Qualtrics Optimizes Its GTM Planning Process with Fullcast
At a glance
consolidated platform to manage "Plan-to-Pay," from territories to commissions.
manual work required for complex processes like EOY territory changes and deal splits
integrated commissions tool that "sealed the deal" and replaced an unsatisfactory solution
Who Is Qualtrics?
“Fullcast is the first software I’ve evaluated that does all of it natively—territories, quota, and commissions—in one place… With Fullcast, the end-of-year chaos just happens automatically. It removes so much manual work that frontline leaders usually have to do themselves.”
Tyler Morrow
VP of Sales
Qualtrics is the leader in experience management (XM), helping the world’s most iconic brands deliver exceptional customer and employee experiences.
But as the company grew, its backend sales operations became a barrier to hitting quota. Manual processes, a fragmented tech stack, and a cumbersome commissions tool created friction for RevOps and sales leaders alike. Fullcast delivered a unified plan-to-pay platform to automate complexity and empower their teams.
The Challenge
Operational Drag
Manual processes for year-end territory changes and deal splits created a significant burden for both RevOps and frontline sales leaders.
Fragmented Systems
A disjointed tech stack for planning and commissions created barriers to efficiency and lacked a single, unified view of the GTM motion.
Limited Manager Visibility
Sales managers lacked the full visibility and autonomy needed to effectively manage their teams’ territories and make critical decisions independently.
The Solution
From planning to payment, one platform to run GTM. Made possible with Fullcast.
A Unified Plan-to-Pay Platform
Fullcast provided Qualtrics with a “one-stop shop” to consolidate its fragmented tech stack. The platform connects every stage of the go-to-market process, from territory planning and quota management to final commission payments, creating a single, appealing solution.
Territory & Commission Management
Fullcast automated the highly manual and painful processes of year-end territory changes and deal splits. By setting rules-based automation, tasks that burdened both RevOps and frontline leaders now “just happen automatically,” eliminating significant manual work.
Empowered Visibility & Autonomy
The platform gives sales managers “full visibility” into their team’s territory and the autonomy to make decisions themselves within set guidelines. This was a key differentiator from other tools that offered only partial visibility or required add-on services.
An Integrated Commissions Engine
Fullcast’s commissions module replaced an incumbent tool Qualtrics was “not very happy with.” The ability to add a superior, fully integrated commissions solution to the territory management platform “sealed the deal” for the purchase.
The Results
Consolidated, Automated, and Empowered GTM.
Automated GTM Processes
Processes that once burdened RevOps and frontline leaders now “just happen automatically,” eliminating the manual work required to keep the sales organization running.
A Single, Unified Platform
Qualtrics replaced a large, fragmented tech stack with Fullcast’s unified “one-stop shop.” They’ve now created a single, consolidated solution for the entire go-to-market motion.
Visibility for Sales Leaders
Fullcast provides sales managers with the “full visibility” and “autonomy” they previously lacked. Leaders can now make critical, data-informed decisions about their teams’ territories.
