---
title: "Create a holdout policy"
slug: "create-a-holdout-policy"
description: "Create a holdout policy in Fullcast to ensure smooth account transitions and maintain sales momentum."
tags: ["Experienced", "Fullcast", "How to", "Managers", "Revenue Operations", "Revenue Strategy", "Routing"]
updated: 2026-04-14T15:29:16Z
published: 2026-04-14T15:29:16Z
---

> ## Documentation Index
> Fetch the complete documentation index at: https://support.fullcast.com/llms.txt
> Use this file to discover all available pages before exploring further.

# Create a holdout policy

When an account transitions from one sales person to another, it is common for the outgoing sales person to retain ownership of open opportunities for a specified period, referred to as holdout (or holdover) policy. If the deal is not closed in this timeframe, the open opportunities are reassigned to the incoming sales person. Fullcast’s Holdout Policy automates this process.

## Opportunity evaluation

Opportunities are evaluated in the following order:

- **Exempt:** Excludes opportunities that match the criteria.
- **Eligible:**Considers opportunities that match the criteria.
- **Ineligible:** Immediately transfers opportunities that do not match any criteria and that are not exempt.

## Create a holdout policy

1. Go to **Policies > Manage Policies by Territory**.
2. From the hierarchy menu, select the territory you want to create the policy for.
3. Click **New Policy**.
4. Find **Holdouts**.
5. Click **Add Policy**.
6. In the **Policy Operation Tags** section, type a tag for your policy.

> [!NOTE]
> Note
> 
> Copy the tag so you can paste it in the **inputVal1**when you create a****[Salesforce flow](/v1/docs/create-a-salesforce-flow-for-a-holdout-policy).
7. Complete the [Exempt Opportunities](/v1/docs/configuring-holdout-policy#configure-exempt-opportunities) section.
8. Complete the [Eligible Opportunities](/v1/docs/configuring-holdout-policy#configure-eligible-opportunities) section.
9. Complete the [Ineligible Opportunities](/v1/docs/configuring-holdout-policy#configure-ineligible-opportunities) section.
10. Complete the [Fallbacks & Defaults](/v1/docs/configuring-holdout-policy#fallbacks-defaults) section.
11. Click **Save Change**.

## Configure exempt opportunities

Create criteria in the **Exempt Opportunities** section to exclude open opportunities from the holdout policy. Exempt opportunities remain assigned to the current owner and do not transfer.

Complete the following sections:

****Holdout Selection Criteria****

Add criteria to exclude open opportunities from the holdout policy.

1. Use the [filter builder](/v1/docs/using-filter-builder-to-create-criteria) to add criteria.

****Current and Outgoing Owner must match (optional)****

Select if the policy only applies if the current opportunity owner and the outgoing account owner are the same person:

- **Toggle on:**Applies policy only if the current and the outgoing owner are the same person.
- **Toggle off:**Applies policy regardless if the current and the outgoing owner are the same person.

## Configure Eligible Opportunities

Create criteria in the **Eligible Opportunities**section to include open opportunities for the holdout policy. Eligible open opportunities remain assigned to the current owner for the specified timeframe to give the current owner time to close those opportunities. Once the holdout expires, any open opportunities are transferred to the new owner.

Complete the following sections:

****Holdout Selection Criteria****

Create criteria the identifies eligible opportunities and adds the holdout policy to them.

1. Use the [filter builder](/v1/docs/using-filter-builder-to-create-criteria) to add criteria.

****Holdout Restrictions****(optional)****

Limit the total number of holdout opportunities that a person can hold at one time.

- **Toggle off:**Does not set a limit. No other actions required.
- **Toggle on:**Sets a limit. Complete the following additional fields:

| Field | Description |
| --- | --- |
| **Limit Per User** | Type the maximum number of opportunities a person can hold. |
| **Sort By** | Sorts the opportunity based on **Order by** field so the opportunities at the top of the list are kept and the remaining transfer: - **Ascending:** sorts smallest to largest. - **Descending:** sorts largest to smallest. |
| **Order By** | Select the field to sort the opportunity by. |

****Participant Selection Period (optional)****

Limit the number of days a person has to select the open opportunities they want to keep.

- **Toggle off:**Does not set a limit. No other actions required.
- **Toggle on:**Sets a limit. Complete the following additional field:
  - **Number of Days:**Type the maximum number of days.

****Selected Holdout Filtering****

Only available if you toggle on **Participant Selection Period.**Filter eligible opportunities a person has selected to keep.

1. Use the [filter builder](/v1/docs/using-filter-builder-to-create-criteria) to add criteria.

****Holdout Expiration****

Set an expiration date for the holdout and select what happens when the holdout expires.

1. Complete the following fields:
2. In the **Hold out Expiration Timeframe**, select the period of time when you want the holdout to expire:
  - **Number of Days:**Holdout expires after the set number of days. Complete the following additional field:
    - **Days:**Type the number of days when the holdout expires.
  - **End of the current Quarter:**Holdout will expire at the end of the current quarter.
  - **End of next Quarter:**Holdout will expire at the end of the following quarter.
  - **End of Half:**Holdout will expire at the end of halfway through the fiscal year.
  - **End of Fiscal Year:**Holdout will expire at the end of the current fiscal year.
3. Select what happens when the holdout expires:
  - **Assign to current account owner:**Reassigns open opportunities to the current account owner when the holdout expires.
  - **Reassign to a specific role:**Reassigns open opportunities to the selected role on the account team when the holdout expires. Complete the following additional field:
    - **Select Role**: Select a role from the dropdown.

****Updating****Holdout Owners****(optional)****

Select if holdout owners are added as a member of the opportunity team.

1. From the **Create Opportunity Team Members** option:
  - **Toggle on:** Adds the new holdout owner to the opportunity team. Complete the following additional field:
    - **Select Role**: Select a role from the dropdown.
  - **Toggle off:**Does not add the new holdout owner to the opportunity team. No other actions required.

****Updating Fields (optional)****

Add fields that update when changes are applied to an open opportunity.

1. Click **Add Row**.
2. From the **Opportunity / Holdout Field** dropdown, select a field.
3. From the **Opportunity / Holdout Value** dropdown, select a value based on the selected field.
4. Repeat to add more fields as needed.

****Opportunity Splits****

Optional. Select if and how opportunities are split between new and outgoing owners with different scenarios.

1. Toggle on one or more of the following options, as needed:

| Option | Description |
| --- | --- |
| **Hold Out Start** | Set the opportunity split when the holdout starts and the opportunity closes during the holdout period. |
| **Hold Out Expiration or Transfer** | Set the opportunity split when the holdout expires and opportunities transfer. |
| **Immediate Transfer** | Set the opportunity split for opportunities that are ineligible for the holdout and immediately transfer. |
2. For each scenario that you toggle on, set the split:

> [!NOTE]
> Note
> 
> The amount of the split has to equal 100% for each scenario.

![Example of opportunity splits for each scenario.](https://cdn.document360.io/369efcf7-66f9-4f6b-9d45-9ca24a5b06cf/Images/Documentation/image(476).png)

| Field | Description |
| --- | --- |
| **Current Owner Split** | The percentage the current owner receives of the opportunity. |
| **New Owner Split** | The percentage the new owner receives of the opportunity. |

## Configure Ineligible Opportunities

In the **Ineligible Opportunities** section, select what happens to the account ownership for open opportunities that do not match the criteria for the holdout and transfer immediately when the account transitions.

Complete the following sections:

****Account Ownership****

Select what happens to open opportunities that are ineligible for the holdout and are not exempt.

- **Assign to current account owner:**Reassigns open opportunities to the current account owner.
- **Reassign to a specific role:**Reassigns open opportunities to the selected role. Complete the following additional field:
  - **Select Role**: Select a role from the dropdown.

****Updating Holdout Owners (optional)****

Select if holdout owners are added as a member of the opportunity team.

1. From the **Create Opportunity Team Members** option:
  - **Toggle on:** Adds the new holdout owner to the opportunity team. Complete the following additional field:
    - **Select Role**: Select a role from the dropdown.
  - **Toggle off:**Does not add the new holdout owner to the opportunity team. No other actions required.

****Updating Fields****

Optional. Add fields that update when changes are applied to an open opportunity.

1. Click **Add Row**.
2. From the **Opportunity / Holdout Field** dropdown, select a field.
3. From the **Opportunity / Holdout Value** dropdown, select a value based on the selected field.
4. Repeat to add more fields as needed.

## Fallbacks & Defaults

Select what happens to open opportunities when the current owner of the open opportunity is not available or when there are multiple ownership changes to an eligible open opportunity while the holdout policy is active.

****Select Default User****

Select the default person an open opportunity transfers to if the current person is not available.

1. From the dropdown, find and select a person.

****In the event of multiple ownership changes****

Select what happens if the ownership of an opportunity changes multiple times while active holdouts are in place.

- **Keep the existing holdout:**The opportunity keeps the existing holdout policy. No other actions required.
- **Overwrite the existing holdout:**The opportunity is transferred to a different holdout policy you select. Complete the following additional field:
  - **Select Holdout**: Select a holdout from the dropdown.