The Fullcast revenue AI blog

In a crowded market, clarity creates advantage. With 77% of consumers preferring to buy from brands that share the same values, a strong identity signals who you serve and why you matter. Yet, many companies jump straight to go-to-market execution. They design territories and set quotas without first defining who they are and why they win. […]

SALT LAKE CITY, Dec. 3, 2025 /PRNewswire/ — Fullcast, the leading platform for Go-to-Market (GTM) planning and execution, today announced the appointment of Ryan Northington as the company’s Chief Customer Officer. In this new role, Northington will lead the entire Customer Experience organization — including customer success, implementation and customer support — focusing on delivering exceptional value […]

Your pipeline coverage looks healthy and your CRM dashboard is green, yet quarter after quarter, deals slip and forecasts are missed. While companies with well-managed sales pipelines see 28% higher revenue, that high-level view often hides critical risks brewing at the deal level. The problem lies in a common blind spot: confusing the health of the […]

According to our latest research, a staggering 76.6% of sellers missed their quota in the first half of 2025, revealing a major gap between planning and performance. This is not just a sales issue. It signals structural misalignment across the revenue engine. The primary cause is a disconnect between where reps sell (territories), what they are expected […]

Missed forecasts burn cash, stall hiring, and erode trust. The path to accurate forecasting looks very different for a 50-person company versus a 5,000-person 1. With over 34.75 million small businesses in the US, a massive segment of the economy relies on forecasting built for high-velocity sales cycles and leaner data sets. Yet the very models that […]

Most sales leaders cite the standard 60:40 ratio of salary to commission. Too often, leaders build compensation plans in disconnected spreadsheets, separated from territory design, quota setting, and the overall GTM strategy. The result is predictable: Slack threads arguing over payouts, reps running shadow spreadsheets, and forecasts you cannot defend. Treat compensation as a strategic lever inside […]

Despite access to more data than ever, sales forecasting is getting worse, not better. A recent Forbes report found that 67% of sales operations leaders agree that creating accurate forecasts is harder today than it was just three years ago. This growing uncertainty leads to missed revenue targets, poor resource allocation, and demotivated sales teams. The root […]

This strategic combination creates a powerhouse in the sales technology landscape, offering an end-to-end solution for revenue teams to plan, execute and optimize their GTM strategies with unparalleled data-driven insights. SALT LAKE CITY, Utah—August 28, 2025—Fullcast, the leading sales performance planning and execution platform, today announced the acquisition of Ebsta, a prominent revenue intelligence platform. […]

This acquisition brings together two industry leaders to create a comprehensive, AI-powered product suite that manages the entire revenue lifecycle, from planning and territory management to sales coaching and commission payment. SALT LAKE CITY, Utah—August 27, 2025—Fullcast, an end-to-end sales performance management platform for GTM planning and execution, today announced its acquisition of Atrium, a […]