Fullcast vs Salesforce ETM

Fullcast is purpose-built to improve RevOps efficiency and Sales productivity. The platform enables you to design fair, equitable, and transparent territories that keep sellers motivated and on-target, even if resources or your strategy are constantly changing. No spreadsheets or custom code are ever required.

Top 10 Reasons to Choose Fullcast over Salesforce ETM

1. Assign the Right Sales Resources to the Right Accounts

With Fullcast, balance your territories using the metrics that matter most to your business – without a single spreadsheet. Carve your territories and get instant feedback on equitability. Or let SmartPlan, our AI-powered territory balancer, do the hard work for you, 10-20x faster.

With ETM, balancing is done in spreadsheets and then the final rules are manually entered into Salesforce.

2. Make Smarter Business Decisions

Easily model different scenarios and instantly see metrics on the current state, the proposed state, and the/impact of the proposed changes by any metric – not just accounts.

ETM offers some modeling capabilities, however, only the ability to see the impact on the number of accounts, not the financial impact of any changes.

3. Manage Multiple GTM Models with Ease

If upsell and expansion deals are a priority your Customer Success team needs its own GTM model. With Fullcast, you can build multiple active territory models to support different GTM plans, such as different Sales, Market Development, or Customer Success.

ETM, on the other hand, allows only one model to be active at a time, making it difficult to tackle anything beyond new business opportunities.

4. Assign Accounts with Flexibility

Go beyond simple straightforward territory account assignments and create assignment models that work best for your business – round robin, weighted round robin, skills-based, role based, or any type of multi-layered approach.

5. Build Map-Based Territories

Use maps to select countries, regions, postal codes, and other boundaries for your territories. There is no uploading or downloading of data into a separate tool. You can get instant feedback on the map-based territories, including metrics and heatmaps.

6. Make Run-Time Plan Changes

Most plans are out of date as soon as your reps hit the pavement due to resource or strategy changes. With Fullcast, you can make continuous plan adjustments and auto-sync with your CRM, eliminating time-consuming manual updates and sales downtime.

7. Seamlessly Track Capacity

Say goodbye to calendar reminders because users can be assigned to roles and types of assignments such as temporary coverage, new hires, or transfers, which are reflected in the Salesforce Account Team model. Fullcast also automatically calculates a person’s ramp status and productivity so that coverage gaps are obvious.

8. Eliminate Crediting Inaccuracies

With Fullcast, crediting disputes are a thing of the past because all assignments are date stamped with the start and end dates of a person’s territory role. Data on who was in what role at what time ensures that commissions are paid accurately, improving your company’s bottom line.

ETM data only reflects the current user in a role in a territory which is useless for commissioning.

9. Automate Your GTM Activities

With Fullcast, set the rules of engagement (aka policies) for common manual tasks (e.g., holdouts, routing, account families etc) and automate them in alignment with your GTM plan. For example, set territory rules for lead routing by hierarchy so they are automatically assigned with accuracy. When territories change, everything stays aligned, without any manual effort.

10. Get Actionable Insight By Hierarchy

Easily track attainment against goals, targets, or quotas by hierarchy, without writing a single line of custom code

Fullcast vs Salesforce ETM

Territory Management


Salesforce ETM

Spreadsheet-free territory balancing

Real-time feedback on territory balancing using metrics

Ability to run rules and see immediate feedback on which accounts are in each territory

Automated Territory Optimizer (SmartPlan)

“Click and build” geographic territory mapping with map visualization

Ability to create field-based rules for assigning accounts to territories (including AND/OR scenarios)

Support for Named Accounts, including Named Exceptions

Support for Account Families

Ability to run multiple territory models simultaneously (e.g., Sales plan, CS plan)

What-If Analysis, including ability to see impact based on any metric, not just number of accounts (e.g., financial metrics)

Ability for field managers to make self-service plan changes directly in the CRM

Reporting by territory

Coverage Assignments

Role-based assignments (e.g, assign prospects to SDRs and accounts to Account Managers).

Round-robin based assignments, including weighted round robin.

Capacity tracking, such as temporary coverage, new hires, transfers, and tracking of ramping resources

Effective dating of roles and their association to territories for crediting accuracy

Run-Time Plan Management

Ability to make run-time plan changes and deploy instantly to your CRM

Ability to set and automate routing to stay in alignment with your territory plan

Ability to set and automate holdout rules

Ability to set and automate data hygiene rules (e.g., deduping, compliance, industry taxonomy)

Quota/Target Planning

Tops-down and bottoms-up quota or target planning in relation to territory or team organization.

Automated quota and territory sync (e.g., if accounts are changed, quota and targets are automatically updated.)

Ability to track attainment against targets in multiple hierarchies.