Case Study: Expel achieves faster, scalable territory planning with CaptivateIQ Planning

Territories in Hours, Not Days Expel’s Sales Planning Breakthrough

Expel, a cybersecurity company, was using spreadsheets to manage complex territory planning across 80,000+ accounts, with routing logic that included parent-child hierarchies, private equity ownership, and zip-code-level coverage. The process was fragile, hard to maintain, and slowed down by long, error-prone manual work. Expel was already using CaptivateIQ Incentives for commissions and turned to CaptivateIQ Planning to solve the territory-planning challenge.

With CaptivateIQ Planning, Expel rebuilt its territory logic in a scalable platform, integrated Salesforce data, and used dashboards to run collaborative live planning sessions. The results were dramatic: territory carving was completed in under 9 hours, including 6 hours for enterprise territories and 2.5 hours for commercial, while improving alignment, decision quality, and confidence. Expel said the process became faster, more collaborative, and more scalable with CaptivateIQ.

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