This is what Blueprint hands over instead of a spreadsheet: a valued market on a map, territories that re-cut live as the team grows, equity anyone can check at a glance, and the rules of engagement in the same place as the lines. Everything below runs on demo data — on a real engagement it loads the customer's Market Map.
Cut firmographic first, geographic second, round robin inside the geo — and never below the metro. Three reps in San Francisco splitting inbound beats carving San Francisco by zip code.
Bubbles are metros, sized by total addressable value and coloured by the territory they land in. Move the headcount slider and the whole plan re-cuts — that is the argument for carving three steps ahead.
Regions first or countries first? Most teams under ~40 sellers should run one N.A.M. carve with a named E.M.E.A. lane and treat A.P.A.C. / LATAM as overlay coverage until the pipeline justifies a dedicated body. Cutting a region you can't staff is how you get a territory nobody works.
This is the chart that ends the argument. Every territory indexed against the average, on the metric you chose to balance — and the account count sitting right next to the dollars, because those two lie in different directions.
Territory index vs. average
100 = a perfectly average book · bar shows normalized value, dot shows account count
A territory can be rich and empty (one whale) or poor and busy (a hundred small accounts). Reps feel both. Check the dot against the bar before you call a plan fair.
The carve, as a list the sales leader can actually sign. Roster names are placeholders here — on an engagement they come out of the customer's CRM, and vacant slots stay visibly vacant.
| Territory | Owner | Reports to | Reps | Metros | Accounts | Tier 1 | Book value | Index |
|---|
Book value is the raw valuation; the index is normalized. A territory can show a big number and still index near 100 because the valuation ceiling capped an outlier inside it — the gap between those two columns is exactly the conversation to have before anyone signs. RR marks a territory where several reps round-robin the inbound rather than the metro being split.
The same market cut for the headcount they're hiring into. Each of today's reps holds several of tomorrow's territories, so the next hire is a reassignment — not a re-carve, not a re-negotiation.
Flip the role and the same market re-cuts at that role's coverage ratio. Pods on means everyone inherits the seller's lines; pods off means each function carves independently.
The one exception
Sales engineers are the only role where a product cut usually works — bring in the S.E. who knows that product, across account teams. Splitting sellers by product almost never works outside a post-acquisition org that inherited two separate sales motions.
The map is what people look at. This is what they argue about. Answer every one of these in discovery — each unanswered row is somebody's political fight in month two. Set them here and export the doc.