SALES & REVENUE
Sales plans from the pipeline in the CRM, and it moves weekly. Finance plans from the target in the model, and it moves quarterly. We build revenue planning on Pigment so forecast, territory, quota and capacity all inform the same number, run by your RevOps team.
Quota set top-down alone tends to be the target divided by headcount. Quota built bottom-up alone tends to be what the team is comfortable committing to. The useful number sits between the two, and making that gap visible only works when both builds live in the same model, with commission calculated alongside it.
Territory design quietly decides two things: which accounts a rep can sell to, and whether their number is even achievable. Drawn once a year in a spreadsheet, the imbalance stays invisible until it shows up as attrition or a comp dispute. We build territory and account models with the balance made explicit, and changes tested before they’re committed.
We start with the number that hurts most, whether that’s the forecast, the capacity gap or an unworkable territory, and prove the model against real pipeline and quota in weeks. Your RevOps team then runs it themselves, adding scenarios and rebalancing territories as the business changes.
| “When you have an EPM system that’s not trusted by the organization, then there is low engagement, which means low quality inputs, and low quality outputs. With Pigment, we managed to gain trust pretty fast, because data is readily available, it’s user friendly, and you see the results fast. We have 800 metrics already in our model, which will continue to grow” | “With Pigment, we’ve already seen significant improvements. Tasks that used to take days are now completed in minutes. This has boosted morale within the team, as they feel they now have tools that allow them to showcase their capabilities” |
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