Northwind · GTM Operations · Territory Planning
Build a structure, see the new-business capacity it creates, and see how much of that capacity the account base can actually support. Coverage is the answer; the supporting tabs are where its inputs come from.
The model cannot resolve these. Each one changes the answer.
New. New hires carry a ramped number in year one rather than a full quota. Attrition applies to everyone above — existing reps and new hires alike.
Majors has been described as “the top third of Enterprise.” That phrase has no threshold behind it. The cutline drives the Majors layer on this sheet.
Not every data problem changes the answer. Ten were found. Three would move a verdict, and the worst of them puts two wrong companies inside the priority tier.
Everything altered in the segmentation build, and what it did to the numbers. Nothing here changes the addressable market — it changes how reliably the market can be measured.