// RevOps

Territory

The defined slice of the market (geography, industry, size, named accounts) a rep is responsible for.

In depth

Good territory design balances TAM, existing pipeline and rep tenure so each rep has a credible path to quota. Annual territory planning is the highest-stakes RevOps exercise of the year.

Related terms

Book of Business

The specific set of accounts a CSM or AE owns for retention and expansion.

Capacity Model

Top-down bookings model: # of reps × ramp-adjusted productivity × attainment assumption × seasonality.

TAM

Total Addressable Market, the total revenue opportunity if you had 100% market share.

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