RevOps-Powered Territory Planning and Data Infrastructure

Territory planning has always been a mess. Hours of manual research, AEs pulling themselves out of selling to score accounts, and at the end of it all — a finger-in-the-air guess at which accounts are actually worth pursuing.

Pursuit's Winter 2026 release changes that for RevOps teams. Here's what's new.

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Account Scoring That Actually Scales

You already know what makes a good account. The problem is applying that logic across thousands of entities at once. Now you can. Feed Pursuit your criteria — co-op contract usage, competitor presence, fiscal health, operating budget, nearby customers — weight each factor, add context, and let it run.

The output isn't just a score. It's a full breakdown of why each account ranked the way it did, so your AEs can walk in knowing exactly what they're working with. And when your strategy shifts — new product, new market, new hire — you rerun it. Quarterly, automatically.

The impact is real: highly scored accounts close at 2x the average rate. Low-scored ones close at a fraction. That gap is the difference between your team hitting number and missing it.

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More Data, More Coverage

Account scoring is only as good as the data underneath it. So we went deeper on two fronts.

First, FOIA contract data. Purchase orders were always useful, but contracts are where the real intelligence lives — expiration dates, SKUs, co-op vehicles, out clauses. That's the stuff that tells you when a competitor is vulnerable. If you're a Pursuit customer, let's talk about getting your competitors' contracts into your workflow.

Second, Canadian entities. Around 3,000 of them, with the same contact data, FOIA coverage, council agendas, and strategic plans you're used to for US accounts. Same workflows, same integrations — just north of the border.

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Contact Graph: A GovTech First

Most contact providers rely on LinkedIn to track when someone moves jobs. The problem? A huge portion of government contacts aren't on LinkedIn. So we built something new.

Pursuit's contact graph uses a proprietary algorithm to identify the same person across entities — even without a LinkedIn profile. When a finance director moves from a county to a state agency, you know. Automatically. And it flows straight into your CRM.

But there's a second layer: influential factor. If someone's name keeps showing up across dozens of contracts and FOIA documents at the state level, Pursuit flags them as a high-influence contact. That's not just useful data — it's a strategic edge.

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The Bottom Line

RevOps teams carry a lot. You're responsible for the data, the workflow, the scoring, and ultimately the output of the entire sales org. Pursuit's Winter 2026 release gives you the infrastructure to do all of that at scale — without asking your AEs to do their own research.

Stop guessing which accounts to prioritize — schedule a demo.