How Own is Achieving Next-Level Territory Planning with Fullcast
At a glance
platform to operationalize territory segmentation, lead routing, and account hierarchies
core go-to-market processes automated to eliminate tedious, manual work
complete territory plan launched and operationalized within a compressed timeframe
Who is Own?
“(Fullcast is) the only tool out there that seems to be tailormade, building functionality and features that will help an ops team specifically. And having been built by people who have run operations teams at scale, they know the common problems that we face.”
Scott Malish
Former VP of Sales and Marketing Operations
Own is the leading SaaS data protection platform, enabling customers to secure their mission-critical data through automated backups and rapid recovery.
As the company rapidly scaled, its manual approach to territory management couldn’t keep up. The process was inefficient, inequitable, and put future growth at risk. Own turned to Fullcast to build an automated and scalable foundation for its go-to-market planning and execution.
The Challenge
Scaling Hurdles
Highly manual territory management was logistically challenging and not future-proof, creating a significant barrier to scaling operations.
Inequitable Territories
The team struggled to tactically carve up territories, leaving sales reps without clearly defined or balanced areas to prospect.
Operational Drag
Manual processes for lead routing and account management consumed valuable time and hindered overall team productivity and efficiency.
The Solution
Strategic Territory Management
Fullcast created a consistent framework to define, carve, and assign equitable territories based on predetermined criteria, moving beyond manual methods and giving reps clearly defined areas to prospect.
Automated Lead Routing & Matching
Incoming leads were instantly routed to the right rep based on territory rules, while new lead-to-account matching capabilities solved previous data challenges and ensured seamless handoffs.
Scalable Account Hierarchies
Fullcast eliminated the tedious, manual work of managing account hierarchies. Own established an automated system where new ICP accounts are added and instantly assigned to the correct hierarchy based on a defined set of rules, creating a scalable foundation for growth.
Rapid Implementation & Partnership
Facing a compressed timeline, Own needed a partner who could deliver results quickly. The Fullcast team worked diligently to implement the entire solution in a much shorter timeframe than anticipated, ensuring Own could meet its urgent go-to-market goals without delay.
The Results
Automated, Scalable, and Future-Proofed GTM.
Future-Proof Territory Planning
Own replaced its manual, non-scalable territory process with a dynamic, automated framework. With Fullcast, the team can now define, assign, and manage equitable territories from a single platform, creating a future-proof foundation for GTM success.
Next-Level
Ops Efficiency
By automating 3 core GTM processes, from lead routing to account hierarchy management, Own eliminated tedious manual work. The operations team can now focus on strategic initiatives instead of tactical execution, boosting overall productivity.
A Unified GTM
Foundation
Fullcast delivered a complete, operational GTM plan within Own’s compressed timeframe. Running its entire GTM motion from one unified platform provides a single source of truth that aligns the team and scales with the business.
