table that resembles a P&L. The models you create in the scenario feed into this table, helping to connect the RevOps world to the Finance world.

Navigation Within a Territory Plan

Accounts

In the Accounts tab of a territory plan, you’ll see the territory hierarchy structure on the left, custom metrics at the top, and a data table (or grid) in the center. One of Fullcast's key advantages is its sync with Salesforce. The data in the grid is imported nightly from your CRM. You can pull any fields available in Fullcast into this table using the column chooser.

At the top of the grid, there are a couple of buttons to highlight: "Show Ultimate Parents Only," which you can toggle on and off, and "Last Modified Period," which displays accounts modified within a certain time period. At the top of the territory hierarchy, there’s a three-dot menu with various actions. The "Edit" option allows you to view the rules used to create a given territory.

Targets

In the Targets tab, you can set and manage various types of targets, from activity to quotas and more. The hierarchy is on the left, and the targets reflect the selected territory. You can see how targets are set, how you're tracking on plan versus actual, and more.

Coverage

The Coverage tab is where you assign people to territories. You can see their role titles, start and end dates of the assignment, whether they are active or inactive, and if the assignment is inherited from a higher level in the hierarchy. 

Balancer

The Balancer tab provides a place to quickly check the balance and equity across your territories. Again, the territory hierarchy is on the left, and you can set up the balancer chart to contain your preferred metrics. In the video example, we’re looking at account tier and bookings potential. You can view individual territories or an entire segment by toggling which levels to show.

Map

The Map tab will appear only when you select territories using a Map rule for carving. In the video example, we look at All Companies, where a Map rule is used to carve major world regions. One key features of the map is the ability to overlay metrics on the map. In the video example, tehre is a grayscale heatmap reflecting the number of accounts in each region, and in the tooltip, we display the number of Tier A and B accounts.

Capacity

The Capacity tab lets you view the roles in your organization. Each role card shows the number of net ramped resources, as well as counts of to-be-hired, to-be-transferred, and to-be-replaced assignments. Clicking through the territories updates these numbers to reflect the selected territory. The net ramped resource is a calculation of your effective headcount - which is your total headcount, with any ramp schedules or productivity profiles factored in.