Use case · Territory planning
Territory design improves when account fit, active buying windows, account density, whitespace and buying roles can be seen together. The result is a territory a rep can actually work, not a static list of companies.
Build territories around opportunity, not just employee count.ACCOUNT INTELLIGENCE
Signals that matter here
01High-fit accounts with rising signal
Prioritize accounts where fit and timing overlap.02Whitespace inside existing accounts
Expansion opportunities can be separated from net-new prospecting.03Coverage gaps by buying role
A territory is not covered if the only known contact cannot influence the purchase.04Cooling accounts
A falling 90-day trend can move an account down before reps waste touches.05Concentration by industry or geography
Make specialization deliberate when the evidence shows a cluster.Fields specific to this segment
Data a general-purpose database does not model.
- ICP fit and intent separately
- 90-day signal trend
- Employee and revenue bands
- Geography and time zone
- Buying-committee coverage
Who you are actually talking to
Buying role changes the message.
Sales leader
Balances coverage, capacity and revenue potential.
RevOps
Owns routing rules and territory design.
Account executive
Needs an ordered book of accounts, not another spreadsheet.
SDR
Works the highest-signal accounts first and can see why.
When not to call
If territory assignment is purely geographic or contractual, intelligence can inform the book but should not override those hard constraints.