Introduction to Capacity Planning in Fullcast
This article provides a high-level walkthrough of the core capacity planning functionality in Fullcast. Fullcast's scenario modeling features allow RevOps leaders play a critical role in the broader planning activities of their organizations. In this resource, we focus on two capacity planning models: the Carried Quota Model and the Effective Headcount Model.
Exploring the Scenarios Module
When you open Fullcast, navigate to the Scenarios Tab in the upper left corner. Here, you can create multiple scenarios to model different revenue strategies.
When opening a scenario, you’ll notice a layout that resembles a P&L (Profit and Loss) statement. This format allows RevOps teams to engage more deeply in financial planning and goal-setting processes. Instead of simply receiving directives from finance, RevOps can play a crucial role in setting realistic and achievable targets. (Note that this video doesn’t dive into the details of setting up the P&L.)
Carried Quota Model
The Carried Quota Model is one of the most critical tools for capacity planning in Fullcast. This model is used to translate revenue targets into quota and headcount requirements. Essentially, it helps calculate how much quota each sales representative (AE) needs to carry in order for the organization to hit its revenue targets.
Inputs
Note that these can all be either manually entered or calculated leveraging your historical data and other models within Fullcast Scenarios.
- Attainment Factor: Attainment expressed as a percentage
- Quota: Average monthly quota for a fully ramped Rep
- New Revenue Required: Required Revenue per month
Outputs
The outputs are the number of fully ramped reps required each month and the sum of the quota those reps need to carry.
Effective Headcount Model
The Effective Headcount Model helps RevOps teams manage the balance between current and projected headcount needs. Like the Carried Quota Model, it uses inputs to create projections for headcount, but its focus is on ensuring the right staffing levels to meet sales targets.
Inputs
- Current Headcount: This is the actual number of sales reps per month, factoring in new hires and ramping profiles.
- Role and Ramp Profile: This input comes from Fullcast’s Roles Module, allowing you to model how quickly new reps ramp to full productivity.
- Attrition Projection: This is the projected number of sales reps leaving the company each month
- TBR Hire Lead Time: The average time it takes to hire replacement reps, which affects the total headcount available.
Outputs
- TBR Effective and Actual Replacements
- TBR Effective and Actual Headcount
- Overall Effective Headcount
One key feature of the Effective Headcount Model is the way it integrates with the Carried Quota Model. The two models work together to calculate the number of reps needed, as well as how much quota each rep should carry to meet revenue goals.
Fullcast’s Capacity Planning Benefits
Fullcast simplifies the capacity planning process by allowing for top-down and bottom-up planning using a shared set of data. Unlike traditional methods that rely on disparate spreadsheets, Fullcast ensures that all teams work from the same data, which helps maintain alignment across the organization. This unified approach allows RevOps to play a more strategic role in goal setting and helps ensure that sales targets are realistic and achievable.