Territory Equity
Territory equity monitoring ensures balanced distribution of opportunity across AE/CSM territories. Imbalances generate coverage signals.Territory Equity Signals
The signal engine monitors territory balance and fires signals when deviation exceeds thresholds:| Signal | Threshold | Severity |
|---|---|---|
territory_imbalance (WARNING) | Territory deviation over 20% from average | WARNING |
territory_imbalance (CRITICAL) | Territory deviation over 40% from average | CRITICAL |
Metrics Tracked per Territory
Fromsam_territories:
| Metric | Description |
|---|---|
total_institutions | Total institutions in territory |
icp_accounts | ICP-qualified accounts |
sam_arr | Serviceable ARR potential |
customer_count | Active customers |
customer_arr | Customer ARR |
penetration_pct | ACV achieved / SAM ARR |
accounts_sold_pct | Customers / ICP accounts |
yoy_growth_pct | Year-over-year growth |
Equity Dimensions
Territory equity is evaluated across multiple dimensions:- Account Load: Number of ICP accounts per territory
- ARR Distribution: Revenue spread across territories
- Penetration Parity: Whether territories have similar penetration rates
- Risk Concentration: Whether at-risk ARR clusters in specific territories
- Pipeline Balance: Whether pipeline value is evenly distributed
Coverage Rules
From the Pipeline Health category:| Rule | Description |
|---|---|
| PH-010 | Pipeline coverage ratio — pipeline value vs ARR (target: 2-3x) |
| ECON-004 | Pipeline coverage gap — coverage below 1.5x quota |
Signal Configuration
Configurable viaSignalThresholds:
| Parameter | Default | Description |
|---|---|---|
territory_imbalance_warning_pct | 20 | Deviation % for WARNING |
territory_imbalance_critical_pct | 40 | Deviation % for CRITICAL |