Capacity, territory, and quota design should create clarity and predictability but for many revenue teams, they’re a source of friction, missed targets, and constant rework. As markets tighten and productivity expectations rise, RevOps leaders are being asked to build models that are not only mathematically sound, but grounded in real-world selling behaviour and aligned to the GTM strategy. In this panel, revenue and operations leaders will break down what it really takes to design models that drive consistency rather than chaos. We’ll explore how to balance top-down planning with bottom-up insight, how to avoid the common assumptions that quietly break predictability, and how to adapt models mid-year without blowing up team morale or forecast accuracy. We’ll dig into: - How high-performing teams approach capacity planning in shifting markets - Building territory models that are equitable, data-driven, and actually workable - Quota-setting practices that avoid over-assignment and burnout - How to pressure-test your models before rollout and measure success after launch