AppFolio Automates GTM Structure with Fullcast
At a glance
separate plans automated for dynamic routing
sales reps across multiple segments assigned within minutes
hours saved in manual planning for RevOps each month
What is AppFolio?
“We needed fast, accurate routing across all our plans, but manual territory updates were slowing us down. With Fullcast, our sales leaders can stay focused on selling. It was a true team effort between Fullcast and AppFolio to make this happen.”
Karolina Veberaite
Sr. Revenue Operations Manager at AppFolio
AppFolio is a property management software company with a large and sophisticated sales organization, supporting 70 to 100 sellers across multiple segments.
Fullcast helped AppFolio centralize and automate GTM planning, routing, and territory management, eliminating spreadsheets and empowering the RevOps team to operate with greater speed, precision, and control.
The Challenge
Complex Structure
With up to five different reps on a single account and three GTM plans in motion, AppFolio needed a smarter way to keep assignments aligned and current.
Manual Workloads
Before Fullcast, territory changes required manual data loads and spreadsheet updates, slowing down planning cycles.
Slow Routing
Assigning new accounts across multiple plans took time and increased the risk of overlap or misalignment.
The Solution
Three-Plan Routing
AppFolio became the first Fullcast customer to implement three distinct GTM plans, each with unique segmentation and coverage models. Fullcast now assigns all five reps per account within minutes, keeping territories balanced and aligned in real time.
Seamless Collaboration
Fullcast and AppFolio partnered closely to design and launch this complex automation. The result was a scalable routing system built through a true joint effort between operations experts on both teams.
Dynamic Territory Management
Territories update automatically as accounts evolve. Assignments stay accurate, overlap is eliminated, and every seller has a clearly defined book of business.
Trusted Data Foundation
Centralized GTM data control ensures clean, consistent, and accurate information across every system. High data quality powers reliable automation and enables confident, data-driven decisions.
The Results
Connected, Aligned, and Scalable Growth.
Dozens of Hours Saved
Fullcast eliminates 15–20 hours of manual data work each month for RevOps, plus 30–50 hours saved in quarterly planning cycles.
Real-Time Routing
New accounts are routed automatically across three GTM plans and five rep roles, ensuring instant coverage and zero lag.
High Data Quality
Centralized control and clean GTM data ensure accuracy in every assignment, keeping automation dependable and consistent.
