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<mxCell id="t" value="Territories: carved on potential, assigned by rule" style="text;html=1;fontSize=20;fontStyle=1;align=left;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontColor=#0F172A;" vertex="1" parent="1"><mxGeometry x="40" y="40" width="900" height="30" as="geometry"/></mxCell>
<mxCell id="sub" value="A territory is the set of accounts one rep owns. The carve is the rule that divides accounts among reps, and it differs by segment." style="text;html=1;fontSize=12;align=left;whiteSpace=wrap;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontColor=#64748B;" vertex="1" parent="1"><mxGeometry x="40" y="70" width="980" height="24" as="geometry"/></mxCell>
<mxCell id="u" value="Account universe&lt;br&gt;&lt;small&gt;every account that fits the ideal customer profile (ICP), enriched with company data&lt;/small&gt;" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=14;fillColor=#FFFFFF;strokeColor=#94A3B8;fontColor=#0F172A;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="1"><mxGeometry x="40" y="120" width="215" height="100" as="geometry"/></mxCell>
<mxCell id="sc" value="Score potential&lt;br&gt;&lt;small&gt;firmographic fit, intent signals (research that suggests a buying cycle), current spend with us or a competitor&lt;/small&gt;" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=14;fillColor=#EFF6FF;strokeColor=#2563EB;fontColor=#0F172A;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="1"><mxGeometry x="295" y="120" width="215" height="100" as="geometry"/></mxCell>
<UserObject label="Segment&lt;br&gt;&lt;small&gt;size bands from the annual plan; each band has its own motion&lt;/small&gt;" link="/revops/plan" id="sg"><mxCell style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=14;fillColor=#EFF6FF;strokeColor=#2563EB;fontColor=#0F172A;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="1"><mxGeometry x="550" y="120" width="215" height="100" as="geometry"/></mxCell></UserObject>
<mxCell id="cv" value="Choose the carve&lt;br&gt;&lt;small&gt;per segment: named, geographic, industry or pooled&lt;/small&gt;" style="shape=hexagon;perimeter=hexagonPerimeter2;size=0.18;whiteSpace=wrap;html=1;fontSize=14;fillColor=#EFF6FF;strokeColor=#2563EB;fontColor=#0F172A;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="1"><mxGeometry x="805" y="120" width="215" height="100" as="geometry"/></mxCell>
<mxCell id="pub" value="Publish with the plan&lt;br&gt;&lt;small&gt;loaded in the CRM with quotas before the year starts&lt;/small&gt;" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=14;fillColor=#EFF6FF;strokeColor=#2563EB;fontColor=#0F172A;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="1"><mxGeometry x="40" y="270" width="300" height="90" as="geometry"/></mxCell>
<UserObject label="Assign owners&lt;br&gt;&lt;small&gt;keep existing relationships where possible; routing reads the result&lt;/small&gt;" link="/routing" id="as"><mxCell style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=14;fillColor=#EFF6FF;strokeColor=#2563EB;fontColor=#0F172A;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="1"><mxGeometry x="380" y="270" width="300" height="90" as="geometry"/></mxCell></UserObject>
<mxCell id="bal" value="Balance&lt;br&gt;&lt;small&gt;on potential, not account count, within a tolerance: the allowed gap between territories&lt;/small&gt;" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=14;fillColor=#EFF6FF;strokeColor=#2563EB;fontColor=#0F172A;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="1"><mxGeometry x="720" y="270" width="300" height="90" as="geometry"/></mxCell>
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<mxCell id="own" value="owner · RevOps builds the carve; sales leaders review and sign their territories; changes mid-year only by written rule.  measured by · potential per territory vs the tolerance, attainment spread by territory" style="text;html=1;fontSize=11;align=left;whiteSpace=wrap;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontColor=#64748B;" vertex="1" parent="1"><mxGeometry x="40" y="380" width="980" height="34" as="geometry"/></mxCell>
<mxCell id="seg" value="CARVE BY SEGMENT" style="swimlane;startSize=26;html=1;fillColor=#F8FAFC;strokeColor=#CBD5E1;fontColor=#475569;fontSize=11;fontStyle=1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;rounded=1;arcSize=6;pointerEvents=0;" vertex="1" parent="1"><mxGeometry x="40" y="426" width="980" height="112" as="geometry"/></mxCell>
<mxCell id="seg1" value="&lt;b&gt;Enterprise&lt;/b&gt;&lt;br&gt;named accounts; small books, deep coverage" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=12;align=left;spacingLeft=10;fillColor=#FFFFFF;strokeColor=#CBD5E1;fontColor=#334155;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="seg"><mxGeometry x="16" y="36" width="228" height="62" as="geometry"/></mxCell>
<mxCell id="seg2" value="&lt;b&gt;Mid-market&lt;/b&gt;&lt;br&gt;carved by geography or industry; larger books" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=12;align=left;spacingLeft=10;fillColor=#FFFFFF;strokeColor=#CBD5E1;fontColor=#334155;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="seg"><mxGeometry x="256" y="36" width="228" height="62" as="geometry"/></mxCell>
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<mxCell id="seg4" value="&lt;b&gt;Product-led&lt;/b&gt;&lt;br&gt;no owner until an account crosses the sales-assist threshold" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=12;align=left;spacingLeft=10;fillColor=#FFFFFF;strokeColor=#CBD5E1;fontColor=#334155;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="seg"><mxGeometry x="736" y="36" width="228" height="62" as="geometry"/></mxCell>
<mxCell id="ov" value="OVERLAYS · ROLES THAT SUPPORT TERRITORIES WITHOUT OWNING THE ACCOUNTS" style="swimlane;startSize=26;html=1;fillColor=#F8FAFC;strokeColor=#CBD5E1;fontColor=#475569;fontSize=11;fontStyle=1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;rounded=1;arcSize=6;pointerEvents=0;" vertex="1" parent="1"><mxGeometry x="40" y="550" width="980" height="112" as="geometry"/></mxCell>
<mxCell id="ov1" value="&lt;b&gt;Partner managers&lt;/b&gt;&lt;br&gt;by partner, not by account" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=12;align=left;spacingLeft=10;fillColor=#FFFFFF;strokeColor=#CBD5E1;fontColor=#334155;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="ov"><mxGeometry x="16" y="36" width="228" height="62" as="geometry"/></mxCell>
<mxCell id="ov2" value="&lt;b&gt;Sales Engineers (SEs)&lt;/b&gt;&lt;br&gt;by segment or region" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=12;align=left;spacingLeft=10;fillColor=#FFFFFF;strokeColor=#CBD5E1;fontColor=#334155;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="ov"><mxGeometry x="256" y="36" width="228" height="62" as="geometry"/></mxCell>
<mxCell id="ov3" value="&lt;b&gt;Sales-assist pool&lt;/b&gt;&lt;br&gt;works product-led accounts once they cross the threshold" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=12;align=left;spacingLeft=10;fillColor=#FFFFFF;strokeColor=#CBD5E1;fontColor=#334155;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="ov"><mxGeometry x="496" y="36" width="228" height="62" as="geometry"/></mxCell>
<mxCell id="ov4" value="&lt;b&gt;CSM books&lt;/b&gt;&lt;br&gt;sized by ARR and complexity, not account count" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=12;align=left;spacingLeft=10;fillColor=#FFFFFF;strokeColor=#CBD5E1;fontColor=#334155;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="ov"><mxGeometry x="736" y="36" width="228" height="62" as="geometry"/></mxCell>
<mxCell id="roe" value="RULES OF ENGAGEMENT · WHO OWNS WHAT WHEN IT IS NOT OBVIOUS" style="swimlane;startSize=26;html=1;fillColor=#F8FAFC;strokeColor=#CBD5E1;fontColor=#475569;fontSize=11;fontStyle=1;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;rounded=1;arcSize=6;pointerEvents=0;" vertex="1" parent="1"><mxGeometry x="40" y="674" width="980" height="120" as="geometry"/></mxCell>
<mxCell id="roe1" value="&lt;b&gt;New contact, owned account&lt;/b&gt;&lt;br&gt;goes to the account owner, whatever the source" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=12;align=left;spacingLeft=10;fillColor=#FFFFFF;strokeColor=#CBD5E1;fontColor=#334155;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="roe"><mxGeometry x="16" y="36" width="228" height="70" as="geometry"/></mxCell>
<mxCell id="roe2" value="&lt;b&gt;Parent and child accounts&lt;/b&gt;&lt;br&gt;roll up to the parent&#x27;s owner" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=12;align=left;spacingLeft=10;fillColor=#FFFFFF;strokeColor=#CBD5E1;fontColor=#334155;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="roe"><mxGeometry x="256" y="36" width="228" height="70" as="geometry"/></mxCell>
<mxCell id="roe3" value="&lt;b&gt;Account changes segment&lt;/b&gt;&lt;br&gt;changes owner only at a defined window, not the day it crosses" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=12;align=left;spacingLeft=10;fillColor=#FFFFFF;strokeColor=#CBD5E1;fontColor=#334155;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="roe"><mxGeometry x="496" y="36" width="228" height="70" as="geometry"/></mxCell>
<mxCell id="roe4" value="&lt;b&gt;Rep leaves&lt;/b&gt;&lt;br&gt;book reassigned by rule; late-stage opportunities keep a named interim owner" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=12;align=left;spacingLeft=10;fillColor=#FFFFFF;strokeColor=#CBD5E1;fontColor=#334155;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="roe"><mxGeometry x="736" y="36" width="228" height="70" as="geometry"/></mxCell>
<mxCell id="note" value="Where companies vary: some carve mid-market by industry to build expertise, others by geography for time zones and travel. Either works if the territories are balanced on potential. Ownership stays at the account level, so a territory change moves accounts, and their open opportunities follow the rules above." style="text;html=1;fontSize=11;align=left;whiteSpace=wrap;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;fontColor=#64748B;" vertex="1" parent="1"><mxGeometry x="40" y="806" width="980" height="34" as="geometry"/></mxCell>
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