A fiscal year transition either extends your current go-to-market (GTM) plan or cuts over to a new one. The sequencing, the downstream impact in Salesforce, and what to validate at each stage are what separate a clean cutover from a week of cleanup. Every task below links to its how-to article. For the phase-by-phase checklist of Fullcast and Salesforce actions, refer to Fullcast plan cutover go-live run list. For a tracker you can fill in as you go, refer to the Fullcast Annual Planning & Cutover Workbook.
Before you begin
A cutover date confirmed with your sales, operations, and Salesforce teams.
Permissions to run import and export jobs in Fullcast.
A Salesforce admin available on cutover day to review flows and automation.
A current backup of account ownership and assignment data in Salesforce.
Extend or cut over?
Not every fiscal year transition needs a full cutover from one plan to another. This decision sets the scope of everything that follows.
Extend your current plan when territory structures and coverage assignments are largely unchanged. You extend the end dates on your current assignments to cover the new fiscal year. Refer to Mass update assignments.
Cut over to a new plan when you are changing territory hierarchies, reworking segmentation, or moving many account owners. You duplicate your current plan, edit the copy, and run the cutover. Refer to Manage plans.
What moves during a cutover
A cutover export replaces data rather than adding to it, so size the volume before you start.
Data replacement — the export deletes the old plan data in Salesforce and inserts the new plan data.
Downstream impact — Salesforce flows triggered by Account Team changes fire once per record. A plan with 50,000 accounts and five exporting roles produces 250,000 account team member records, along with every downstream automation attached to them.
Recommended: Walk through the cutover export with your Salesforce admin and temporarily disable non-critical flows.
Prepare and validate before cutover day
Complete the following in the weeks before the cutover, not on the day itself.
Extend assignment end dates on the current exporting plan so there is no coverage gap between the two fiscal years. Filter for assignments ending on the last day of the current fiscal year so you do not reactivate assignments that expired months ago — refer to Filter for active and current assignments. Validate the result with a Coverage Report.
Commit every territory change. Set a lockdown date and move all carving from Proposed to Committed. Uncommitted changes do not export, so a simulation only reflects what has been committed. Refer to Commit territory changes.
Confirm your policies exist in the new plan. Policies point at a specific plan, so a policy cloned from the old plan still has to reference the new one.
Confirm which roles are enabled for export in the new plan. A role that is not enabled for export never reaches Salesforce Account Teams, and a role introduced for the new fiscal year has to be enabled explicitly. Refer to Manage roles.
Run a full simulation of the export early enough to act on what it surfaces. Refer to Simulate an export job.
Cut over on go-live day
Order matters. Each step below assumes the one before it finished.
Warning
Disabling export on a plan removes that plan’s exported data from Salesforce when the next export job runs. That is what makes room for the new plan data, but confirm your Salesforce backup is current before you disable anything.
Disable export on the old plan, then enable export on the new one. Both are checkboxes under Export Configuration in the plan settings, reached from the plan menu on the Manage Plans screen. Enabling export on the new plan does not start a job — it makes the plan eligible for the next one. Refer to Configure plan settings.
Confirm every role you expect to see in Salesforce Account Teams is still enabled for export in the new plan.
Run the simulate export again and review the output before you push anything. Record counts are the fastest check: does the number of records to be deleted match what you expect, and is the Account Team Member file the size you expect? Open the files to spot-check the records that will be created. This is the last point at which a mistake costs you nothing.
Run the ad hoc export with Migrate All. This job type cleans up the previous plan data and replaces it with the new plan structure. Refer to Run an ad hoc import or export job.
Monitor the export job
Track the cutover job while it runs. The information (i) icon beside the job shows progress through each stage, so you can see where a long job actually is. Refer to Review import and export job status.
If Salesforce returns timeouts or errors, the cause is usually the number of records in each API request. Lowering the Batch size throttles the flow and reduces the load on Salesforce, at the cost of a slower job and more API calls. The defaults for each export phase are documented in Export-Import.
Validate after the cutover
Nothing is finished until you have confirmed the results in Salesforce.
Enable the policies in the new plan before you disable the ones in the old plan, so there is never a window where records are created without policy governance. Refer to Activate and deactivate policies.
Set the recurring export schedule on the new plan, once the export job completes successfully.
Spot-check a pre-defined list of accounts in Salesforce: the territory names on the Fullcast GTM records, the Account Team membership, and any notification or email that should have fired.
Re-enable the Salesforce flows, routing policies, and quick actions you disabled for the lockdown.
For help before, during, or after your fiscal year transition, contact your Customer Success Manager.