How Udemy is Slashing GTM Planning Time
At a glance
reduction in annual planning time, from months to weeks
integrated platform for a source of truth in Salesforce
annual plan to unlimited in-year adjustments
Who is Udemy?
“If you know the risks involved in annual planning and you fully understand what Fullcast provides, it’s the easiest purchase you’ll ever make.”
Noah Marks
Former Vice President, GTM Strategy & Operations at Udemy
Udemy is a leading online learning and teaching marketplace, empowering over 40 million students with access to more than 155,000 online courses.
As Udemy’s B2B sales organization scaled, territory design was a months-long, manual effort in spreadsheets. Fullcast provided the integrated platform they needed to accelerate planning from months to weeks and build a more agile, data-driven GTM motion.
The Challenge
Manual Planning Gridlock
The annual GTM and territory planning process was an overwhelming, months-long task executed in spreadsheets.
Unreliable Data
Lacking confidence in their data’s accuracy, the team was forced to make critical strategic decisions without a reliable source of truth.
Inflexible Territories
The rigid annual planning cycle prevented the team from adapting territories to real-time market changes as they happened.
The Solution
Rapid Go-to-Market Planning
Fullcast replaced Udemy’s cumbersome spreadsheets, transforming a months-long manual process into a strategic exercise completed in just weeks. This acceleration allowed the team to move from planning to execution faster than ever before.
Agile Territory Management
Instead of being locked into an annual plan, Udemy gained the flexibility to update territory segmentation on the fly. Fullcast empowers their sales team to adapt to real-time market changes, ensuring optimal coverage and responsiveness throughout the year.
A Single Source of Truth
By integrating directly as a core component of Salesforce, Fullcast simplified Udemy’s tech stack and eliminated operational friction. This created a single, unified platform for GTM operations, reducing tech fatigue and aligning the entire team.
Better Data for Better Decisions
With Fullcast’s automated data cleansing policies, Udemy solved its data integrity challenges. The team can now plan for the future with full confidence, knowing their critical strategic decisions are based on clean, accurate, and reliable data.
The Results
Planning at the Speed of Business.
80% Faster Planning Cycle
Market Adaptability
Udemy broke free from the rigid annual plan. With Fullcast, they can now make unlimited in-year adjustments to territories, ensuring their GTM strategy is always optimized to respond to market shifts and competitive pressures.
One Source of Truth
By integrating directly into Salesforce, Fullcast eliminated tool sprawl and data integrity concerns. Udemy now operates from a single source of truth, making critical growth decisions with complete confidence in their data.
