How Collibra is Slashing Planning Time by 30%
At a glance
of territory planning time slashed
hours in manual plan review meetings eliminated
weeks to onboard and go live before planning season
Who is Collibra?
“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
Clay Blanchard
Former VP of Sales Operations
Collibra provides a leading data intelligence platform that helps over 500 of the world’s largest corporations understand and harness their data assets.
As Collibra’s 300-person go-to-market team scaled, its manual planning processes couldn’t keep pace. Inefficient collaboration and poor data quality made it difficult to implement a smarter territory model, costing valuable time. Fullcast provided the dedicated platform to align teams and execute a more effective GTM strategy.
The Challenge
Strategic Misalignment
Without a formal segmentation model, Collibra couldn’t strategically align sales resources with their well-defined addressable market.
Operational Drag
A manual, spreadsheet-driven planning process was time-consuming and created a disconnect between operations and frontline sales leaders.
Data Integrity Issues
Poor data quality complicated planning and risked creating an ineffective coverage model built on inaccurate account information.
The Solution
Centralized Planning Platform
Collibra replaced cumbersome spreadsheets with a single, dedicated platform for go-to-market planning. This gave them one place to design their new segmentation model and align all GTM roles, from sales and BDRs to customer success.
Collaborative Territory Design
Fullcast closed the gap between Operations and Sales by enabling an efficient, bottoms-up feedback loop. Frontline managers could easily review territories, see balanced metrics, and add their field-level intelligence directly in the platform, ensuring higher-quality plans and greater buy-in.
Enhanced Data Visibility
The platform provided unprecedented transparency into Collibra’s account data and hierarchies. This unique view, combined with Fullcast’s Data Desk service, made it simple to systematically identify, tag, and correct data quality issues, creating a more reliable foundation for their coverage model.
Accelerated Planning Cycles
By eliminating manual processes and endless review meetings, Collibra slashed their territory planning time by 30%. The streamlined workflow allowed them to trade internal administrative time for valuable customer-facing time.
The Results
Precision, Collaboration, and Speed.
Reclaimed Selling Time
Higher-Quality Territories
By making it easy for frontline managers to provide input, Collibra created territories that were not just algorithmically balanced but also infused with field-level intelligence, leading to greater buy-in and effectiveness.
A Foundation for Precision
Collibra gained visibility needed to systematically improve data quality and successfully deploy a new, complex segmentation model. This improved their named-account strategy, and more alignment of resources to their total addressable market.
