“There was a lot of inequality among reps. For example, one rep in Illinois had 90 accounts spanning across the nation, and other reps that had very few accounts, but clustered,” explains Helena Aryafar, Director of Sales Operations, who primarily manages the Fullcast account. In addition, systematic tracking was not easily visible in the system used by the Latch team before onboarding Fullcast.

Equitable Territory Segmentation

To provide a more balanced and fair segmentation of territory among sales reps, Latch utilized the territory management software based on geographical location. Equal territory mapping led to an increase in both account functionality and sales team morale. Adding these specific metrics has helped to keep the balance of territories in check and allows for easy reporting.

Go-to-Market Optimization

By putting equitable territory management in place at a rapid rate, Latch has maximized the effectiveness of its Salesforce usage. In addition, clear visualization of systematic tracking has been helpful for analytics. Because of this streamlined effect, Latch plans to lean on Fullcast when performing annual planning for the 2022 fiscal year.

Working one-on-one with a customer success representative was imperative in utilizing Fullcast to its full potential. In-depth working sessions allowed the Latch team to better understand functions and territory mapping benefits for company growth. “You have one partner, and you’re doing it all in one system, helping to save time and money,” says Noelle Ugelesic.

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