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Table of Contents
Key takeaways
Sales planning is a truly cross functional process - necessitating a smooth partnership between finance, sales or revenue operations, and sales leadership.
Because Pigment operates on a unique, shared data model, users of all disciplines are able to use the same data across multiple different models. That’s enormously helpful in reducing the version control burden and manual rework that comes with working in spreadsheets, and ultimately it means leadership are able to iterate on their plans faster.
And now with AI, we’re able to squeeze even more value out of the incredible foundation Pigment is built upon.
To illustrate the point, let’s step into the shoes of a Head of Revenue Operations.
How a Head of RevOps uses Pigment
Like many people today, I’ve always got a few ChatGPT tabs open. With Pigment’s MCP Server functionality, I’m able to ask questions about any of the models I have access to.
In natural language, I’m able to ask what the capacity gap is looking like for FY26.
ChatGPT connects to Pigment and gives me an instant breakdown at a level of granularity that I’m able to specify - the barriers of access for information are dramatically lowered.
Having seen this, I’m going to actually enter the platform and adjust some of my plan inputs.
I’m presented with a dashboard that contains a report generated by the Analyst Agent going into more detail on my capacity gaps, which even gives me recommendations on how we could fill them.
How a RevOps analyst uses Pigment
Let’s now step into the shoes of an analyst and get stuck in with some planning inputs.
Capacity planning
My capacity planning dashboard presents me with some really useful information.
Now let’s start to explore how we can close these capacity gaps. Another of the strengths of the Pigment platform is frictionless ability to spin up scenarios.
Obviously scenario modelling in spreadsheets comes with version control issues. But legacy tools also don’t make it easy - often they’ll require you to predefine scenarios, or aren’t flexible enough to allow you to create new logic.
Ultimately what that means is you’re not able to explore all the possibilities for your business strategy.
But in Pigment, it couldn’t be easier.
Quota planning
My next job is to allocate quotas. In my next Pigment dashboard, I’m able to take our top-down targets and allocate them down to the individual rep level.
Territory carving
This is an area we often see revenue operations teams struggling. Even those working within a dedicated tool find they’re not able to handle the vast volumes of data that they’re working with, which means that data gets pulled into spreadsheets and broken up.
What that means is disparate files bouncing between different teams, all of whom might be using different methods to break out their territories. Approvals happen between email, Slack, and calls. It’s a mess that usually ends up in hours of rework.
Once that’s complete, I can finalize the territory carve, which will send a notification to the manager of this team.
How a Sales Manager uses Pigment
Switching perspectives again, frontline managers are now able to review what we’ve been doing and layer on their own expertise - which is obviously enormously valuable, since they have direct experience in the field.
At Pigment, when we do our own territory carving process, we let reps themselves provide feedback too - not just managers. All the back and forth happens within the platform, which makes the discussions much easier.
Ultimately this approach to territory planning can take a laborious process that often takes weeks, down to a matter of hours.
Next steps
What you’ve seen here is a very broad overview of how Pigment for SPM works. For a more detailed look, sign up for our next SPM webinar.
If you’d like to learn more about how we could help your team specifically, arrange a personalized demo.
