Fullcast is a revenue planning platform that connects strategic go-to-market planning — territory design, quota allocation, headcount planning, and capacity modelling — directly to Salesforce CRM execution, eliminating the disconnect between annual planning spreadsheets and the CRM data that drives day-to-day sales activity. It is designed for revenue operations and sales strategy teams that manage complex, multi-segment territory and quota processes.
Product Overview
The fundamental problem Fullcast solves is that GTM planning and CRM execution have traditionally lived in separate worlds: finance and revenue operations build territory maps and quota models in Excel, then manually translate those decisions into Salesforce territory hierarchies, user assignments, and account routing rules — a process that is slow, error-prone, and impossible to keep current as reps join, leave, or change territories mid-year. Fullcast makes Salesforce the living execution layer of the plan by connecting the territory and quota model directly to CRM structure — when a rep is assigned to a new territory in Fullcast, their Salesforce account assignments, opportunity visibility, and quota targets update automatically. Its capacity planning module models revenue projections against rep headcount, ramp times, and attainment history — giving revenue leaders the data to determine how many reps to hire in each region and when to hit annual targets.
Key Features
- Territory Design: Build, visualise, and model territory assignments on a map or hierarchy view — design balanced territories based on account potential and rep capacity.
- Quota Management: Allocate and model quotas top-down from company targets through to individual rep level — with scenario modelling for different attainment assumptions.
- Capacity Planning: Model headcount requirements against revenue targets — calculate how many reps to hire, when to hire them, and which segments to prioritise.
- Salesforce Sync: Push territory assignments and quota targets directly to Salesforce — keep CRM structure in sync with planning changes without manual updates.
- Scenario Modelling: Model multiple GTM scenarios before committing — compare territory designs, quota levels, and hiring plans against projected outcomes.
Best For
Revenue operations and sales strategy teams at mid-market and enterprise B2B companies that manage complex multi-segment territory and quota processes — particularly those using Salesforce where manual plan-to-CRM translation is a recurring bottleneck.
Pricing
Custom pricing based on CRM user count and modules. Mid-market to enterprise. Free demo available.
Key Integrations
Salesforce, HubSpot, Snowflake, Tableau, Google Sheets, Microsoft Excel, Workday, BambooHR, Slack, Anaplan
Pros
- Direct Salesforce sync eliminates the manual translation from planning spreadsheets to CRM structure
- Capacity planning model connects hiring decisions to revenue projections with real data
- Scenario modelling allows confident GTM decisions before committing to annual plan structure
- Founded by former Salesforce employees — deep understanding of enterprise CRM planning workflows
Cons
- Primarily Salesforce-centric — less feature-rich integration with HubSpot or other CRM platforms
- Enterprise complexity — requires significant implementation investment for large, multi-segment GTM structures
- Less suitable for small sales teams with simple single-territory structures
RevOps Jobs-to-Be-Done
- Revenue Planning and Territory Design — Design, model, and deploy territory plans aligned to revenue targets with real-time what-if scenario modeling. KPI: Compress annual territory planning cycle from 3 months to 3 weeks with dynamic modeling
- Quota Allocation and Waterfall Management — Cascade corporate revenue targets down to segment, team, and rep-level quotas with automatic rebalancing as headcount changes. KPI: Ensure 100% of target quota is allocated and rebalanced within 24 hours of a rep departure or hire
- Continuous Territory Optimization — Monitor territory performance in-quarter and trigger territory rebalancing workflows when coverage gaps or equity issues emerge. KPI: Reduce mid-year territory change cycle time by 60% with automated rebalancing triggers
How It Fits Your Stack
Primary system of record: Salesforce CRM
Key integrations: Salesforce, Workday, Greenhouse, Lever, Clari, Anaplan
Data flows: Salesforce account hierarchy and rep assignments feed territory models; quota outputs push to Salesforce and comp tools; headcount data from HRIS triggers rebalancing workflows
Security & Compliance
- SSO / SAML: SAML 2.0 and Okta
- RBAC / permissions: Yes
- Audit logs: Yes
- Certifications: SOC 2 Type II
- Data residency: US
Implementation & Ownership
- Time to first value: 4–8 weeks for first planning cycle
- Implementation complexity: Medium — requires Salesforce data quality and org hierarchy configuration
- Typical owners: VP Revenue Operations, Sales Strategy, Sales Planning Analyst
Built specifically for RevOps-owned territory and quota; not a finance/FP&A tool
Proof & Buyer Signals
Ratings: G2: 4.5/5 (80+ reviews)
What buyers praise:
- Best-in-class territory modeling interface
- Salesforce native feel
- Excellent RevOps-focused support
Common complaints:
- Pricing jumps significantly at scale
- Limited out-of-box integrations beyond Salesforce
Often Compared With
- Varicent — Varicent bundles territory with comp management; Fullcast is pure-play territory/quota with deeper modeling capabilities
- Xactly — Xactly Benchmarking offers comp data; Fullcast focuses on territory and quota with a more modern RevOps-native workflow
- Badger Maps — Badger Maps is the field rep daily tool; Fullcast is the RevOps platform for designing and managing territories at the planning level
