Did you know the error rate for data entered manually is around 1 percent every day? As time passes and errors transfer to other datasheets, the inaccurate data will interfere with other departments, namely, your RevOps team.
If your company uses spreadsheets to manage territory segmentation, the ongoing challenge to ensure accurate, timely data will indeed cause delays in leveraging leads or closing deals. Among other obstacles, poor-quality data costs companies like yours an average of $12.9 million every year.
“Disparate systems lead to siloed data which then results in discrepancies in your CRM, and time consuming importing, exporting, and data cleanup for your team,” explains Christina Anderson, head of content at SaaScend. “At the same time, leadership does not have the insights they need, because your data is not being updated in real-time from all the different sources across your tech stack.”
To improve overall productivity and efficient data-driven territory management, Own (formerly OwnBackup), a leader in data management platforms, turned to Fullcast to explore ways to improve data analytics and implement time-saving territory management tools that make it easier to segment and manage accounts and convert manual management tasks into cost-saving, revenue-generating processes.
Own needed to automate essential territory management tasks from a single source to improve sales productivity without compromising data accuracy or security.
Fullcast focused on three core functions:
Simplify Equitable Territory Assignments
Using Fullcast, the Own team created a framework where territories are defined based on predetermined criteria and assigned to the ideal sales reps. Now, sales teams can use a single platform to navigate territory segmentation, simplifying the once tedious task of manually managing and assigning territories. By streamlining assignment management, Own’s sales team doubled productivity.
Create Definable Account Hierarchies
Fullcast helped Own create an account hierarchy system where new ideal customer profile (ICP) accounts are added and automatically assigned to the correct hierarchy based on a predetermined set of rules and criteria. With these automated capabilities, managers can dedicate more time to what matters most: selling.
“[Fullcast is] the only tool out there that seems to be tailormade, building functionality and features that will help an ops team specifically,” said Malish. “And having been built by people who have run operations teams at scale, they know the common problems that we face.”
Execute Fast Software Rollout
Fullcast implemented these tools within a time frame that had previously been unreachable. “We had a very compressed timeframe,” says Malish. “I was concerned that we wouldn’t be able to get it all done, but the Fullcast team put in a lot of effort and we were able to get it done in a much shorter time frame.”
Fullcast’s territory management software equipped Own with the tools to streamline sales planning processes and boost revenue from the ground up. What can we do for you?
Read the case study here.
