How a Global Tech Company Transformed Its Territory & Quota Planning in Just 13 Weeks

Many high‑growth technology organizations reach a tipping point where manual sales planning processes—once “good enough”—begin to collapse under scale. That was the case for a global data security and cloud management company that partnered with our team to modernize its sales planning foundation.

What began as a collection of disconnected workflows evolved into a comprehensive transformation across territory management, quota planning, roster governance, and account segmentation.

Here’s how it happened.

The Challenge

Like many maturing SaaS organizations, the company found itself constrained by a patchwork of spreadsheets and legacy tools. These limitations created several critical bottlenecks:

1. Manual, Fragmented Processes

Sales planning workflows relied heavily on spreadsheets, which led to:

  • Duplicate mappings
  • Non‑flat territory hierarchies
  • Manual account and roster updates
  • High risk of double counting and data inconsistency

2. Complex, Unreliable Data Flows

Data originated from multiple systems—Salesforce (automated) and Workday (manual)—without strong validation controls. The internal team struggled to reconcile mismatches, leading to reporting delays and misalignment across Sales, Operations, and Finance.

3. Hierarchy Complexity & Limited Visibility

Regional roll‑ups were inconsistent, intermediate hierarchies didn’t exist, and leaders lacked a single source of truth for understanding performance, coverage, and quota alignment.

The Solution

The company implemented a modular planning environment anchored in Pigment, enabling connected workflows, automated data flows, and real‑time visibility.

What We Delivered

  • A unified Data Hub that consolidated roster, account, territory, and pipeline data
  • Modern roster management with historical snapshots, TBH tracking, and movement workflows (hire, transfer, promotion)
  • A rebuilt territory hierarchy with clear, scalable intermediate layers
  • Account segmentation tools to prioritize based on geo, industry, revenue, or custom logic
  • Quota planning workflows supporting top‑down, bottom‑up, and override logic
  • Role‑based access models enabling leaders to view only what they own

Within 13 weeks, the organization transitioned from spreadsheet‑driven processes to an integrated system capable of supporting annual planning, mid‑year adjustments, and executive reporting.

 

View more information about the build below: 

 

 

The Impact

While the company is early in its operating‑model transformation, the outcomes from phase one were immediate and meaningful:

90% reduction in data validation errors

Automated checks and structured hierarchies drastically reduced manual reconciliation.

Day‑One readiness for annual planning

The new platform enabled leadership to run planning cycles faster and with greater confidence.

Faster, more aligned decision‑making

A single source of truth improved collaboration across Sales, Finance, and RevOps.

A foundation for future scale

The system is now positioned for upcoming expansions, including mid‑year planning, incentive compensation modernization, and deeper integrations with Workday and Salesforce.

Why This Matters

This story reflects a larger trend: high‑growth companies can no longer afford fragmented sales planning systems. When territory, quota, and workforce decisions are made on incomplete or unreliable data, the consequences ripple across revenue, productivity, and compensation fairness.

By investing in a modern connected‑planning architecture, this organization not only solved today’s problems—it built a scalable foundation that will support sales execution for years to come.