Table of Contents
Key takeaways
I’m Ramy Atassi, a Senior Revenue Operations Manager here at Pigment.
In the video above, I outline how Pigment manages territories and books of business (BoB) using a dedicated Pigment.
Territories are groups of accounts assigned to a Manager and defined by criteria like geo + employee size. Books of Business represent the portfolio of accounts assigned to each seller to prospect and grow.
Everything starts with the team overview. Here, managers can assess the status of their team, including active Reps and those scheduled to be hired.
The next step happens on the territory insights board. Here, managers can review global KPIs, such as total customer count, ARR, average intent scores, and the distribution of accounts by employee range, industry and geo location.
It’s all helpfully visualized on the board with our Map Chart functionality.
Next we carry out the account assignation process. The first step here is for managers to assign reps to existing customers, to support cross-sell and expansion opportunities. The system provides a summary of the number of customers, their subsidiaries, and total ARR to make it super easy to make the right decisions.
Next, managers assign ‘lookalike’ prospects - ones that share similar characteristics, such as vertical or business type, with the existing customer base. Rationale is that look-alike prospects have more chances to close than prospects far away from our current customer base. You can use the analyst agent to ask specific questions, and then drill-down in the answer provided.
Finally, managers assign the remaining prospects using various filters, such as industry or unassigned status, to see which accounts are available. They prioritise accounts based on information like intent score, existing EPM and FP&A team size
Once the process is complete, the application provides a summary of all changes made and an overview of the industry distribution per rep.
And that’s all! We just scratched the surface in this demo, so if you’d like to learn more about Pigment for Sales Performance Management, book a demo with one of my colleagues.
