Case Study
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October 21, 2021

Latch Case Study: Optimizing Account Assignment

Fullcast

The Fullcast team

With a goal of equalizing account distribution among sales representatives and streamlining the account assignment process, Latch looked to Fullcast to increase efficiency and sales.

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How Fullcast made equitable territory segmentation possible

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Latch Case Study: Optimizing Account Assignment

How Fullcast made equitable territory segmentation possible

VIEW PDF NOW

The Company

Latch is a full-building operating system designed to help owners, residents, and third parties like guests, couriers, and service providers seamlessly experience the modern building. By combining software, devices, and services into a single holistic platform, Latch makes multi-family living spaces more efficient, enjoyable, and profitable.

The Challenge

Latch struggled with assigning accounts systematically and fairly.

“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.

The Strategy

Fullcast solved Latch’s account management challenges by providing:

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.

Ongoing Success Partnership

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.

Latch Case Study: Optimizing Account Assignment

How Fullcast made equitable territory segmentation possible

VIEW PDF NOW

The Company

Latch is a full-building operating system designed to help owners, residents, and third parties like guests, couriers, and service providers seamlessly experience the modern building. By combining software, devices, and services into a single holistic platform, Latch makes multi-family living spaces more efficient, enjoyable, and profitable.

The Challenge

Latch struggled with assigning accounts systematically and fairly.

“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.

The Strategy

Fullcast solved Latch’s account management challenges by providing:

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.

Ongoing Success Partnership

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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