Territory management software

Territory management software assigns accounts, regions, and segments to reps, then keeps those books balanced as coverage and headcount change. The category splits into planning platforms such as Xactly AlignStar, Varicent, Anaplan, and Salesforce Enterprise Territory Management, and field mapping and routing tools such as SPOTIO and Badger Maps. It replaces the spreadsheet patch plan once book assignments turn political or take weeks to rebalance. If you need help with terminology, check our sales ops glossary.

Tools compared

$58/user/mo (annual), $69 month to month

Lowest published price · Badger Maps

By Rajat GuptaReviewed September 2026How we research software

Side-by-side comparison

Click any tool name for the full write-up. For deeper analysis, read our buyer guides and research articles.

Territory Management Software: published price, best fit and main tradeoff for every tool on this page
Tool	Published price	Best for	Main tradeoff
Xactly AlignStar	Quote only	Annual geographic realignment by a small planning team	AlignStar is a planning tool, not a system of record for ownership.
Salesforce Enterprise Territory Management	Quote only	Salesforce shops with an admin who can own assignment rules	ETM executes a territory design; it does not help you create a good one.
Clari	Quote only	Enterprise orgs with a weekly forecast cadence across regions	Reviews flag three issues: cost, a steep learning curve, and weaker value for small teams.
Anaplan	Quote only	Large planning organisations with in-house model builders	If you only need a sales forecast tool, Anaplan is more than you need.
Pigment	Quote only	Finance and RevOps planning in one model	Pigment is a planning tool, not a pipeline forecasting tool.
Varicent Territory Management	Quote only	Enterprises with layered coverage models	Rules-based systems reward careful design and punish shortcuts.
Zoho Territory Management	Quote only	Zoho CRM teams splitting coverage by account attributes	Deals can belong to only one territory, which complicates overlay credit.
HubSpot Territories	Quote only	A few field-defined regions, realigned a few times a year	You are the product manager of your own territory system.
Microsoft Dynamics 365 Territory Management	Quote only	Microsoft ecosystem teams	Microsoft's setup article warns that you can't allocate the same user to multiple territories; to cover a larger area you create a parent territory and assign the user there.
Pipedrive Territories	Quote only	Five to fifty reps with a few clear regions	Visibility groups control who sees a record, not who should own it.
SPOTIO	Quote only	High-volume outside and door-to-door teams	Check how data gets to your CRM.
Badger Maps	$58/user/mo (annual), $69 month to month	Outside reps driving between accounts most days	It is a routing and mapping app, not a territory design system.
Salesforce Maps	$75 per user per month, billed annually	Salesforce field sales and service teams	G2 review summaries for Salesforce Maps mention a steep learning curve for setup and training, complex configuration with large data sets, and a price that smaller teams find hard to justify.
ArcGIS Business Analyst	Advanced Bundle, $5,200/user/year (US list)	A few analysts designing geography-based territories	Business Analyst is a GIS product, not a sales tool.

Showing 14 of 14 tools

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What is Territory Management Software

Account assignment, geographic coverage, book balancing, capacity planning, and rep ownership design. Browse our full software directory to explore tools across all sales ops categories.

Curated list of best territory management software tools

Full write-ups for each tool. Pricing, fit, strengths and limitations. Need a side-by-side breakdown? See our head-to-head software comparisons.

Xactly AlignStarCustom quote View profile

The Alignment Report Card. Xactly describes it as automated grading that benchmarks territory balance against your objectives, and it gives a sales ops lead a defensible score to show leadership before and after a redraw. Pair that with the optimizer and what-if modeling and you have a focused tool for the specific jo…

Best for: Mid-size and enterprise field sales organizations, including medical device and distribution teams, that design territories by geography and currently do it in spreadsheets or generic mapping tools.…
Main tradeoff: AlignStar is a planning tool, not a system of record for ownership. You still need your CRM, or Salesforce Enterprise Territory Management, to enforce who owns which account day to day. Public review…
Buying motion: Can the optimizer lock specific accounts or reps while balancing the rest?
Pricing context: Xactly does not list a price for AlignStar on its product pages (checked September 2026), and a third-party comparison page from Territory Creator also notes that enquiries go through a demo request.…

Read the full Xactly AlignStar review

Salesforce Enterprise Territory ManagementPlatform licensing View profile

ETM keeps territory logic inside Salesforce governance. Territory membership drives record access and the territory forecast hierarchy directly, so there is no sync job between a planning tool and the CRM to break at quarter start.

Best for: It fits Salesforce shops with a sales ops or admin team that can own rule-based assignment and that mostly needs to define who owns which accounts, rather than model capacity, quota, and coverage sce…
Main tradeoff: ETM executes a territory design; it does not help you create a good one. There is no built-in balancing by workload or potential, and multi-territory opportunity assignment needs Apex.
Buying motion: How many models and territories does our edition allow, and how close will our design get to those caps?
Pricing context: ETM itself has no list price. It comes with the qualifying Sales Cloud editions named above, so the real cost is admin time: designing territory types, writing assignment rules, and testing models be…

Read the full Salesforce Enterprise Territory Management review

ClariCustom quote View profile

Clari's strength is forecast discipline. Reviewers value real-time tracking of deal movement and risk, and one says updating close dates and forecasts is intuitive and integrates well with their CRM.

Best for: Clari fits forecast-led organizations: enterprise sales teams where the CRO runs a weekly forecast call and wants one view of pipeline, risk, and commit across every region. It needs reasonably clean…
Main tradeoff: Reviews flag three issues: cost, a steep learning curve, and weaker value for small teams. Plan for rollout and training time, and be realistic about whether a lean team needs a dedicated forecasting…
Buying motion: Which users need paid seats to view or submit forecasts?
Pricing context: Clari does not publish prices, and since its December 2025 merger with Salesloft (completed per the Salesloft newsroom) it sells through the combined company, with Clari Forecast continuing as a name…

Read the full Clari review

AnaplanCustom quote View profile

Flexibility is what stands out. G2 reviewers praise it for flexibility and real-time data integration across business functions, and an AWS Marketplace reviewer said the platform is designed to be owned by the business, with a strong API.

Best for: Anaplan fits large organizations where sales planning (quotas, territories, capacity) has to tie directly to finance and operations plans, and where a planning team can own the models.
Main tradeoff: If you only need a sales forecast tool, Anaplan is more than you need. Its value comes from connecting plans across departments, which requires modeling skills and cross-functional ownership.
Buying motion: How many model builders do customers our size keep in-house after go-live?
Pricing context: Anaplan does not publish prices. Vendr's Anaplan pricing page describes three cost components: a platform fee, user licenses by type (model builders, power users and viewers are priced differently),…

Read the full Anaplan review

PigmentCustom quote View profile

Flexibility and usability for modelers. G2 reviewers praise the user-friendly interface for scenario planning and real-time reporting, and Gartner reviewers describe it as easy to configure.

Best for: Pigment fits planning teams, often finance and RevOps together, that want revenue forecasts, headcount, and capacity in one connected model and prefer building models themselves over relying on speci…
Main tradeoff: Pigment is a planning tool, not a pipeline forecasting tool. It will not inspect deals or read CRM activity like Clari. If your forecast problem is deal-level accuracy, you need a different category.
Buying motion: Can we build our sales capacity model, including ramp and attrition, during the evaluation?
Pricing context: Pigment does not publish prices. In September 2026 pigment.com had no pricing page (the URL returned a not-found page) and the site routed buyers to demos. We found no vendor-published figure, so we…

Read the full Pigment review

Varicent Territory ManagementCustom quote View profile

The rules engine. Varicent's territory page describes precedence-based account assignment, rules with inheritance, and inclusion and exclusion logic across multiple hierarchies. That matters for companies whose coverage mixes geography, industry, named accounts, and overlays, where a simple map cannot express who owns…

Best for: Large enterprises with overlapping coverage models (for example, geographic reps plus industry overlays plus named-account teams) that want territory, quota, and pay governed in one system. Varicent'…
Main tradeoff: Rules-based systems reward careful design and punish shortcuts. If nobody on your team will own the hierarchy and rules after go-live, the model decays. Smaller teams with one territory dimension wil…
Buying motion: Can you model our three hardest account ownership cases live?
Pricing context: Varicent does not publish prices for Sales Planning or its territory module (checked September 2026). Every deal is quoted.

Read the full Varicent Territory Management review

How to evaluate territory management software

Territory management software assigns and balances rep books. Decide first whether you need a planning platform or a field mapping tool.

Planning platform or mapping tool? Xactly AlignStar, Varicent, Anaplan, and Salesforce Enterprise Territory Management balance accounts, potential, and quota. SPOTIO, Badger Maps, and Salesforce Maps (formerly MapAnything) handle geography, routes, and visits for field reps.

How does the tool define a balanced territory? Pick your measure before the demo, whether account count, addressable potential, historical revenue, or workload, and ask each vendor to score your current books on it.

Does it write back to the CRM? A territory change only counts once account ownership, open opportunities, and routing rules update in the CRM. Ask to see one reassignment run end to end.

What happens when a rep leaves mid-year? Test how accounts are reassigned, what happens to open deals, and how quota and commission credit move with them.

If you are unfamiliar with any of the terminology above, our sales ops glossary covers the definitions and benchmarks sales leaders reference most often. You can also explore our sales operations resources for additional frameworks and guides.

Territory Management Software comparisons

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Frequently asked questions

What is territory management software?

Territory management software assigns accounts, regions, and segments to reps and keeps those books balanced as headcount and coverage change. Planning platforms such as Xactly AlignStar, Varicent, Anaplan, and Salesforce Enterprise Territory Management model balance and quota. Field tools such as SPOTIO, Badger Maps, and Salesforce Maps handle geography, routes, and visits. Decide which type matches your problem before comparing vendors.

How much does territory management software cost?

As of September 2026, Salesforce Enterprise Territory Management is included in qualifying Sales Cloud editions, with Sales Planning as a $75/user/mo add-on billed annually. Zoho Territory Management starts at $40/user/mo annually, Dynamics 365 Sales Professional at $65/user/mo, and HubSpot territory workflows need Sales Hub Professional at $90/seat/mo annually. Salesforce Maps is $75/user/mo. Xactly AlignStar, Varicent, and Anaplan are quote-only.

How do you balance sales territories fairly?

Pick one balance measure, such as account count, addressable revenue potential, historical revenue, or workload, then score every book against it. Adjust for rep tenure, ramp status, and travel time for field teams. Most teams do a full rebalance once a year with smaller fixes mid-year. Reps accept changes more readily when they understand how balance was defined and can see the data behind it.

What's the difference between territory management and route planning?

Territory management decides who owns which accounts. Route planning decides the order a field rep visits them in and how to travel between them. Planning tools like Xactly AlignStar and Varicent handle ownership and quota balance, while mapping tools like SPOTIO and Badger Maps plan daily routes and log visits. Field teams often need both, and inside sales teams usually need only territory assignment.

Can a CRM handle territory management on its own?

Yes, for straightforward models. Salesforce Enterprise Territory Management, Dynamics 365, Zoho, HubSpot, and Pipedrive all support territory-based ownership. Native tools struggle with scenario modeling, balancing books against potential, and tying territory changes to quota and compensation. Once territory design becomes a yearly spreadsheet negotiation, a planning platform such as Xactly AlignStar, Varicent, or Anaplan is worth evaluating.

How often should sales territories be realigned?

Most B2B teams redesign territories once a year alongside quota planning, with limited mid-year changes for departures, new hires, or major account shifts. Frequent reassignments hurt customer relationships and rep trust, so set rules in advance for when accounts move and how open deals and commission credit follow them. Software makes rebalancing faster, but the policy should be agreed first.