A plan in Fullcast represents a GTM strategy that the sales team intends to implement for the current or future sales year. Each plan encompasses all the functionalities available in Plans, Reports, and Policies. Fullcast provides the flexibility to create multiple plans, with each plan representing a distinct GTM strategy. This approach allows sales teams to explore and execute different strategies tailored to specific objectives or market conditions.
Creating a New Plan
Access your Fullcast instance.
By default, you will land on your selected plan’s landing page. This page provides you with access to all of your tools and features.
Click Manage Plans.
On the Manage Plans page, you can select a plan to set it as active or create a new plan.
To set a plan as active, click Select on the plan’s card.
To create a new plan, click the New Plan button.
Provide the plan with a name and description.
Add plan data filters for accounts, employees, and products if applicable.
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Filters can be used to limit the data imported from Salesforce. These filters affect which records are imported and can result in soft or hard deletions of data. Plan data filters restrict the data displayed within the plan itself.
Identify the node managers and special users to receive notifications and alerts.
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You’ll configure notification settings later in your plan, specifying which groups of notifications you want to receive and how you want to receive them. Node Managers and Special users will receive only designated notifications.
Enable the export configuration if applicable.
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Enabling the export for this plan option will transfer all the organized data, industry updates, team member updates, and account team updates from Fullcast.
Configure your rerun rules on accounts, employees, and products.
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If accounts are being routed using the Fullcast routing policy, the auto-rerun rules can recognize which territory an account was routed to and place the account into the same territory in Fullcast. If “ignore route object for rerun rules” is checked, then the auto-rerun rules logic will ignore how the account was routed.
Click Next.
Type CONFIRM (case sensitive) in the space provided and click Confirm.
Your plan has been created and is ready for use.
Edit Plans
Locate the plan you want to edit.
Click the three-dot menu and select Edit.
Make adjustments as necessary and click Next.
Type CONFIRM (case sensitive) and click Confirm.
Delete Plans
Locate the plan you want to delete.
Click the three-dots menu and select Delete.
Type DELTE (case sensitive) and click Confirm.
Clone a Plan
Access the Manage Plans page.
Locate the plan you want to clone and click the three-dot menu.
Select Duplicate.
Add a name and description then click next
Type CONFIRM (case sensitive) and click Confirm.
Importing and Exporting Plans
Enabling the export option on the plan allows its data to be exported to Salesforce. The export job also performs cleanup actions in Salesforce such as deleting inactive assignments and members. Updates to the plan trigger exports on the next scheduled job.
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Exports are scheduled daily. Enabling export on a plan adds it to the next scheduled export job.
The export process transfers all plan data, including hierarchy, assignments, targets, reports, dashboards, and scenarios.
While exports aim to transfer all data, import filters can restrict what is brought into the system. There are also limitations on exporting the same role from multiple plans. Roles associated with assignments must also be enabled for export. A role can only be exported from one plan to avoid conflicts. If a role is not exported, its associated assignments won’t be exported either.
Auto Rerun Rules
Auto rerun rules are available for accounts, people, and products in the plan. These rules run each time the import job runs.
They only apply when specific fields are updated. To set this up, go to the entities and fields settings page, choose the account table, and pick which fields should trigger the rules when their data changes. For example, if the country field is updated, the rules will rerun on the account.
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If no fields are enabled for updates, then any changes on the record would be considered as a trigger for rerun.
To enable this, go to the country field, click Edit, select Basic Information, and toggle Allow Update to On. This works with the general criteria specified earlier. For example, it can rerun rules only when the country field changes and the account is in an unassigned territory or transitions to being a customer in the SMB segment.
If the Allow Update field is enabled and there are changes to that field in Salesforce, Fullcast will rerun the record from one territory to another based on the changes in the application.
Managing Multiple Plans
In Fullcast, users can effectively strategize for both the present and the future by utilizing multiple plans. This includes modifying targets based on capacity in the Targets tab and reallocating territories in the Assignments tab to accommodate organizational changes, such as personnel turnover or relocations.
Additionally, users can leverage multiple plans to prepare for the future by aligning their go-to-market strategy, teams, segment definitions, and product management to meet the company’s fiscal needs.
However, managing multiple plans means dealing with excess data that may not be relevant to specific subsets of information. For example, when creating overlay plans like the CS plan or partner/channel plans, users may only require customer accounts or partner accounts, respectively. Similarly, if constructing an organization for customer service (CS), only CS personnel data may be needed rather than the entire organization’s data. This surplus data can significantly impact performance, rerun rules, and reporting processes.
To mitigate this issue, you can now filter data at the plan level. You can set filters to specify which records you want to include in your plan. When modifying plan filters, a confirmation window is displayed, informing you of the number of records affected by the filters.