How Zones is Balancing Territories for Faster GTM
At a glance
month delay in GTM plan delivery eliminated
source of truth to correct territory imbalances
of hours returned to Sales Ops to focus on driving revenue
Who is Zones
“[Fullcast] is a wonderful capacity management tool that has the ability to develop into something that’s more automated and can actually help you have fewer resources aligned as you grow and scale.” – JOHN SHAFFER
John Shaffer
Former Sales Operations Manager at Zones
Zones is a $2 billion global IT solutions provider that helps businesses accelerate their digital transformation.
As the company scaled, its go-to-market planning struggled to keep pace. Imbalanced territories and a lack of visibility led to delayed planning cycles, creating operational drag and putting revenue goals at risk. Fullcast provided the balance and foresight needed to grow effectively.
The Challenge
Unbalanced Territories
Large, diverse client portfolios were difficult for reps to manage effectively, leading to inequitable workloads and inefficient coverage.
Reactive Planning
A lack of visibility into territory performance made it impossible to forecast accurately or make proactive adjustments until it was too late.
GTM Bottlenecks
Inefficient planning processes delayed the delivery of their coverage model by three months, slowing momentum and revenue.
The Solution
Balance your plan. Accelerate your growth. Made possible with Fullcast.
Balanced Territory Design
Fullcast’s bottoms-up planning approach gave Zones the power to analyze every account and run what-if scenarios. This enabled them to design equitable territories, ensuring each rep had a balanced portfolio of customer profiles and a clear path to quota.
Integrated Capacity & Coverage Planning
By unifying capacity, coverage, and territory planning into a single motion, Fullcast eliminated fragmented workflows. Zones could now optimize resource allocation in fewer steps, ensuring the right sellers were focused on the right accounts without gaps or overlaps.
Proactive Performance Visibility
Zones moved from reactive problem-solving to proactive strategy. With a clear view into territory performance and potential, the team could forecast with greater accuracy, set realistic targets, and make adjustments before it was too late to impact outcomes.
Accelerated GTM Execution
Fullcast transformed a planning cycle that was months behind schedule into a streamlined, efficient process. This newfound speed freed the sales operations team from scrambling to deliver their plan and allowed them to focus on high-value, revenue-driving initiatives.
The Results
Balanced Planning. Accelerated Performance.
From Months Behind to Market Ready
Fullcast eliminated a three-month GTM planning delay, transforming a reactive and cumbersome process into a streamlined, efficient motion. Zones now launches its coverage model on time and with complete confidence in its GTM strategy.
Data-Driven Territory Balance
By using Fullcast as a single source of truth, Zones corrected long-standing portfolio imbalances. The operations team gained clear visibility to design equitable territories, ensuring every rep has a fair shot at quota and can effectively manage their accounts.
Reclaimed Hours for Revenue Growth
By automating complex planning tasks, Fullcast returned hundreds of hours to the Sales Operations team. This critical capacity was reallocated from administrative scrambling to high-impact, strategic initiatives that directly drive revenue.
