Gradient Works FAQ

Company and General

What does Gradient Works do? Gradient Works helps commercial sales teams create more pipeline by replacing static territories with dynamic books — smaller, higher-quality account sets that refresh automatically based on fit, timing, and rep capacity. One platform to select the right accounts with AI, assign them to the right reps, and hold everyone accountable for coverage.

Who is Gradient Works for? Upper mid-market B2B software companies with 200–2,500 employees, a commercial sales team, and Salesforce as their CRM. 

Who are the primary buyers? RevOps and Sales Ops leaders are typically the champion and decision maker. CROs and VPs of Sales are economic buyers. BDR/SDR leaders are often strong champions because dynamic books directly improves their team's results.

What problem does Gradient Works solve? Most B2B sales teams assign reps thousands of accounts they can't possibly work — good accounts go untouched, attainment is uneven, and territories only get re-planned once a year. Gradient Works fixes this by giving every rep a focused, high-quality book of accounts that auto-refreshes so nothing falls through the cracks.

What are "dynamic books"? Dynamic books are the replacement for static territories. Instead of handing a rep 1,000+ accounts in a territory they'll never fully work, dynamic books give each rep a smaller set of high-fit accounts — automatically refreshed when accounts go unengaged, reps change, or market conditions shift.

Is Gradient Works a Salesforce tool? Bookbuilder — the dynamic book management product — is a native Salesforce package. Account Research (Market Map, AI Researcher, Lookalikes) and Carve territory planning also support HubSpot and CSV imports. Salesforce is required for the full platform.

Is Gradient Works SOC 2 certified? Yes. Gradient Works is SOC 2 Type 2 certified (2025 audit). Details at gradient.works/trust.

Product

What products does Gradient Works offer? Gradient Works is organized around three jobs, with functionality for each:

• Select Accounts: Market Map, AI Researcher, Lookalikes (all in app.gradient.works)

• Assign Accounts: Bookbuilder (Target Books, Distributions, Retrievals), Routing, Carve territory planning

• Drive Accountability: Analytics

What is Market Map? Market Map scores and clusters your account universe (0–100) based on similarity to your best customers. It helps you prioritize which accounts to focus on and identify untapped segments.

What is AI Researcher? AI Researcher lets you ask custom questions about your prospects and get structured answers at scale — for example, "Does this company use Outreach?" or "Is this account in a regulated industry?" You choose the AI model (more powerful = higher quality but more credits per account) and can preview results on a sample before running at scale.

What are Lookalikes? Lookalikes finds net-new accounts similar to your best customers that aren't already in your CRM. Each lookalike account identified costs 1 credit.

What is Bookbuilder? Bookbuilder is a native Salesforce package that manages dynamic territory and book assignment. It includes:

• Target Books — rules for what types of accounts each rep should work and how many

• Distributions — automated bulk assignment of high-fit accounts to rep books

• Retrievals — reclaiming unengaged accounts (use-it-or-lose-it) back to the ready pool

• Routing — lead-to-account matching and assignment via Salesforce Flow

What is Carve? Carve is AI-powered territory planning. Describe your needs in natural language, and Carve generates multiple fair territory scenarios in minutes — 5x faster than spreadsheet-based planning. It's currently in private beta and included in all paid plans.

What analytics does Gradient Works provide? Gradient Works tracks pipeline creation, account coverage (what % of accounts reps have engaged), opportunity creation rate (OCR), and rep-level coaching metrics. It helps you see which segments and strategies are working.

What integrations does Gradient Works support? Salesforce (required for Bookbuilder), HubSpot (Account Research and Carve), Slack, Salesloft, Outreach, Google Calendar, and Office 365. CSV import is also available.

What CRM do I need? Salesforce is required for the full platform including dynamic book management, distributions, retrievals, and routing. HubSpot is supported for Account Research and Carve territory planning. CSV import works for account research.

Pricing

How much does Gradient Works cost? There are three tiers:

• Free. Includes 1,000 credits, 1 Carve scenario, and account scoring.
• Growth — $799/month (billed annually). Includes 36,000 credits, up to 10 rep users, up to 10,000 dynamic accounts, and the full platform.
• Enterprise — Custom pricing. Up to 2M credits, up to 1,000 rep users, managed AI Researchers, and premium support.

Do you offer monthly billing? No. All plans are billed annually. A 3-month POC option is available for teams that want to prove ROI before committing to an annual contract.

How do credits work? Credits are the consumption unit for AI-powered features — Market Map scoring, AI Researcher enrichment, Lookalikes discovery, and Carve territory planning. Each tier includes a credit allocation (1K Free, 36K Growth, up to 2M Enterprise). Additional credits start at $.05/credit. AI Researcher has a preview mode to test prompts on a sample before running at scale, which helps conserve credits.

Are admin users free? Yes. Admin users (ops team members who configure and manage Gradient Works) are always free. You only pay for rep user licenses.

What's included in the Growth tier? Dynamic book management, lead/account routing, AI account research (Market Map, AI Researcher, Lookalikes), Carve territory planning (unlimited projects), rep coaching with engagement analytics, and integrations with Slack, Salesloft, Outreach, Google Calendar, and Office 365.

What's the ROI of Gradient Works? At a typical ICP customer (20 reps, K ACV, 20% win rate), Gradient Works generates one more opportunity per rep per month. That yields 240 additional opps/year, 48 additional wins, and K in new revenue annually.

Can I try it before committing? Yes. The Free tier lets you try Carve and account scoring with your own data at no cost. For the full platform, a 3-month POC option is available to qualified prospects.

Customers and Results

Who are some Gradient Works customers? Customers include Box, Gusto, SPINS, QuotaPath, Procurify, Beekeeper, Thoropass, Impact.com, Upwork, BlueGrace, SBI, ChurnZero, and Zilla Security.

What results have customers seen?

• SPINS: Win rate improved from 13% to 20% in one year; accounts per rep reduced from 3,000 to 300–400

   

• Box: Increased deal sizes, better coverage, more equitable distribution; accounts per rep down from 2,000+ to 200–250

   

• Procurify: Accounts per rep reduced from thousands to 250

   

• QuotaPath: Automated MQL distribution, enabling sales org to scale

   

• Aggregate: +16% more opps per rep, new reps hitting quota within 4 months, dynamic books delivering 50% more opps than static territories

   

How fast can I expect results? Implementation typically takes 2–4 weeks. New reps commonly hit quota within 4 months with dynamic books. Many customers see pipeline improvements within the first quarter.

What do customers say about Gradient Works?

"We used to hand reps zip codes. Now, we hand them opportunity." — Nora Soza, Sr Director GTM Strategy & Operations, Box

"This has been my favorite transformational system change for our business." — Nora Soza, Sr Director GTM Strategy & Operations, Box

"Our reps are thrilled because they know the accounts we assign from Gradient Works are going to be worth reaching out to." — Sales Ops Manager, Thoropass

"With dynamic books, we can quickly react to what's going on in the market and refocus our energy on industries where deals are still moving." — Kevin McKeown, CRO at Beekeeper

Implementation and Technical

How long does implementation take? Typically 2–4 weeks with Gradient Works-led implementation.

Do I need technical resources to implement? No. Gradient Works leads the implementation. For Enterprise customers, a Managed AI Researcher service is also available — meaning the Gradient Works team runs AI Researcher tasks for you if you don't have the technical resources or have complex research needs.

Does Gradient Works replace my existing sales tools? No. Gradient Works is additive. Bookbuilder is a native Salesforce package, so it works inside your existing CRM. Account Research integrates with your enrichment and sequencing tools (Outreach, Salesloft). You keep what works and Gradient Works handles account selection, assignment, and accountability.

Is Gradient Works built on Salesforce? Bookbuilder is a managed package installed directly in Salesforce. Account Research (in our web app) is a standalone web app that connects to Salesforce via integration.

What happens when a rep leaves or a new rep joins? Dynamic books handle rep changes automatically. When a rep leaves, their accounts go back to the ready pool and get redistributed. New reps get a prioritized book of high-fit accounts immediately — rather than inheriting the leftovers of a static territory.

How does Gradient Works compare?

Is Gradient Works an alternative to managing territories in spreadsheets? Yes — spreadsheets are the most common thing we replace. 83% of sales teams still design territories with them. The problems are predictable: plans go stale within months, good accounts go untouched between re-carves, and any headcount change triggers days of manual work. Gradient Works replaces that cycle with Carve (AI-powered territory planning in minutes, not weeks) and Bookbuilder (automatic account distribution and retrieval that runs continuously). Most teams that switch describe the difference as going from a once-a-year plan to a system that's always current.

How does Gradient Works compare to LeanData? LeanData is a lead routing tool — it solves the last mile of getting an inbound lead to the right rep. Gradient Works handles the full account lifecycle: which accounts should each rep be targeting (Market Map scoring), how territories should be carved (Carve), which accounts flow into each rep's book (Bookbuilder), how inbound leads get matched and routed (Routing, built natively on Salesforce Flow), and whether the coverage is actually converting to pipeline (Analytics). If you're evaluating both, the question is whether routing alone is your problem, or whether the whole upstream system needs work too.

How does Gradient Works compare to Fullcast? Fullcast has been assembling a RevOps platform through acquisitions — four in 2025 alone. Gradient Works built an integrated system from the ground up around one idea: dynamic books. The practical difference shows up in how the pieces work together. When scoring, planning, book management, routing, and analytics are built as a single system, account data flows through each step automatically. When they're stitched from separate acquisitions, that handoff usually requires configuration, and something breaks when your data or headcount changes.

Does Gradient Works replace Salesforce's territory management (ETM)? No — and that's a feature, not a limitation. Bookbuilder is a native Salesforce managed package, so it runs inside your existing Salesforce org with your existing data model. Salesforce's Enterprise Territory Management is rigid by design: it supports one active territory model at a time, doesn't handle dynamic book management or automated account retrieval, and requires significant admin overhead to maintain. Gradient Works adds dynamic books, AI account scoring, and pipeline analytics on top of Salesforce's infrastructure — it does what ETM can't, without replacing what Salesforce already does well.

How does Gradient Works compare to Clay? Clay is a powerful data enrichment tool — it excels at building and enriching lists of accounts at scale. Gradient Works has enrichment too (AI Researcher lets you ask any question about your accounts and get structured answers). The difference is what happens after enrichment. Clay gives you better data. Gradient Works takes that data, scores your account universe by fit, fills rep books with the highest-scoring accounts automatically, keeps those books current as reps work, and measures which accounts are converting to pipeline. If enrichment is your only problem, Clay is purpose-built for it. If the problem is that reps still don't know what to work after enrichment, that's where Gradient Works fits.

How does Gradient Works compare to Keyplay or GoodFit? Both are ICP scoring tools — they do one part of what Market Map does. The gap they share is distribution: scores land as a CRM field, and it's up to RevOps or reps to act on them. Most don't. Gradient Works connects the score to what happens next: high-scoring accounts flow automatically into rep books via Bookbuilder distributions, and Analytics shows whether those scored accounts are getting worked and converting to pipeline. A score that doesn't change rep behavior is a data project. Gradient Works turns it into a pipeline system.