For a global revenue advisory firm, territory design was a recurring bottleneck.
Each client engagement required consultants to manually build territory “puzzles” in spreadsheets, balancing geography, language, industry specialization, breakage limits, role-based allocation (AE vs. AM), segmentation thresholds, and holdover accounts.
The process worked. But it was slow.
For ~100 territories, building a single draft could take a full day of modeling, pivot tables, and formula work. And because it was so manual, most engagements could only include one version. When clients asked to see alternatives, it often meant added scope and time pressure.
As one RevOps leader put it:
“We can’t build three puzzles in the same time it takes to build one.”
The shift
By adopting Gradient Works Carve, the firm moved territory modeling out of spreadsheets and into a scenario-driven workflow.
Instead of manually rebuilding models, consultants can now:
- Generate first-draft territories in ~1 hour
- Run multiple scenario comparisons within scope
- Test tradeoffs between breakage, specialization, geography, and segmentation
- Adjust territories live during client workshops
The impact was immediate.
“For about 100 territories, this would cut the manual work from a full day to about an hour.”
The result
Before: One scenario. Heavy spreadsheet work. Limited revision flexibility.
After: Multiple options. Faster iterations. Clear visibility into tradeoffs.
Most importantly, the firm can now give clients what they actually want, options.
“This would allow us to give clients options — today we often can only deliver one version.”
