Case Study: FinancialForce

Financial Software Company Maps Territory Planning Success with Sales Cloud

Run on the world’s #1 CRM platform, Salesforce, FinancialForce is built to enable its users to see a 360-degree view of every customer and unlock powerful insights, deliver dynamic experiences, run a digital business, while achieving agility and resilience.


  • Sales Cloud
    (Territory Planning and Management)
GO LIVE DATE: May 2019



As an Accounting and Financial Software company, FinancialForce was looking for a solution to more equitably distribute accounts amongst its sales team in a way that focuses on quality and quantity.Specifically, the client sought to:

  • Plan account distribution and assignment without spreadsheets
  • Reduce labor intensive elements of account distribution and planning
  • Create plans for change management when introducing new system and processes for the sales operations team
  • Develop standard process for managing edge use cases for account assignment



VALiNTRY360 delivered a Sales Cloud solution that overhauled the sales account distribution process by:

  • Implementing Salesforce Enterprise Territory Management
  • Advising on Territory Planning best practices
  • Creating assignment logic and rules for automated account assignments within territories
  • Used Territory Planning to model account segments on a map easily and quickly carve out regions, new territories or reallocate resources
  • Eliminated the use of the spreadsheet for account planning and distribution
  • Optimized and balanced territories across North America, Latin America, EMEA, and APAC


reduction in labor hours spent on territory planning process