How Iterable is Planning Equitable Territories for Growth with Fullcast
At a glance
days to roll out a new, equitable territory plan
manual spreadsheets needed for territory planning
"most amazing rollout" the organization has ever had, according to leadership
Who is Iterable?
“If you’re growing and scaling a field-facing organization and you’re running revenue operations, you’ll benefit from having a team like Fullcast that really understands the intricacies of the go to market motion to support your operations team and process.”
David Zwerin
Sr. Sales Operations Director at Iterable
Iterable empowers the world’s leading brands to create and deliver joyful, individualized customer experiences at scale.
But as Iterable scaled, its manual, spreadsheet-driven territory planning created inequitable territories and couldn’t support its rapid growth. Fullcast delivered the automated, collaborative platform needed to design a fair GTM plan that could scale with the business.
The Challenge
Unfair Territories
A manual, spreadsheet-based system created imbalanced territories, causing sales managers to compete for the best accounts.
Manual Data Errors
Constant manual updates resulted in unclean data, preventing the creation of a fair and automated lead assignment workflow.
Barriers to Scale
The time-consuming manual process could not support the company’s goal of doubling its sales organization in one year.
The Solution
Fair & Balanced Territories
Fullcast’s visual planning tools enabled Iterable to strategically design territories that were truly balanced. As a result, the team eliminated competition for the best accounts, ensured every rep had an equal opportunity to succeed, and created a GTM plan built on fairness and transparency.
Automated GTM Operations
After automating account assignments and territory rules, Fullcast eliminated the tedious, error-prone spreadsheet work that burdened Iterable’s RevOps team. This freed them from manual updates, giving them back essential time to focus on strategic, growth-driving initiatives.
Collaborative Planning Process
Fullcast fostered a seamless partnership between Iterable’s sales and operations teams. Ops could easily design plans and share them with sales leaders, who could visualize the territory balance and provide data-driven feedback, resulting in a collaborative plan with full buy-in.
Accelerated & Scalable Planning
Iterable replaced its slow, manual process with a streamlined GTM engine built for speed and scale. Fullcast drastically reduced the time needed to design and launch new territories, enabling a rapid 60-day rollout and providing the foundation needed to double the sales organization.
The Results
A GTM Plan Built for Fairness, Speed, and Scale.
Fairness that Fuels Performance
Fullcast replaced subjective assignments with a data-driven process, creating truly balanced territories. This gave every rep an equal opportunity to succeed and resulted in what leadership called “the most amazing rollout of territories the organization has ever had.”
Unprecedented
GTM Speed
Iterable went from a slow, manual process to launching its entire territory plan in just 60 days. By automating GTM operations, Fullcast eliminated the spreadsheet burden and gave the RevOps team essential time back to focus on strategic growth.
A Foundation for Hyper-Growth
With a scalable GTM planning and management system in place, Iterable is now equipped to double the size of its sales organization. Fullcast provides the operational agility needed to expand quickly and confidently, without the manual chaos.
