Welcome to the Fullcast Knowledgebase!
Capacity Planning
Optimize resource planning with scenario models.
- Scenario Planner Overview
- Introduction to Capacity Planning in Fullcast
- Capacity Planning Reference Guide
Reporting
Report on go-to-market plan metrics
- Introduction to Reporting
- Configure Reporting in the Balancer Tab
- Understanding Different Types of Reports
Release Notes & Troubleshooting
Updates on Fullcast changes and answers to common questions and issues.
- Release Notes Package 2.184
- Fullcast and Salesforce Integration FAQs
- Troubleshooting Unassigned Accounts
Videos
More videos
Introduction to Territory Planning & Management
Discover how Fullcast transforms territory planning and management with its robust functionality, seamlessly integrated with your CRM.
Introduction to Capacity Planning in Fullcast
Discover how Fullcast's capacity planning functionality helps streamline RevOps processes and optimze your go-to-market strategy.
Introduction to Targets in Fullcast
Discover how Fullcast's Targets functionality allows you to efficiently set top-down and bottom-up targets across your teams, territories, and products.
Frequently Asked Questions
What data does Fullcast import from Salesforce? What data does Fullcast write to Salesforce?
Fullcast brings both standard and customer specific fields from Salesforce for use in territory carving and segment metrics in Fullcast.
Fullcast writes to the standard Account Team object as well as several custom Fullcast objects in Salesforce:
1) Fullcast GTM Record - captures the Plan structure that has been created in Fullcast.
2) Territory Member - links the Fullcast GTM Record to an Account.
3) Team Member - links Fullcast’s Coverage Assignment(s) to an Account.
4) Product Group Member - links Fullcast GTM records to Product records in Salesforce.
How do accounts get assigned to Territories in Fullcast?
Fullcast allows you to create rules that leverage any data on the Account record. This often includes geographic information like country, state, and zip, or firmographic information like employee size and industry. It can also include custom information like customer type or GTM metrics. To use data from opportunity or other related records, they must be available as a rollup field on the account.
Segments and territories are arranged in a hierarchical structure. Accounts are assigned to these segments and territories using a waterfall or decision tree style process. All accounts start at the top level and are then evaluated by the rules you create as they drop through the hierarchy. Accounts that do not fall into a territory (also called leaf node or child node) move to an Unassigned node for further review.
What is the difference between Fullcast Routing and basic Territory planning and management?
Fullcast Routing is an automated, real-time policy mechanism within Salesforce that assigns objects—such as leads, accounts, and opportunities—directly based on your territory design rules. It leverages your existing territory structure so you don’t need to manually assign or hard-code individual names, which makes it easier to manage changes like team turnover.
In contrast, basic Territory Planning and Management focuses on designing and maintaining your territory structures. Typically, this process involves syncing territory data with Salesforce through scheduled import/export routines, rather than updating assignments in real time.
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How does Fullcast track quotas?
Fullcast tracks quotas as Targets, which can be set on teams, territories, or products. Targets can be based on historical data, formulas, or manual inputs and adjusted for factors like multipliers, ramping reps, and market potential. A common process for top-down and bottoms-up quota setting is easily executed through Fullcast targets, and out-of-the-box charts make it easy to track attainment.