How Cloudflare Is Scaling Its Go-to-Market Plan
At a glance
weeks to replace a failed tool and go live for annual planning
platform chosen over 3 competitors for a chaotic GTM
core planning functions unified in a single platform
Who Is Cloudflare?
“You can always do planning without Fullcast, but it would be really painful to do. It has given us the mature structure of territory planning and quota and scaled us. It’d be really hard to do it without Fullcast.”
Sapna Sharma
Head of GTM Planning and Strategy
Cloudflare is one of the world’s largest networks, on a mission to help build a better Internet. Millions of Internet properties rely on its integrated global cloud network to make their sites fast, secure, and reliable.
But as the high-growth company scaled, its go-to-market planning process struggled to keep up. When a newly chosen enterprise software failed just weeks before the annual planning cycle, the team was thrown into chaos and forced back to painful manual spreadsheets. They needed a nimble, scalable platform to restore order and build a mature structure for territory and quota planning.
The Challenge
Critical System Failure
A last-minute failure of their enterprise planning software threw the entire annual planning process into chaos.
Painful Manual Processes
Reverting to spreadsheets created an inefficient and painful planning cycle that couldn’t support the team’s needs.
Barriers to High Growth
The lack of a mature, structured system for territory and quota planning prevented them from scaling effectively.
The Solution
A logical path from painful planning to scalable success. Made possible with Fullcast.
Rapid, Self-Service Implementation
Facing a failed implementation from a previous vendor and a chaotic planning cycle, the team needed a solution that was fast and effective. Fullcast’s nimble platform allowed them to implement it themselves, quickly replacing painful spreadsheets and going live in time for their annual planning.
An Intuitive Platform Built for RevOps
Fullcast was designed with the logic of a RevOps professional in mind. The platform immediately connected with the team, mirroring the logical structure they were accustomed to in spreadsheets. This intuitive experience eliminated the learning curve and drove seamless user adoption.
A Mature Framework for GTM Planning
Fullcast replaced ad-hoc, manual processes with a mature and scalable structure for go-to-market planning. The platform provided a formal system for territory and quota management that allowed the high-growth company to scale its operations confidently.
Balanced Territories for Rep Success
With Fullcast, the team could strategically carve out the right balanced territories and align them with fair quotas. This created the “secret sauce” for success, empowering reps with an achievable path to hit their number and driving predictable growth for the company.
The Results
Rescued Planning, Scalable Structure, Predictable Success.
Crisis Averted in 4 Weeks
When a large enterprise tool failed, the team turned to Fullcast to rescue their annual planning. They replaced the chaotic process and went live in just four weeks, avoiding a reversion to painful, manual spreadsheets.
Foundation for Growth
Fullcast replaced manual methods with a mature, scalable structure, unifying territory, quota, and capacity planning into a single platform built for a high-growth environment.
The Secret for Rep Success
By carving out balanced territories and connecting them to fair quotas, the team unlocked the “secret sauce” for success—empowering reps to hit their number and driving predictable company growth.
