Overview

Territory Analytics shows how each territory is performing against its potential, where coverage is thin, and where territories may need splitting or merging. It reads the territories you set up in Territory Settings: their accounts, assigned reps and annual revenue potential (TAM).

Opening Territory Analytics

Open Revenue Engine from the sidebar.
Scroll to the Operating View. Its heading ends in OPERATING VIEW, for example SEGMENT OPERATING VIEW. See the Operating View guide.
In the view switcher, choose Market. If By segment is switched on, switch it off.
Under the table, click Territory analytics →.

If Market is greyed out, hover it to see why: “No market territories yet. Add geographic territories in Territory Settings.” To go back, use the Revenue Engine link at the top left of the page.

Filters

All Territory Types: narrow the page to Geographic, Industry/Vertical, Named Accounts or Market Segment territories. Custom territories appear only under All Territory Types.
Show gaps only: list only territories that have a coverage gap.
Min health score: enter a value from 0 to 100 to hide territories below that health score. Clear the box to show them all.

The territory type filter applies to the whole page. Show gaps only and Min health score filter the Territory Performance list only.

Summary tiles

Total Territories: active territories that match the type filter.
Coverage %: the share of your accounts that have at least one opportunity.
Total TAM: the combined annual revenue potential of your territories. Parent territories that only group others are left out, so nested territories aren’t counted twice.
Gap Value: the combined potential revenue of every coverage gap found (see Coverage Gaps below).

Money and the FX footnote

On the tiles and territory cards, amounts are shown in millions, with your reporting currency’s symbol when one is set. Territory money is converted into your reporting currency: closed-won deals at the rate for the month they closed, and open pipeline and TAM at the latest rate.

When anything was converted or left out, a footnote under the tiles explains it:

“FX converted to NZD, rates as of Oct 2026.” It adds “nearest available monthly rate used where a month is missing” when a fallback month was used.
An amber warning starting “Excluded from totals, no exchange rate:” lists the records left out because their currency has no rate, with an Add exchange rates link to Revenue Intelligence Settings.

To add rates, see Reporting Currency & Exchange Rates.

The three tabs

Territory Performance

Up to ten territories, highest TAM realisation first. Each card shows the territory name, its type in brackets, a Health pill and five figures:

TAM: the territory’s annual revenue potential.
Closed Won: revenue won from the territory’s accounts in the current sales period.
TAM Real%: Closed Won as a percentage of TAM.
Coverage: the share of the territory’s accounts that have at least one opportunity.
Reps: the number of reps assigned to the territory.

The health score runs from 0 to 100. Coverage counts for 40% (full marks from about two-thirds of accounts covered), TAM realisation for 40% (full marks at 100%), and having at least one assigned rep for 20%. The pill is green from 80, amber from 60 and red below 60. Click a card to open its details.

Coverage Gaps

A note at the top, “Coverage gaps are identified when:”, lists the three triggers. Each gap shows a priority (HIGH or MEDIUM), its type, the territory or account name, its Potential and a recommendation. Up to ten gaps are listed, largest potential first.

UNASSIGNED TERRITORY (high): no reps are assigned. Potential is the territory’s TAM.
UNDER RESOURCED (medium): more than 50 accounts per rep. The card adds Current: N reps • Accounts per rep: N • Recommended: N reps, based on about 25 accounts per rep.
DORMANT HIGH VALUE (high): an account with annual revenue of 1M or more and no new opportunity in the last 90 days. Potential is 10% of the account’s annual revenue.

If there are none, the tab reads No coverage gaps identified.

Rebalancing

Split territory: Closed Won is more than 150% of TAM, which suggests untapped potential.
Consolidate territories: two or more territories are below 20% TAM realisation. Up to three are named.
Geographic rebalancing: a geographic territory’s open pipeline is more than half its TAM.

Each suggestion ends with a Recommendation: line, with the reason above it where one applies. If there are none, the tab reads No rebalancing recommendations at this time.

Territory Details

Click a territory card to open Territory Details:

The territory name, its Type: and its Definition:, the matching rule from Territory Settings.
Performance Metrics: TAM, Closed Won, Pipeline and Coverage Rate, followed by the same FX footnote as the page.
Assigned Representatives (N), with each rep’s name and email, or No representatives assigned.
Accounts (X of Y engaged): up to 20 of the territory’s accounts with Annual Revenue, Pipeline, Closed Won and Status. Status is active when the account has a deal closing in the current sales period, and dormant otherwise. Annual Revenue is shown as recorded, without a currency symbol.

Close it with the × button or by clicking outside it.

Loading, refresh and empty states

Results are reused for up to 10 minutes. Press Refresh to recalculate them now.
While a recalculation runs, you see Calculating territory analytics... with a countdown. The page keeps checking and shows the new figures when they’re ready.
If loading fails, you see Failed to load territory analytics. Please try again. In the details panel, the message is Failed to load territory details.
Empty lists read No territory performance data available, No coverage gaps identified or No rebalancing recommendations at this time.

Closed Won and Pipeline always cover the current sales period. The period dropdown on the Revenue Engine doesn’t change this page.

Use cases

Find coverage gaps: open Coverage Gaps and work the HIGH items first.
Review territory design: compare TAM Real% across territories, then check Rebalancing.
Prepare a territory review: set a Min health score to list the healthy territories, then clear it and tick Show gaps only to list the ones that need attention.
Turn findings into team actions: see the Flow field guide.

Product Analytics and Customer Segments are legacy pages with no navigation entries.

Troubleshooting

Market is greyed out on the Revenue Engine. You have no geographic territories yet. Add one in Territory Settings.
The Territory analytics link is missing. It appears only in the Market view, with By segment switched off.
Total Territories is 0. No active territories match the type filter. Set the filter to All Territory Types, or check in Territory Settings that your territories are active.
TAM or TAM Real% is 0. The territory has no Annual Revenue Potential (TAM), or its currency has no exchange rate. Check the territory, and look for an Excluded from totals warning.
Every territory is hidden. Clear Min health score: and untick Show gaps only.
Coverage here doesn’t match Territory Settings. They measure different things. Here, coverage is the share of accounts with an opportunity; in Territory Settings, it combines rep assignment and account ownership.
A change in Territory Settings isn’t showing. Press Refresh.
A total looks low. Look for the amber Excluded from totals warning and add the missing exchange rates.

Territory Analytics: Coverage, Gaps & Rebalancing