In a recent Customer Office Hours session, we provided a first look at our revamped Targets functionality, a project deeply rooted in our "RevOps for RevOps" philosophy. The session, featuring Victoria Veneziano, Sr. Manager of Revenue Operations at Cloudflare, and Tyler Simons, Fullcast's Director of Product, highlighted how our platform evolves to meet the real-world complexities of quota planning. The latest enhancements are a direct result of collaborative partnerships with operators who use our tools daily. Through this partnership, we have fundamentally rethought our approach to create a more flexible, efficient, and intelligent system for setting attainable, data-driven goals. To help you optimize your own process, this article explores the four key pillars of this new, customer-driven approach to quota planning.
Flexible planning: Accommodating different quota-setting methodologies.
Efficient workflows: Reducing repetitive, click-heavy tasks.
Data-driven goals: Connecting quota to territory potential.
Connected processes: Bridging the gap between platform and offline workflows.
Flexible planning models to match your business
Your GTM strategy is unique, and you need to set targets in the way your business operates. Previously, the platform required users to perform both tops-down and bottoms-up planning in the same target, which created unnecessary work. Director of Product, Tyler Simons, noted, "We were forcing you to do tops down, even though you just wanted to do bottoms up, and we would force you to do bottoms up, even though you might be just tops down."
The new, more flexible design separates these models, allowing you to choose the right approach for your needs:
Top-down: Set a single, company-wide number and cascade targets down to teams and individuals.
Bottom-up: Build your plan from the individual rep or territory level and roll those numbers up to a total.
This change directly addresses a key customer pain point. "A lot of our plans at the rep level are based on a productivity value and it was really hard for us to get there [with a top-down model]" said Victoria Veneziano, Sr. Manager of Revenue Operations at Cloudflare. The new structure makes productivity-based planning straightforward.
Efficient Workflows to Eliminate Repetitive Tasks
Annual planning involves countless manual adjustments, and click-heavy, repetitive tasks can be painful. New workflow tools were designed to streamline the most time-consuming parts of the process. A prime example is schedule profiles, which allow you to save and reuse predefined seasonality schedules. For Victoria, this was a huge improvement: "Seasonality was the bane of my existence this past year in full transparency."
Other key efficiency updates include:
Simplified bulk editing: Select multiple nodes (individual team members, territories, or product targets) to apply changes simultaneously.
Decoupled actions: Recalculate, roll-up, or distribute targets with a single click. The roll-up logic was also enhanced to leverage schedules, giving the ability to accurately reflect quota capacity throughout the year. As Tyler explained, "If you're just rolling up the annual number and distributing it flat, you're probably going to miss January because you haven't hired all the people you say you're going to hire."
Intelligent, Data-Driven Goals for Fairer Quotas
To create attainable quotas, you need to set numbers that are fair and reflect actual territory potential. The "holy grail," according to Tyler, is building quota directly against a territory's capacity. The new blended Team + Territory formulas make this possible by allowing you to build targets for people using territory-based data.
This solves a significant challenge in connecting a territory's potential with a person's specific quota. "This is really huge for us because last year we ended up having a really hard time kind of blending the people and the territories and figuring out the right way to do it," Victoria shared. Now, you can create a direct, dynamic, data-driven link between the two.
A Connected Process That Works With Your Systems
A modern planning process requires that your tools work together. While the goal is to centralize planning, spreadsheets are still a reality for collaboration across all your go-to-market teams. As Tyler put it, "As much as we are anti spreadsheets... people love their spreadsheets, so we decided we needed to actually support that."
With new target import and export capabilities, you can easily bring in data from external sources to start your plan and push finalized targets to downstream systems like Salesforce or BI tools. This flexibility is critical for working with stakeholders outside the platform. Victoria noted that for managers to review plans and provide feedback, the process "really needed to be offline." These features bridge that gap, connecting Fullcast to your entire planning ecosystem.
Ready to learn more?
These enhancements are designed to make your next quota planning cycle the most efficient and accurate one yet. To dive deeper into Fullcast targets, reach out to your Customer Success Manager to schedule a walkthrough.