Now that you have an understanding of the difference between adding a node and adding a hierarchy, it's time to understand the four five types of rules you can use to create hierarchies within your go-to-market plan. We'll give a high-level overview now, and dive deeper into each rule type in later videos.
Video: The Four Types of Rules for Creating Hierarchies in Fullcast (4 Min. Video)
Note: We’re in he process of transitioning to a new UI and will refresh this video soon! In the meantime, you may refer to these notes for a rundown of the primary differences in the current and previous UI.
Unique
The Unique rule creates territories based on a single picklist field in Salesforce.
Example: If you have a 'Type' field with three values: customer, prospect, and partner, the Unique rule will create three territories - one territory for each value.
Bucket
The Bucket rule allows you to use any field you bring into Fullcast, whether they’re strings, picklists, etc. to form as many territories as needed.
Example: This could look like dividing the US into four regions based on company size, using 'Employee Count'. You'd set ranges for each territory, like SMB or Mid-market, based on these counts. It could be using a “type” field to bucket customer, prospect, and lead into separate territories. It could also be bucketing accounts into territories according to industry. The sky’s the limit!
SmartPlan
The SmartPlan rule allows you to tell the system how to balance territories. You create rules for how you want to balance your territories and then Fullcast makes it happen.
Example: Let’s say you want to divide up your SMB segment into 8 separate territories, with a maximum of 100 accounts in each territory. Perhaps you have a propensity score, potential ARR value, etc. These type of fields can be used to achieve a balance that makes sense to your go-to-market structure. You then specify the remaining options, which are: . In this example, you can see that we have prioritized the “Minimize Disruption” criteria, which ensures that accounts that are currently assigned to an AE will remain with that owner. You can choose a variety of ways to balance territories, such as by number of accounts or metrics.
Map
The Map rule allows you to create territories using actual maps. You can select geographies with tools like a tooltip arrow for individual areas or a lasso for multiple areas. It works on various levels, from countries to postal codes. We also offer templates for common regional divisions to streamline your initial setup.
Example: Let's say you use a template to divide the world into super regions. You then use the lasso to create four US regions.
TIP To carve territories with the tooltips, you have to first click on a country. Then you can select the zoom level, select the tooltip type, etc.