“We were trying to make sure that we could segment our whole customer base and balance our customer base against our internal resources,” explains John Shaffer, who managed Zones’ sales operations team when they made the decision to implement Fullcast into their tech stack.

In addition, Zones had no territory visibility, and struggled to see how territories were performing until it was too late to affect the outcomes. This made it difficult to perform accurate forecasting and territory planning, which is one reason why their coverage model was delivered three months behind schedule.

Detailed Territory Planning

Fullcast’s bottoms-up approach enabled Zones to perform what-if analysis and assess each account to create balance within each rep’s portfolio. With this data in hand, the team was able to perform territory planning much faster and more efficiently than they had previously been able to accomplish.

Coverage and Capacity Management

By performing capacity and coverage planning in conjunction with territory planning instead of parallel to it, Zones’ Customer Acquisition and Development (CAD) team was able to optimize resource allocation in fewer steps. “(Fullcast) is a wonderful capacity management tool that has the ability to develop into something that’s more automated and can actually help you have fewer resources aligned as you grow and scale,” says Shaffer.

Faster Growth Opportunities

With a balanced productivity plan in place, Zones was able to forecast more accurately to develop realistic targets and allocate resources appropriately. This enabled the sales operations team to spend less time scrambling to deliver their GTM on time and more time driving revenue.

"Fullcast is the only system I’ve seen that can actually work in the trenches and provide visibility all the way up to the top. "

~ John Shaffer, Former Sales Operations Manager at Zones

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