Territory Planning & Prioritisation

Build a territory plan where every account is scored on strategic signals, not just employee count and industry code. This playbook walks you through importing accounts, enriching them, building a scoring model, and segmenting your territory so your team knows exactly where to focus.

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Step 1: Create the Territory (10 min)

Go to Territory → Territory Management and create a new territory. Import accounts via one of:

• CSV upload - Export from your CRM or spreadsheet. Minimum fields: company name, domain. PG:AI matches and deduplicates.
• CRM sync - If connected, pull accounts directly from Salesforce or HubSpot with filters (e.g. all accounts owned by a specific rep, all accounts in a specific segment).
• Manual add - For smaller territories, add accounts individually.

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Step 2: Configure Enrichment (5 min)

Go to Territory → Enrichment and configure which intelligence modules to activate for this territory:

• Strategic Insights Scoring - Score accounts against strategic criteria you define (e.g. “Is this company prioritising cloud migration?”)
• Tech Stack - Detect technologies from job postings. Essential if you want to score on technology fit.
• Jobs & Hiring Signals - Track hiring patterns and hiring volume by role.
• Employee Groups - Count employees matching specific role patterns (e.g. “How many data engineers work here?”)

Enable the modules relevant to your scoring approach, then run enrichment. This processes in the background - for 200 accounts, expect 30-60 minutes.

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Step 3: Define Strategic Insight Criteria (15 min)

Go to Territory → Strategic Insights Scoring. This is where you define the strategic topics that matter for your business. For each criterion, define:

• Name - e.g. “Cloud Migration Priority”
• Description - What you’re looking for. The more specific, the better the scoring. E.g. “Evidence that this company is actively migrating workloads to public cloud (AWS, Azure, GCP), including infrastructure modernisation, cloud-native development, or data platform migration.”

PG:AI scores every account 0-100 against each criterion based on the strategic intelligence it’s gathered. Tips for good criteria:

• Be specific about what you’re looking for. “Digital transformation” is too vague. “Migrating on-premise databases to cloud-native data platforms” is specific enough to score accurately.
• Use 3-5 criteria. More than that dilutes the signal.
• Include at least one negative criterion if relevant (e.g. “In cost-cutting mode with hiring freeze” might be a signal to deprioritise).

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Step 4: Build the Scoring Model (10 min)

Go to Territory → Scoring Models. Create a model that combines your signals into a single PG:AI Score per account. Available signal categories:

• Strategic Insight criteria scores (from Step 3)
• Tech stack signals (favourite technologies present/absent)
• Hiring signals (hiring volume, specific role patterns)
• Employee groups (headcount matching role patterns)
• Firmographic data (revenue, employee count, industry)

Weight each signal based on importance. A typical starting point:

• Strategic alignment: 40%
• Technology fit: 25%
• Hiring signals: 15%
• Firmographics: 20%

Then run the model across the territory.

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Step 5: Validate the Model (15 min)

This is the step that makes the difference between a scoring model that works and one that doesn’t. Take your known outcomes - closed-won deals from the last 6-12 months and closed-lost deals - and check how they score:

• Do won accounts score higher on average than lost accounts?
• Are your best customers in the top tier?
• Are accounts you know are poor fit scoring low?

If the model ranks your known good accounts higher than your known bad accounts, it’s working. If not, adjust the weights and criteria.

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Step 6: Review and Segment (15 min)

Go to Territory → Analytics to see how the territory looks:

• Score distribution - How are accounts distributed across score tiers? You want a bell curve or pyramid, not everything clustered in the middle.
• Segment breakdown - If you have segments (industry, size, geography), how does scoring vary across them?
• Coverage - How many accounts are enriched? Any gaps?

Use this to create segments:

• Tier 1 (top 20%) - Deep engagement, full account plans, regular touchpoints
• Tier 2 (next 30%) - Active prospecting, meeting prep on demand
• Tier 3 (bottom 50%) - Monitoring only, engage when signals change

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Step 7: Assign and Distribute (10 min)

Use Scenarios & Recommendations to model different territory assignments:

• Balance by score tier (each rep gets a fair mix of Tier 1/2/3)
• Balance by geography or industry
• Balance by total account count or total score value

Review the AI recommendations, accept or adjust, and publish the assignments.

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What You Should Have Now

• Every account enriched with strategic intelligence, tech stack, hiring signals
• A validated scoring model that ranks accounts on strategic fit
• Score-based segmentation (Tier 1/2/3)
• Territory assignments balanced and published
• Analytics showing territory health and distribution

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Tips

• Revisit scoring quarterly. Markets change, your ICP evolves, and the model should evolve with it. Run validation against recent outcomes every quarter.
• Use Custom Columns for ad-hoc analysis. Need to know something specific across all accounts? Custom Columns let you ask any question and get AI-researched answers at scale.
• Don’t over-engineer. 3-5 scoring criteria with reasonable weights beats a complex model with 15 criteria that nobody understands.
• Export to CRM. Push scores and key enrichment data back to Salesforce/HubSpot so reps see it in their daily workflow, not just in PG:AI.

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