Freshworks Is Unifying Its Go-to-Market Plan with Fullcast
At a glance
years of enterprise GTM experience finds its ideal planning platform
key teams (RevOps & Finance) finally get aligned on a single source of truth
manual processes & point solutions replaced with one cohesive platform
Who Is Freshworks?
“This actually could replace a few things that we are doing, some manually, some spreadsheet gymnastics. And it was a platform that helped us in many places.”
Jim Sbarra
Vice President of Sales Productivity
Freshworks makes it fast and easy for businesses to delight their customers and employees with its suite of AI-powered SaaS products.
But a sprawl of disconnected systems and manual “spreadsheet gymnastics” created confusion and inefficiency for its go-to-market teams. Fullcast provided a single platform to consolidate their planning process and align RevOps and Finance for future growth.
The Challenge
System Overload
A proliferation of disparate systems created confusion for sales reps and managers, who were unsure where to go or what to do.
Fragmented Planning
Critical GTM functions relied on a mix of disconnected tools and manual “spreadsheet gymnastics,” lacking a single, cohesive process.
Siloed Operations
Without a unified platform, it was difficult to achieve strategic alignment on planning between key teams like RevOps and Finance.
The Solution
Align your GTM plan, from RevOps to Finance. Made possible with Fullcast.
Unified Go-to-Market Platform
Fullcast provided Freshworks with a single, cohesive platform to consolidate their tech stack. By bringing territory management, assignment rules, and quota planning into one system, they eliminated the confusion of using disparate “bits and pieces” and gave their teams one place for GTM planning.
Elimination of Manual Processes
The team replaced inefficient, manual workflows and complex “spreadsheet gymnastics” with Fullcast’s automated platform. This allowed them to move away from error-prone tasks and focus on strategic planning, saving time and improving operational efficiency across the board.
Cross-Functional Alignment
Fullcast created a powerful “light bulb” moment that united both the Revenue Operations and Finance teams. By providing a shared, transparent platform for planning, Fullcast fostered unprecedented alignment and buy-in, ensuring both teams were in lockstep on the go-to-market strategy.
A Cohesive Business Process
More than just a collection of tools, Fullcast delivered a connected, end-to-end business process for go-to-market planning. This cohesive workflow provided the structure and clarity the Freshworks team needed to manage their entire planning cycle effectively within a single, integrated platform.
The Results
Unified Planning, Aligned Teams, and a Cohesive GTM.
A Consolidated GTM Engine
Fullcast enabled Freshworks to replace 3+ point solutions and manual processes. This consolidated their tech stack, eliminated “spreadsheet gymnastics,” and created a single engine for go-to-market planning.
Cross-Functional Alignment
By providing a shared platform, Fullcast created a “light bulb” moment that united both the Revenue Operations and Finance teams. This established a single source of truth, ensuring two critical teams were in lockstep on the GTM strategy.
A Cohesive Business Process
Fullcast transformed fragmented “bits and pieces” into a cohesive, end-to-end business process. This gave the entire revenue team clarity and a single, unified platform for territory management, assignments, and quota planning.
