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Territory design

Territories balanced to the goals you actually care about.

Pick what fair means for your team — ARR, account count, renewals by quarter, tier mix — and Auto-Balance carves books that hit every goal at once. Live deals stay put, disruption stays low, and every run can be undone.

See the goal types
Key capabilities

Everything you need to carve fair books

Optimization scoreEvery goal is a column, every territory a row — and every cell green or red against your threshold.
Auto-BalanceWeighs every goal at once, so evening out ARR doesn't quietly wreck account counts or renewal timing.
Minimal disruptionMinimize reassignment and set receive or release rules per territory, so only the books that need to move do.
LocksHold live deals and key accounts in place. Manual locks expire on their own.
Run reports & undoBefore, retained, removed, added and after for every book, with one-click undo.
Saved profilesSave the setup as a profile and rerun it next quarter.
In the product

The BoogieBoard, live

Every territory a row, every goal a column, every cell scored against your threshold — and Auto-Balance one click away.

The BoogieBoard view: three territory owners scored on ICP accounts, prospect grades and quarterly ARR, with a 100% optimization score.
The BoogieBoard with balanced territories.
Balance goals

Balance, limit and score — on any field you have

Text, numbers, true/false or dates: if it's on the account, you can plan on it. Start from a guided template and stack as many goals as fairness takes.

Goal templates

Pick a goal. See every territory against it.

Start from one of nine ready-made templates for the goals territory teams use most. Choose a template and the account field it should use, and it appears as a new column on the BoogieBoard — every territory turns green or red against it.
  • Balance: share ARR, account count, renewals by quarter or industry mix evenly across territories
  • Limit: cap what a territory can hold, like no more than 300 accounts or a set share of the total
  • Score: place your most important accounts first, or keep accounts with their current owner
Total accounts Numeric totals or buckets Category mix Keep account groups together Dates by quarter Target account count Target % of book Prioritize accounts Minimize reassignment
Fine-tuned control

Decide exactly how accounts are distributed

Layer roles, locks, limits and priorities on top of your goals. The AI balances inside every rule you set, and you can still adjust by hand.

Roles & quota

Balance each role on its own, sized to quota

Senior roles carry bigger books than junior ones. Auto-Balance balances every role group against itself — Enterprise AEs with Enterprise AEs, Commercial with Commercial — and sizes each rep's book to their share of that role's quota.
  • A ramping rep with a smaller quota gets a proportionally smaller book
  • Set quota per role assignment, or distribute a total across territories
  • Every goal is scored within the role, on the same BoogieBoard
Locking rules

Lock accounts to the territory they belong in

Write rules with the same logic builder you use for routing — industry, segment, open deals, anything on the account — and lock every match to a specific territory or rep, to its owner's territory in your data source, or to a territory named on the account. Auto-Balance never moves a locked account, and still counts it, so it balances everything else around them.
  • Test a rule to preview what it would lock before it runs
  • Rules inherit down the territory tree; later rules win
  • Every lock can explain why it exists
How locks work
Limit goals

Cap any territory at what a rep can cover

Add a limit goal to cap how many accounts a territory can hold, and scope it to the part of your model it applies to — a branch, a team or specific territories. The AI keeps every capped book at or under its limit while it balances your other goals.
  • Cap account count, a property total or ownership change
  • Apply limits to a branch or to specific territories
  • Distance and time-zone limits for geographic books
Priority goals

Your best accounts are placed first

Tell Auto-Balance which accounts matter most: the highest ARR, the best ICP fit, or Tier A. When books are capped and not everything fits, the AI places your highest-priority accounts first, so the best accounts are never the ones left uncovered.
  • Prioritize the highest or lowest values of any field
  • Or prioritize specific values, like Tier A
Receive & release

Move only the books that need to move

Choose which books take part in a run and, for each one, whether it can receive accounts, release them, or both. Add a minimize-reassignment goal and the AI keeps accounts with their current owner wherever it can.
  • Receive only for new hires, release only for overloaded books
  • Minimize change by retained owner or retained territory
  • Save the setup as a profile and rerun it next quarter
Run and refine

Run it, review it, tweak it by hand

Every run is explained and reversible — and the result is a starting point you can refine, not a black box you have to accept.

Auto-Balance

One click. Every goal at once. A record of every run.

Auto-Balance's AI explores a huge number of options across every account and every goal, and recommends the design that fits best. Then it shows its work: what stayed, what moved, and where.
  • Before, retained, removed, added and after for every book
  • One-click undo that restores assignments exactly
  • Keep account families together in every run
Manual tweaks

Fine-tune the result in bulk, then lock it in

Know something the data doesn't? Filter the Account List, select the accounts, and assign them to any territory in one step. Choose Assign and lock and they stay put the next time you rebalance.
  • Bulk-assign from any filtered account list
  • Manual locks expire on their own and outrank locking rules in the same role
  • The BoogieBoard shows the effect straight away
Plan vs. live

Score the plan against Salesforce today

Flip the BoogieBoard to Salesforce Live View and the same goals score current CRM ownership. Side by side, you see why the plan is better, and exactly what it asks of each rep before anyone hears about it.
  • Optimization Score for the plan and for today
  • Gained and lost accounts for every territory
  • How many accounts change owner, before you push
Smart Assign

Place a new list without touching anyone else

Event leads, a newly acquired segment, a departed rep's book: select any accounts, send only those to Auto-Balance, and choose which territories can receive them. Everyone else's book stays exactly as it is.
  • Start from any filtered account list
  • Receive-only books keep current accounts in place
  • Place accounts anywhere in the scenario, to goal
In practice

Balanced for whatever you're balancing

Hybrid books by type

Give every rep the same mix of customers and prospects instead of a pile of one.

Renewals evened by quarter

Spread renewal dates so nobody gets a brutal Q4 and an empty Q1.

Prospect grades at year-end

Put your scoring model to work: every rep gets a fair share of A, B and C accounts.

Quota-weighted books

Size each book to its quota share, so a ramping rep gets a ramping territory.

Supporting-role books

Split one territory into distinct BDR books and balance those too.

Geographic books

Balance by ZIP, state or country while keeping territories contiguous.

For the first time, territory carving felt like a strategic advantage, not a necessary evil. My team walked away with clarity and confidence, and that's invaluable.
AB Amber BellaireEnterprise Sales Leader, Fullstory
FAQ

Territory design questions

What can I balance territories on?

Any field on the account: text, numbers, true/false or dates, including calculated fields and rollups from Salesforce objects like open pipeline. Common goals are ARR, account count, renewal dates by quarter, industry or tier mix and prospect grades.

Is Auto-Balance AI?

Yes. Auto-Balance is BoogieBoard's AI territory design. With one click, it explores a huge number of options and recommends territory designs that hit your balance goals while following the go-to-market logic in your territory model. You see exactly what would change, and every run can be undone.

Will rebalancing disrupt my reps?

Only as much as you allow. Add a minimize-reassignment goal, lock accounts with open opportunities, and set territories to receive-only or release-only. Every run lists exactly what moved and can be undone in one click.

Can senior and junior roles be balanced differently?

Yes. Each role group is balanced on its own — Enterprise AEs against Enterprise AEs, Commercial AEs against Commercial AEs — and each rep's book is sized to their share of that role's quota.

Can I cap how many accounts a territory gets?

Yes. A limit goal sets the maximum number of accounts a territory can hold, scoped to a branch or specific territories. Add a priority goal and, when not everything fits, your highest-value accounts are placed first.

Can I balance overlay roles like BDRs and SEs?

Yes. Supporting roles can have their own distinct books inside a territory, and Auto Balance Supporting Roles splits them to goal — then honors those books when pushing to Salesforce.

Keep exploring

Territory mapsBalance by geography Account familiesKeep parents and children together Scenario planningCompare plans before you commit

See your own territories balanced — on the first call.

Bring a CSV or connect Salesforce. We'll build a balanced plan from your real accounts while you watch.

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