SBI, The Growth Advisory Case Study: How this Software Executive Maximizes Revenue through Territory Design
Are your territories balanced? And have you placed the right reps in the right territories? This is no easy task. If you are one of many that struggle with this issue, listen here. It’s an interview with Charles Race, the Executive Vice President of Field Operations at Informatica. Informatica is an enterprise software company with approximately $1 billion in sales and 6,000 employees.
Charles’ experience uniquely qualifies him to give advice on this subject. He has implemented an excellent process at Informatica. Specifically, he has succeeded at territory planning and headcount relative to quota capacity.
During this podcast, Charles answers questions like:
- How do you determine the potential of each account?
- How do you determine the optimal size of each territory?
- How do you design balanced territories?
- How do you assign quotas for each territory?
To guide our conversation, we use SBI’s playbook, “How to Make Your Number in 2016.” We walk through how to allocate territories for maximum revenue potential. We’ll also let you know how to get a copy at the end of the episode.