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Size the market before you assign it.

Write the ICP as filters, count the restaurants and operators that fit, and cut territories on the same numbers.

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A segment builder: filters on format, cuisine, reviews, delivery and POS narrow 1.3M restaurants to an ICP. The names and figures are invented.
Workspace / Segments
New segmentQSR chicken on DoorDash
FormatQSR
CuisineChicken
Reviews500+
DeliveryDoorDash
POSToast
From 1.3M restaurants to your ICP
  1. All US restaurants
  2. Quick service
  3. Chicken
  4. On DoorDash
  5. Runs Toast
  6. Your ICP
Territories

Territories cut on one count.

The same segment splits into territories, each counted in venues and in operators.

  • Routes per location, deals per operator
  • Independents and groups apart
One segment split into territories, in venues and operators. The names and figures are invented.
Workspace / Segments / Territories
QSR chicken · 4 territoriesTerritories
TerritoryRepICP venuesOperatorsIndependents
WestAM1,402
CentralJR1,236
SouthRC1,118
EastMH1,013
Segment4 territoriesbalanced on ICP venues
Quota setting

Comparable quotas, counted in accounts.

Each territory's market is sized in ICP accounts and estimated opportunity, not in a rep's guess, so quotas compare across the team. Locations that belong to one operator stay in one account and one territory, so reps never compete for the same buyer.

  • Opportunity per territory, in accounts
  • Comparable quotas across reps
  • No two reps on one operator
Territories with their ICP accounts, estimated opportunity and the quota set from it. The names and figures are invented.
Workspace / Territories / Quotas
QSR chicken · 4 territoriesQuotas
TerritoryRepICP accountsOpportunityQuota
WestAM130$41M26
CentralJR113$37M23
SouthRC124$39M25
EastMH93$31M19
Counted in accountsOne operator, one territoryLocations of one account never split between reps
Comparable quotas
Next market

The next market, on the same fields.

A segment written for the United States runs in Spain or Brazil. Only the delivery platform changes.

  • DoorDash, Glovo or iFood: one field
  • No regional vendors to stitch
The same segment fields in the United States, Spain and Brazil. The names and figures are invented.
Workspace / Markets
Same segmentMarkets
FieldUnited StatesSpainBrazil
FormatQSRQSRQSR
StatusIndependentIndependentIndependent
Delivery platformDoorDashGlovoiFood
Median menu price✓✓✓
Restaurants1.3MUnited States

Keep reading

PlatformMarket mappingEvery restaurant in the market. Independents included.SolutionsAccount deduping4 locations. One operator. One account.IndustriesFoodservice distributorsFoodservice distributors. Every account in the territory, sized.

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