FULLCAST VS SALESFORCE ETM

FULLCAST VS SALESFORCE ETM

Fullcast is purpose-built to improve RevOps efficiency and Sales productivity. The platform enables you to design fair, equitable, and transparent territories that keep sellers motivated and on-target, even if resources or your strategy are constantly changing. No spreadsheets or custom code are ever required.

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EXPLORE FEATURES

Top 10 Reasons to Choose Fullcast over Salesforce ETM

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Assign the Right Sales Resources to the Right Accounts

With Fullcast, balance your territories using the metrics that matter most to your business – without a single spreadsheet. Carve your territories and get instant feedback on equitability. Or let SmartPlan, our AI-powered territory balancer, do the hard work for you, 10-20x faster.

With ETM, balancing is done in spreadsheets and then the final rules are manually entered into Salesforce.

Make Smarter Business Decisions

Easily model different scenarios and instantly see metrics on the current state, the proposed state, and the/impact of the proposed changes by any metric – not just accounts.

ETM offers some modeling capabilities, however, only the ability to see the impact on the number of accounts, not the financial impact of any changes.

Manage Multiple GTM Models with Ease

If upsell and expansion deals are a priority your Customer Success team needs its own GTM model. With Fullcast, you can build multiple active territory models to support different GTM plans, such as different Sales, Market Development, or Customer Success.

ETM, on the other hand, allows only one model to be active at a time, making it difficult to tackle anything beyond new business opportunities.

Assign Accounts with Flexibility

Go beyond simple straightforward territory account assignments and create assignment models that work best for your business – round robin, weighted round robin, skills-based, role based, or any type of multi-layered approach.

Manage Multiple GTM Models with Ease

If upsell and expansion deals are a priority your Customer Success team needs its own GTM model. With Fullcast, you can build multiple active territory models to support different GTM plans, such as different Sales, Market Development, or Customer Success.

ETM, on the other hand, allows only one model to be active at a time, making it difficult to tackle anything beyond new business opportunities.

Fullcast vs Salesforce ETM

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Territory Management

Fullcast

Salesforce ETM

Spreadsheet-free territory balancing

Real-time feedback on territory balancing using metrics

Ability to run rules and see immediate feedback on which accounts are in each territory

Automated Territory Optimizer (SmartPlan)

“Click and build” geographic territory mapping with map visualization

Ability to create field-based rules for assigning accounts to territories (including AND/OR scenarios)

Support for Named Accounts, including Named Exceptions

Support for Account Families

Ability to run multiple territory models simultaneously (e.g., Sales plan, CS plan)

What-If Analysis, including ability to see impact based on any metric, not just number of accounts (e.g., financial metrics)

Ability for field managers to make self-service plan changes directly in the CRM

Reporting by territory

Coverage Assignments

Role-based assignments (e.g, assign prospects to SDRs and accounts to Account Managers).

Round-robin based assignments, including weighted round robin.

Capacity tracking, such as temporary coverage, new hires, transfers, and tracking of ramping resources

Effective dating of roles and their association to territories for crediting accuracy

Coverage Assignments

Ability to make run-time plan changes and deploy instantly to your CRM

Ability to set and automate routing to stay in alignment with your territory plan

Ability to set and automate holdout rules

Ability to set and automate data hygiene rules (e.g., deduping, compliance, industry taxonomy)

Quota/Target Planning

Tops-down and bottoms-up quota or target planning in relation to territory or team organization.

Automated quota and territory sync (e.g., if accounts are changed, quota and targets are automatically updated.)

Ability to track attainment against targets in multiple hierarchies.

Work with the Applications You Already Use

Fullcast boasts a robust set of integrations that connect to the apps your team is already using, so the work you’re doing with Fullcast can easily inform activities performed in other pieces of your RevOps tech stack.

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Efficient Management

“I would argue that without a tool like Fullcast, you cannot efficiently manage a collaborative territory planning process for an organization of any scale. . . . With Fullcast, we’re trading internal meeting time for customer-facing time.”

Clay Blanchard
VP of Sales Operations, Collibra

It Truly Made My Life Easier

“What I really like about Fullcast is the ease of use and the simplicity of the platform, and the fact that it is integrated fully with Salesforce. We decided to use Fullcast for the full go-to-market process in terms of not just account assignments, not just the territory mapping, etc., but also the routing piece. It truly made my life easier and my team’s life easier.”

Christine Dorrion
Former VP Global Revenue Operations and Enablement, Degreed

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