DunfordSales

Account Executive

Territory Mapping Recommendations

I've been supporting Minnesota to Lousianna and everything west of it from $100m - $1bn in revenue, selling a saas security platform. We're planning to bring in two more reps and divide the territory by alphabet (i.e one rep has A, D, G...) and wondering if anyone has any insight in finding an easy way to determine which letter accounts I should take.

B, E, H, K, N, Q, T, W, Z

A, D, G, J, M, P, S, V, Y

Numbers, C, F, I, L, O, R, U, X

Thinking of doing a Linkedin/Zoominfo search and compare it to what I've prospected so far (250-300 accouns) but open to any suggestions.

**Start-up so no previous pipeline outside what I've built**

🔎 Prospecting

☁️ Software Tech

🗺 Territory

14 comments

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poweredbycaffeine

WR Lieutenant

☕️

This seems like an asinine way to map territories. The alphabet? For real?

Why not by geography, company size, revenue bands...you know...the normal account segmentation analysis.

Unless you work in Insurance, then this makes no sense to me.

DunfordSales

Account Executive

Aggressive GTM and building out a brand new sales team. Targeting software companies so if someone has California or PNW versus mid-west/central, managing pipeline and # of deals isn't feasible for that rep.

Any named account based on 100m - 1bn in revenue is the caveat and we are a start-up so no previous pipeline outside what I've built in the past 6 months

poweredbycaffeine

WR Lieutenant

☕️

Still not supporting an alphabet model.

DunfordSales

Account Executive

I agree and was not my decision, just looking for advice here on how to pick between:

B, E, H, K, N, Q, T, W, Z

A, D, G, J, M, P, S, V, Y

Numbers, C, F, I, L, O, R, U, X

CuriousFox

WR Officer

🦊

What makes you want to go this route?

DunfordSales

Account Executive

Not my decision but based on our conversion rate and GTM. See my comment above to powered caffeine

CuriousFox

WR Officer

🦊

Gotcha.

Sunbunny31

Politicker

Sr Sales Executive 🐰

If you get to keep your existing accounts as you stated, then this is really a gamble. With that in mind, might as well throw darts at a dashboard.

This is really the kind of thing you'd have seen in the dotcom era...two decades ago.

braintank

Politicker

Enterprise Account Executive

My first sales job (SDR before the term was invented) did territories like this. My letters were D, K, N, Z.

Every day I'd grab the WSJ and peruse their alphabetical index of company news. God I feel old...

Sunbunny31

Politicker

Sr Sales Executive 🐰

I only reluctantly brought up dotcom because, yeah, I feel old too.

buckets1

Politicker

I’d look at the largest and most realistic opps in my pipeline that may push until after the new reps are hired and take the part of the alphabet that has the most of those.

DunfordSales

Account Executive

Yeah I'm keeping everything that I've been working/qualified till Q3 so that's not an issue

buckets1

Politicker

Not sure then 🤷🏼‍♀️. Feels like a shot in the dark compared to choosing by geography which is probably why they’re doing it this way. To make it more fair.

DunfordSales

Account Executive

Exactly, I'm filtering out all acounts that fall in the west by alphabet across zoominfo, crunchbase, and my personal account list to get an idea and think it's my best bet

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DunfordSales

Territory Mapping Recommendations

14 comments

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