Aligning Sales Plan Strategy to Operational Execution

‍Operational agility is key to driving sales growth. Teams that can quickly respond to market changes will win the next business cycle. Teams caught in endless planning-to-execution backlogs will lose. Fullcast provides RevOps teams with unprecedented agility by linking sales plan design to its execution in the CRM on a single platform.

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Introducing Software-Defined Ops

Software-Defined Ops is implemented via a RevOps or GTM Planning Platform.  It translates intent (your Plan) into operating procedures and protocol (Execution) by programmatically defined and executed business operations scenarios (Policies) through application programming interfaces (API).

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RevOps teams using Fullcast can make changes to the go-to-market plan and automatically update their CRM almost instantly after a plan change, rather than weeks or months, and without requiring spreadsheets or an army of consultants.

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What is a Policy?

A RevOps policy is a deliberate system of principles that guide decisions to achieve rational outcomes. A policy is a statement of intent and is implemented as a procedure or protocol. Policies are expressed in programmatic form that can quickly be translated from your go-to-market design to your run-time by machines, effectively without the need for human intervention.

Typical RevOps policies include:

• Data Policies
• Compliance Policies
• Sales Process Policies
• People and Role Policies Coverage
• Routing Policies

To learn more about Policies and how to create them, download our ebook, RevOps Execution Policies: The Secret to GTM Success.

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The Fullcast RevOps Platform

Fullcast is an end-to-end RevOps Platform that aligns your sales plan to your sales execution using a policy-driven approach powered by software-defined ops. The platform contains three modules.

Design

Stop planning in Excel. Collaboratively design your sales go-to-market plan on a dedicated GTM planning platform that integrates with all your system data. Assign profiles, design segments, balance territories, and set targets. Push an approved plan to your CRM instantly.

Rhythm

Avoid plan drift. See all the key performance metrics needed to understand how your sales teams are performing against your sales plan. Track actual to plan at the team, segment, territory, and individual level. Never be surprised.

Motion

Ensure your CRM execution reflects your sales plan without gaps, missed configurations, or unexpected results. Avoid discovering CRM system limitations after the post-planning phase and eliminate the need for work-around configurations.

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To learn more about the Fullcast Platform, please visit fullcast.io.

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