Best Practice Report

Account Assignment And Territory Planning: Data Requirements

January 1st, 2018


Selecting the right data is the key to designing sales territories that maximize available resources. Most organizations use easy-to-find firmographic data such as company size, number of employees, location, and industry. The value of certain types of data must be balanced against the resources required to collect, validate, and leverage it as part of the planning process. Optimized territories are enabled with an insights-driven approach to targeting that begins with market segmentation, an identification of the ideal customer profile (ICP), and knowledge of the in-market accounts. In this report, we discuss the types of data that should be gathered to inform the decisions made during the annual territory planning process.

Want to read the full report?

Contact us to become a client

This report is available for individual purchase ($1495).

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.