SmartPlan is the Fullcast engine designed to build and optimize rep-level territories. Unlike traditional planning that often relies solely on geography or static lists, SmartPlan uses dynamic logic to carve territories. It allows you to define specific constraints, such as headcount or portfolio size, and then automatically distributes accounts to meet those goals.
In this customer office hours session, we discussed an overview of Smart Plan and five example scenarios. Click on the timestamps below to jump to each video section, or refer to the corresponding section below for a summary.
Section Timestamps
What is SmartPlan? [2:55]
SmartPlan Configuration Components [6:50]
Design Equitable Rep-level Territories Leveraging Multiple Data Points [14:52]
Optimize Territories in Industry Verticals by Dividing Concentrated Potential [23:58]
Distribute Accounts According to Seniority [27:06]
Align Sales Resources of Multiple Roles in a Pod Structure [31:59]
Easily Manage Coverage for Reps on Leave [34:06]
What is Smart Plan? [2:55]
Achieving true territory balance is nearly impossible when done manually in spreadsheets, especially when dealing with complex corporate hierarchies or concentrated industry hubs. Smart Plan allows you to:
Ensure Equity: Design truly fair territories where reps have equal potential (not just equal account counts) to hit their quota.
Automate "Heavy Lifting": Run complex simulations instantly to see how changes in headcount or strategy affect the field.
Support Complex Strategy: Move beyond simple geography to support strategies like seniority-based distribution, pod structures, and temporary leave coverage.
Smart Plan Configuration Components [6:50]
SmartPlan operates on a prioritization logic, think of it like building a "layered cake." You provide the ingredients, and the engine runs simulations to find the optimal balance.
Define Inputs: You start by setting the number of territories to build (e.g., based on current headcount plus open hires) and, optionally, a maximum number of accounts per territory.
Select Balancing Criteria: You choose from a set of criteria types and select fields or metrics to create balancing criteria. This can include "Balance by" (splitting accounts evenly according to a metric), "Weighting" (assigning specific percentages to specific segments), or "Grouping" (keeping specific account clusters together).
Prioritize Balancing Criteria: You rank your criteria from top to bottom. The system balances the top priority first (e.g., "Minimize Disruption" to keep reps with their current customers) before attempting to balance the lower priorities (e.g., "Equalize Revenue Potential").
Design Equitable Rep-level Territories Leveraging Multiple Data Points [14:52]
What it is This is the foundational use case for SmartPlan: moving from rigid geography-based planning (e.g., zip codes) to potential-based planning. It involves taking a large pool of accounts—such as the entire "Bay Area" or "New York Metro"—and carving it into equitable territories based on data rather than arbitrary lines.
Why it matters Traditional geographic territories often result in unbalanced books of business; one rep might get a "gold mine" simply because of a lucky zip code. By balancing based on metrics like Bookings Potential, ARR, or Propensity, you ensure every rep has an equal opportunity to hit quota. It removes the guesswork and perceived unfairness of manual territory design.
How it works Configuration logic focuses on minimizing disruption and prioritizing several different criteria of the Balance by number of accounts and Balance by metrics types.
Minimize Disruption First: The system identifies existing relationships (e.g., accounts currently owned by an Account Executive) to ensure reps keep their current active accounts. You can refine this scope to only keep "High Propensity" or "Active" accounts attached to the rep.
Prioritize Metrics: You layer balancing criteria. For example, you might prioritize balancing "Tier A Accounts" above "Total Customer Count." The system will ensure high-value accounts are split evenly first, even if that means total account counts vary slightly between reps.
Optimize Territories in Industry Verticals by Dividing Concentrated Potential [23:58]
What it is This scenario addresses "concentrated potential"—specific regions or verticals where high-value accounts are densely packed, such as Financial Services in New York or Tech in San Francisco. Instead of assigning one rep to a geography that contains too much potential for one person, SmartPlan splits the vertical across multiple reps.
Why it matters In vertical-heavy markets, a single rep can easily become overwhelmed, leaving potential revenue on the table because they cannot work all the available accounts. Splitting these verticals ensures proper coverage. Additionally, it allows you to prevent reps from getting stuck with only small companies by forcing a mix of company sizes across all territories.
How it works The logic leverages data filtering and banding, this has been done by using the Balance by number of accounts criteria and adding a different filter to each.
Scope by Vertical: The SmartPlan is restricted to a specific industry data set (e.g., Financial Services).
Employee Banding: To ensure quality mix, you configure the plan to balance different segments separately. For example, the system can be told to distribute all companies with <1,000 employees evenly, and then separately distribute all companies with >1,000 employees evenly. This ensures every territory gets a mix of "Small" and "Large" potential.
Distribute Accounts According to Seniority [27:06]
.png)
What it is This approach moves away from "equal" territories and towards "weighted" territories. It allows you to design different book mixes for reps based on their tenure or seniority level (e.g., Senior AEs vs. Junior AEs).
Why it matters Treating all reps equally doesn't always make sense for performance. Senior reps generally have higher quotas and the skills to manage complex, high-propensity accounts. Junior reps may need volume or simpler accounts to build their skills. This strategy aligns the complexity of the territory with the capability of the rep.
How it works This relies on the Weight by number of accounts configuration rather than standard balancing:
Define Rep Tiers: You identify which territories belong to Senior reps (e.g., Territories 1-3) and which belong to Junior reps (e.g., Territories 4-5).
Apply Weighted Logic: Instead of a 50/50 split, you configure the logic to skew distribution. For example, you can direct the system to allocate 75% of "Tier A" accounts to the Senior territories, while allocating a higher percentage of "Tier B" or "Volume" accounts to the Junior territories.
Align Sales Resources of Multiple Roles in a Pod Structure [31:59]
What it is This scenario is used to align supporting resources—such as Customer Success Managers (CSMs), Sales Development Reps (SDRs), or Solutions Engineers—to Account Executives. The goal is to create "Pods" where specific overlays work with specific AEs.
Why it matters Without this structure, a single CSM might be assigned accounts that are owned by 15 or 20 different AEs, creating a chaotic communication web (a high "overlay ratio"). By clustering territories, you ensure that a CSM primarily supports a small, defined group of AEs, fostering tighter alignment and better account knowledge transfer.
How it works This utilizes grouping logic:
Group by Field Value: When building the CSM territories, you instruct the system to look at the "AE Owner" field on the account. The system attempts to keep all accounts owned by "AE Bob" together in one CSM territory, rather than scattering them. This minimizes the number of AEs a single CSM has to interact with.
Easily Manage Coverage for Reps on Leave [34:06]
What it is A temporary planning strategy for handling accounts when a rep goes on extended leave (e.g., parental or medical leave) or when a position is open (gap coverage).
Why it matters Simply dumping a vacant territory onto a single peer can burn them out, while leaving the territory "unassigned" risks accounts going cold. This strategy allows for a temporary "Peel and Grow" approach where the absent rep's accounts are distributed evenly among the remaining team for a specific duration, keeping existing opportunities warm without overwhelming one person.
How it works This involves creating a temporary "SmartPlan within a SmartPlan":
Targeted Scope: You create a plan specifically for the accounts in the absent rep's territory.
Temporary Assignment: You set start and end dates for the coverage (e.g., Jan 1 to Mar 1).
Distribute Evenly: The system balances these specific accounts across the remaining teammates. When the leave period ends, the system logic can be reversed or expired to return the accounts to the original owner or the new hire.