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Sales Territory Planning Example

Phase I: Territory Planning

4-9

4.2.7 Step 7: How to implement geographic territories

What geographic qualifier will you use? The decision is based on what granularity
is used to distribute your geographies. Do you distribute by entire states or
provinces or postal codes? If you distribute by postal code, your geographic
qualifier should be POSTAL CODE. Other options include STATE, PROVINCE,
CITY, COUNTY, COUNTRY and AREA CODE.

The US and Canada each have separate general business telesales forces responsible
for all remaining non-named accounts in a particular geography. The US will have 6
geographic territories as children of the US Geographies territory. Canada will have
3 geographic territories as children of the CAN Geographies territory. Each
geographic territory will have transactional qualifier rules of the contained zip
codes or postal codes and be assigned to a general business telesales representative.

All telesales reps will be associated to territories with customer, lead, and
opportunity access.

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Summary of Contents for Oracle Territory Management

Page 1: ...Oracle Territory Management Implementation Guide Release 11i 11 5 9 Part No B10553 01 April 2003 ...

Page 2: ...elivered to the U S Government or anyone licensing or using the programs on behalf of the U S Government the following notice is applicable Restricted Rights Notice Programs delivered subject to the DOD FAR Supplement are commercial computer software and use duplication and disclosure of the Programs including documentation shall be subject to the licensing restrictions set forth in the applicable...

Page 3: ...1 1 The Oracle E Business Suite 1 1 1 1 1 The Applications in the E Business Suite 1 2 1 2 Oracle Territory Management Overview 1 5 1 2 1 Components 1 6 1 2 2 Named Accounts 1 6 1 2 3 Oracle Territory Management Features 1 6 1 3 New in this Release 1 7 2 Before You Begin 2 1 Related Documentation 2 1 2 2 Installation Verification 2 1 2 2 1 Create a Territory 2 1 2 2 2 Run Concurrent Programs 2 2 2...

Page 4: ...ivity and number of winners 4 6 4 2 4 Step 4 Territory hierarchy Define Catch Alls 4 7 4 2 5 Step 5 Territory hierarchy Placeholder territories 4 8 4 2 6 Step 6 How to implement named account territories 4 8 4 2 7 Step 7 How to implement geographic territories 4 9 4 2 8 Step 8 How to support overlays 4 10 4 2 9 Step 9 What is an appropriate territory hierarchy for overlays 4 11 4 2 10 Step 10 What...

Page 5: ...g Resources for a Territory 5 14 5 10 Adding Subterritories 5 16 5 11 Running Concurrent Programs 5 17 6 Phase III Creating Named Account Territories 6 1 Overview of Creating Named Account Territories 6 1 6 1 1 Components of Self Service Named Accounts 6 2 6 1 2 Ongoing Maintenance 6 2 6 1 3 Annual Maintenance 6 3 6 1 4 Territory Autogeneration Mechanics 6 3 6 2 Named Account Territory Process 6 4...

Page 6: ...ntation 7 1 Verification Tasks 7 1 8 Troubleshooting 8 1 Tips for Fine tuning Territory Assignment Performance 8 1 8 2 If the Generate Territory Packages Fails 8 2 8 3 Frequently Asked Questions FAQs about Transaction Qualifiers 8 2 8 4 Diagnostic Reports 8 4 ...

Page 7: ... examples correct Do you need more examples What features did you like most If you find any errors or have any other suggestions for improvement please indicate the document title and part number and the chapter section and page number if available You can send com ments to us at Oracle Corporation Oracle Territory Management Documentation 500 Oracle Parkway Redwood Shores CA 94065 USA If you woul...

Page 8: ...viii ...

Page 9: ...ersity The Oracle Applications graphical user interface To learn more about the Oracle Applications graphical user interface read the Oracle Applications User s Guide See Other Information Sources for more information about Oracle Applications product information How To Use This Guide This document contains the information you need to understand and use Oracle Territory Management Chapter 1 introd...

Page 10: ...ress technical obstacles so that our documentation can be accessible to all of our customers For additional information visit the Oracle Accessibility Program Web site at http www oracle com accessibility Accessibility of Code Examples in Documentation JAWS a Windows screen reader may not always correctly read the code examples in this document The conventions for writing code require that closing...

Page 11: ...nterface GUI available with this release of Oracle Territory Management and any other Oracle Applications products This guide also includes information on setting user profiles as well as running and reviewing reports and concurrent processes You can access this user s guide online by choosing Getting Started with Oracle Applications from any Oracle Applications help file Documents Related to This...

Page 12: ...elease 11i directly from releases prior to 10 7 Maintaining Oracle Applications Use this guide to help you run the various AD utilities such as AutoUpgrade AutoPatch AD Administration AD Controller AD Relink License Manager and others It contains how to steps screenshots and other information that you need to run the AD utilities This guide also provides information on maintaining the Oracle appli...

Page 13: ...ith this feature Multiple Organizations in Oracle Applications This guide describes how to set up and use Oracle Territory Management with Oracle Applications Multiple Organization support feature so you can define and support different organization structures when running a single installation of Oracle Territory Management Oracle Workflow Administrator s Guide This guide explains how to complete...

Page 14: ... available on Metalink Oracle Applications Message Reference Manual This manual describes Oracle Applications messages This manual is available in HTML format on the documentation CD ROM for Release 11i Oracle CRM Application Foundation Implementation Guide Many CRM products use components from CRM Application Foundation Use this guide to correctly implement CRM Application Foundation Training and...

Page 15: ...P Applications Applications Installation and Upgrade Alerts Self Service Toolkit You may also find information by navigating to the Self Service Toolkit page as follows Technical Libraries ERP Applications Applications Installation and Upgrade Do Not Use Database Tools to Modify Oracle Applications Data Oracle STRONGLY RECOMMENDS that you never use SQL Plus Oracle Data Browser database triggers or...

Page 16: ... Oracle Applications an integrated suite of more than 160 software modules for financial management supply chain management manufacturing project systems human resources and customer relationship management Oracle products are available for mainframes minicomputers personal computers network computers and personal digital assistants allowing organizations to integrate different computers different...

Page 17: ...Part I Getting Started This section of the contains the following chapters Chapter 1 Introduction Chapter 2 Before You Begin ...

Page 18: ......

Page 19: ...Relationship Management CRM applications and back office Enterprise Resource Planning ERP applications These applications automate marketing sales contracts service manufacturing and supply chain processes as well as financial operations project management human resources operations and business intelligence systems The Oracle E Business Suite sits on a multi layer platform which includes Oracle 9...

Page 20: ... Oracle JDeveloper and Oracle Discoverer development tools the coding and UI standards and other functionality used by the applications For example you can extend the applications according to your business needs using flexfields You can create and assign responsibilities using the system administrator responsibility Also you can use Oracle Workflow to configure background processes and set up not...

Page 21: ...es service and operations The Sales suite provides integrated tools for all those who are involved in the sales process including field salespeople telesales agents distributors and resellers customers purchasing over the Internet and sales executives Armed with up to the minute information regarding customers leads and opportunities as well as forecasts and compensation plans and projections mana...

Page 22: ... experiences as well as proactive support and self service capabilities Oracle eCommerce synchronizes all customer interactions and transactions by integrating web based channels with traditional channels Enterprise Resource Planning ERP Companies use the ERP applications to control their back office operations For example Oracle Order Management applications feature advanced configurator function...

Page 23: ...livers a 360 degree view of the customer 1 2 Oracle Territory Management Overview Oracle Territory Management assigns business objects customers and leads for example to resources based on configurable business rules It defines who owns what An example of a sales territory is all high tech companies within a specific geographic area assigned to sales representative Joe or Sam s sales group This te...

Page 24: ... geographic or industry boundaries Named accounts represent individual customers elevated from geographic territories and deemed by a sales organization as critical enough to have their own salesperson or account manager By their very nature named account territories are difficult and complex to maintain and revolve around a decentralized business process A set of named accounts are identified and...

Page 25: ...re centrally identified to a sales organization and distributed top down to individual salespeople Sales managers use self service pages to distribute named accounts Enhanced HTML Reporting and new Portlets for Sales Sales managers and administrators can easily view the following information Named account distribution Named account lists Unassigned named accounts Unmapped named accounts Leads acco...

Page 26: ...New in this Release 1 8 Oracle Territory Management Implementation Guide ...

Page 27: ...tation Section 2 2 Installation Verification Section 2 3 Oracle Territory Management Dependencies 2 1 Related Documentation Oracle Territory Management User Guide 2 2 Installation Verification You can verify that your installation of Oracle Territory Management is working by creating a test territory and then testing it with a lead 2 2 1 Create a Territory Login Log in to Oracle Forms Responsibili...

Page 28: ...l as the parent territory 6 Select transaction types including Leads 7 In the Transaction Qualifiers tab enter the qualifier name and criteria such as State California 8 In the Resource tab select resource name team and group information along with the access type 9 Click Save 2 2 2 Run Concurrent Programs Run the following concurrent request Generate Territory Packages for the Oracle Sales and Te...

Page 29: ...the lead 2 3 Oracle Territory Management Dependencies The following are the modules that Oracle Territory Management depends upon Oracle Application Object Library AOL Territory Manager uses AOL to manage responsibilities that are used in various modules Required Resource Manager Territory Manager uses resources defined in the Resource Manager to assign resources to a territory Required ...

Page 30: ...Oracle Territory Management Dependencies 2 4 Oracle Territory Management Implementation Guide ...

Page 31: ...rritory Management This section contains the following chapters Chapter 3 Implementation Overview Chapter 4 Phase I Territory Planning Chapter 5 Phase II Setting Up Territories Chapter 6 Phase III Creating Named Account Territories ...

Page 32: ......

Page 33: ...ory administrator then begins the territory creation process according to the implementation If you implement named accounts for sales then the administrator creates territory groups selecting named accounts and assigning them to the top level of sales management Sales managers in turn assign the named accounts to the salespeople or sales managers who report to them The next level of sales manager...

Page 34: ...n the territory administrator and sales managers use the self service application to create named accounts and territory groups for sales 3 1 0 4 Phase IV Managing Territories In Phase IV the territory administrator manages territory changes such as copying an entire territory or mass change territory resources if needed In addition the administrator can run territory reports to verify territory c...

Page 35: ...istrator Create Territories Create territories for a variety of transactions For example account lead opportunity and service requests Forms Implementor Territory Administrator Run Concurrent Program Run the concurrent program Generate Territory Packages after creating or modifying your territories This allows the system to compile the business rules defined during territory creation If this step ...

Page 36: ...eate Territory Groups and Named Accounts Create territory groups and assign resources and named accounts to the territory groups HTML Implementor Territory Administrator Assign Named Accounts to Salespeople Sales managers assign named accounts to their direct reports HTML Sales Managers Run Concurrent Program Run the concurrent program Generate Territory Packages after creating or modifying your t...

Page 37: ...nalyze the territory setup in your organization This territory planning process needs enterprise wide cooperation and feedback Multiple territory revisions in the first months of operation should be expected as your enterprise discovers omitted information or territories that do not work on a day to day basis Based on your business needs your team needs to determine the following Usage What applic...

Page 38: ...ollowing types of information What is your usage In other words what business applications are you building territories for For example sales telesales collections or service What transactional objects within your chosen usage are you assigning resources to This is your transaction type For example for Sales it is account opportunity or lead How are your territories currently assigned by state by ...

Page 39: ...efore implementing territories throughout the company and consider any future territory maintenance efforts 9 Consider future territory maintenance efforts Guidelines In general there is no limitation on territory creation Create as many territories as you want for your business However in considering the purpose of future territory maintenance for example you need to modify territories due to sal...

Page 40: ...World is expected to have the following US and Canada have separate sales forces The direct sales forces manage their top 200 key accounts The general business telesales forces manage their remaining customer pool The overlay sales forces service all opportunities for a product family and associated customers There are 3 types of product specialists Server Desktop Laptop and Storage product specia...

Page 41: ... read only access to customers if a resource is assigned to the sales team of any of the customer s opportunities Investigate how to set up Oracle Territory Management business objects in conjunction with the Oracle Sales data security model If you need update access to customers leads or opportunities in Oracle Sales or Oracle TeleSales then you will need to assign them in Oracle Territory Manage...

Page 42: ...o analyze your particular situation in greater detail 4 2 3 Step 3 Territory hierarchy Define date effectivity and number of winners The hierarchy is largely designed for ease of maintenance and for the creation of Catch All territories Hierarchies allow you to inherit qualifier rules and territory properties such as date effectivity and number of winners Catch alls will be discussed later in Step...

Page 43: ...e customers leads or opportunities that do not find matching leaf node territories will fall into these Catch All territories based on their country qualifier and can be assigned to a designated owner e g typically the territory administrator for resolution The territory administrator should have customer lead and opportunity access Catch Alls are used to catch business transactions that fall thro...

Page 44: ...named accounts In an attempt to organize the remaining pool of customers general business customers are segmented by a simple criteria such as SIC code state or area code Named account territories have rules utilizing the CUSTOMER NAME RANGE qualifier For example if IBM is a named account you define a territory with CUSTOMER NAME RANGE like IBM and CUSTOMER NAME RANGE like International Business M...

Page 45: ... CITY COUNTY COUNTRY and AREA CODE The US and Canada each have separate general business telesales forces responsible for all remaining non named accounts in a particular geography The US will have 6 geographic territories as children of the US Geographies territory Canada will have 3 geographic territories as children of the CAN Geographies territory Each geographic territory will have transactio...

Page 46: ...nning Example 4 10 Oracle Territory Management Implementation Guide 4 2 8 Step 8 How to support overlays We recommend that you implement Overlays in a separate territory hierarchy The desired business behavior is to find ...

Page 47: ...CTED PURCHASE SERVER OPPORTUNITY EXPECTED PURCHASE DESKTOP OPPORTUNITY EXPECTED PURCHASE LAPTOP OPPORTUNITY EXPECTED PURCHASE STORAGE It is the top of the FY2004 Overlay territories and is also used to maintain the date effectivity of all territories underneath it and is used to set the number of winning territories Note the OPPORTUNITY EXPECTED PURCHASE qualifiers are necessary to distinguish the...

Page 48: ...ement Implementation Guide Is your sales management organized by product family or by geographic area The territory hierarchy should closely mimic your sales management hierarchy for ease of understanding and maintenance Overlay territory hierarchy BY GEOGRAPHY ...

Page 49: ... EXPECTED PURCHASE SERVER and resource Canadian server specialist Desktop CAN with the transactional qualifier rule OPPORTUNITY EXPECTED PURCHASE DESKTOP and OPPORTUNITY EXPECTED PURCHASE LAPTOP and resource Canadian desktop laptop specialist Storage CAN with the transactional qualifier rule OPPORTUNITY EXPECTED PURCHASE STORAGE and resource Canadian storage specialist As Canada has a smaller numb...

Page 50: ...DUCT FAMILY If Business World s US overlay sales force requires Catch Alls by product family or is organized by product family we would create three territories underneath the US Overlay territory US Server Catch All with the transactional qualifier rule OPPORTUNITY EXPECTED PURCHASE SERVER and resource Server territory administrator ...

Page 51: ... 4 2 11 Step 11 Have you met all your business requirements Stand back and review your business requirements for sales territories Ensure your territory implementation has met all your business requirements How will you validate your territories are correct Create and enable your territories on a test environment Ensure you have an implementation plan in place that involves systematic validation a...

Page 52: ...ners w by selecting the top ranked w territories When a territory is found to have won all resources of the winning territory are assigned to the business object A good example of this is the difference between named account territories and geographic territories You don t want to have to maintain the exclusion of named accounts from the geographic territories explicitly Rather you would set the n...

Page 53: ...tomers Does your business qualifier fluctuate in the context of the business object you are assigning Does it segment customers periodically based on a dynamic business qualifier It is important to examine the fluctuation of the dynamic qualifier in the context of the business object you are assigning For instance in the credit card industry customers are segmented by their total A R balance every...

Page 54: ...our sales organization may migrate to new territories yearly or quarterly and you want to use the existing territory hierarchy as a starting baseline By following best practices it will be easier to migrate territories to the next period The trick is to define a territory start date at the top level territory since all those below it will be gated by the start date property Copy the top level terr...

Page 55: ...Account SIC Code SIC Code Account Sales Partner Of Partner Of Account State State Lead Budget Amount Budget Lead Lead Expected Purchase Product Category Lead Lead Inventory Item Inventory Item Lead Lead Promotion Identifier Source Name Lead Purchase Amount Amount Opportunity Opportunity Channel Sales Channel Opportunity Opportunity Classification Classification Opportunity Opportunity Expected Pur...

Page 56: ...latform Service Request Platform field in Product Coverage tab of SR form Derived from Inventory Primary Platform Service Request Problem Code Service Request Problem Code field in Workbench Tab Derived from CS_LOOKUPS Product Service Request Item field in SR form Derived from Inventory Product Category Product Service Request Category field in SR header Derived from Inventory Request Creation Cha...

Page 57: ...rom address of customer on a SR or Task Country Account Same from address of customer on a SR or Task County Account Same from address of customer on a SR or Task Customer Name Account Organization Customer Name Range Account Organization Number of Employees Account Total Employees of customer Postal Code Account Same from address of customer on a SR or Task Province Account Same from address of c...

Page 58: ...Service Territory Qualifiers 4 22 Oracle Territory Management Implementation Guide ...

Page 59: ...ection 5 4 Territory Winning Rules Section 5 5 Enabling Existing Qualifiers Section 5 6 Creating Individual Territories Section 5 7 Entering Transaction Qualifiers Section 5 8 Entering Resource Qualifiers Section 5 9 Specifying Resources for a Territory Section 5 10 Adding Subterritories Section 5 11 Running Concurrent Programs 5 1 Overview of Creating Territories A territory defines who owns what...

Page 60: ...y has three predefined transaction types Account Lead and Opportunity Some examples of transaction qualifiers within the Account Transaction Type are company name area code and postal code Opportunity channel is one transaction qualifier for the Opportunity Transaction Type 5 2 1 1 Sample List of Seeded Transaction Qualifiers Territory Manager includes seeded qualifiers for the following CRM modul...

Page 61: ...er Name Range qualifier is used to indicate more than one customer or customer names by entering appropriate values This qualifier captures a range of the business names Example Business World Worldwide has the following branches and subsidiaries Business World Motor Business World Book Business World Service USA Business World Russia Business World and UK Business World You can use the Customer N...

Page 62: ... qualified resources suggested by the resource qualifier before assigning them to a territory There is no need to specify the resource qualifiers if you know exactly which resources are needed for a certain territory Instead identify the resource names on the Resources tab of the Territory Details window 5 2 3 Using Qualifiers Why Use Transaction and Resource Qualifiers After understanding the con...

Page 63: ...r of Winners field set to the top level of territory hierarchy to determine the winning territories This field cannot be entered if it is not the top level territory Territory winning rules are used in several different ways in the Oracle E Business Suite For example Oracle Service tends to enter ONE in the Number of Winners field which helps to select the most qualified resources for the service ...

Page 64: ...ority of a territory among multiple winners The choice is only random if no rank has been defined The lowest rank of competing territories wins at the same level in the hierarchy For example from rank 1 to 10 for the same hierarchy level rank 1 has the highest priority Example The following example shows how zip codes are used to set up three overlapping territories Territory 1 zip code Between 90...

Page 65: ...gement Sales and Marketing Service Service Contracts Trade Management Before using a transaction qualifier you need to enable it Territory Manager provides a large number of seeded qualifiers for Collections Defect Management Sales and TeleSales Service Service Contracts and Trade Management In general qualifiers are used by the Assignment Manager or Scheduler to assign qualified resources for tra...

Page 66: ...ed with your selection 4 Select Find You can also select appropriate qualifier status Enabled Disabled or All before finding them Note that all resource qualifiers are not listed here 5 Select or deselect the targeted qualifiers and select Update Qualifiers Guidelines For service territory even if Account transaction qualifiers are enabled you won t be able to see Account from the Transaction Type...

Page 67: ...rritory from the Tree Navigator and select New Steps 1 In the Overview tab select an appropriate organization in the Organization field if multiple organization Multi Org is considered while creating territories 2 Use the list of values LOV in the Usage field to select the type of application that will use this territory Your selection limits the types of qualifiers that can be used in the territo...

Page 68: ...field 10 Use the Transaction Types LOV to select one or more types of transactions based on the territory usage Note that some application types allow you only one transaction type 11 Leave the Freeze check box unchecked 12 Click Save from the toolbar to save the territory overview information Guidelines Relationship Between Usage Transaction Types and Transaction Qualifiers The territory usage is...

Page 69: ...e same level in the hierarchy For example for rank 1 to 10 for the same hierarchy level rank 1 has the highest priority 5 7 Entering Transaction Qualifiers Use the Transaction Qualifiers tab to enter transaction qualifier names and their values based on the transaction types selected in the Overview tab Transaction qualifiers are criteria used to determine the winning territory the territories win...

Page 70: ...parent territory or territories 2 In the Name field enter the qualifier name you are going to use in the Transaction Qualifiers region The transaction type populates automatically in the Type field for the selected qualifier name 3 If you have used a territory type to create this territory then the qualifiers are already prefilled 4 If you want to enter overlapping values for a qualifier then chec...

Page 71: ...resource names based on the resource qualifiers Unlike transaction qualifiers the availability of the resource qualifiers is not limited by the usage and transaction types that you chose for a territory Prerequisites There must be a territory plan in place All the transaction qualifiers used in territory creation are enabled The territory overview information is saved Login Log in to Oracle Forms ...

Page 72: ...Resources assigned to territories in this tab can be any CRM resource defined in the Resource Manager They can be employees salespeople groups teams parties partners and supplier contacts There are two ways to identify resources while defining a territory Manually Assign Resources This is used if you know exactly which resources you are going to assign to a territory You do not need to use the Res...

Page 73: ...selection criteria are entered in the Resource Qualifiers tab The Qualifying Resources window displays a list of people that fit the resource qualifier s values you have entered b Select the people you want to assign to this territory by checking the Assign check box next to their names c Click OK and return to the Resources tab 3 Check the Primary Contact check box next to the resource who become...

Page 74: ...ce All the transaction qualifiers used in territory creation are enabled The territory overview information is saved Login Log in to Oracle Forms Responsibility CRM Administrator Navigation Territory Manager Territory Administration Administration Define Territory Double click the territory in the Tree Navigator Steps 1 Click New Subterritory and repeat the territory creation procedure for the new...

Page 75: ...ent Programs Name Function Frequency Generate Territory Packages To create the territory rules or to reflect the changes that you made to territories Otherwise your territories will not reflect the actual changes and will not work correctly when calling modules try to use the Assignment Manager to assign resources Builds the API that returns the winning territories and resources attached to the wi...

Page 76: ...ick OK 6 Click Schedule in the Submit Request window to set appropriate information to run concurrent programs periodically 7 Click Submit Guidelines The parameter for Generate Territory Packages is the usage Select the correct usage from the LOV such as Oracle Sales and TeleSales or Oracle Service Named Account Territory Post Processing uses two parameters Run the Workflow choose either yes or no...

Page 77: ... Defining Named Account Rules Section 6 8 Assigning the Sales Team to Named Accounts Section 6 9 Running Concurrent Programs Section 6 10 Usage Implementation 6 1 Overview of Creating Named Account Territories Named accounts are centrally defined associated to sales groups and distributed from the top down to individual salespersons Named account territories apply to the Sales and TeleSales usage ...

Page 78: ...tal code values maintained by territory administrators and assigns salespersons as defined by sales management This generation is part of the Generate Territory Packages concurrent program used to enable territories 6 1 1 Components of Self Service Named Accounts There are two components of self service named accounts Named Accounts Those customers that have been identified by a division as import...

Page 79: ...strators following each business s checks and balances Removing named accounts from a territory group immediately unassigns the sales teams 6 1 3 Annual Maintenance Before the start of the new sales year existing territory groups can easily be copied and changes made for the new selling year by territory administrators Once active named accounts can be distributed down the sales hierarchy in an ef...

Page 80: ...t of named accounts to a sales VP of a division 2 Sales operations is responsible for creating a territory group modelling the named account process of a division 3 Transactions falling to Catch Alls can be assigned to territory administrators or IT can develop workflows to manage exception handling of customers leads and opportunities 4 Sales managers under the VP then distribute all named accoun...

Page 81: ...itory like COUNTRY should also be enabled 2 Territory administrators need to create a parent territory in the Forms interface that is a child of the Oracle Sales and TeleSales usage folder This will be the territory under which a generated territory group hierarchy will be inserted It should address effective dates the number of winners and any qualifier rules that its generated child territories ...

Page 82: ...les as necessary After all conflicts are eliminated the administrator marks the named account as mapped 9 To access the self service sales management side of Territory Manager sales managers and representatives are given the HTML Sales Territory User responsibility 10 Named accounts are distributed down the sales hierarchy from the sales division vice president one level at a time until all named ...

Page 83: ...named accounts You designate sales roles for each territory group and define what access each sales role has to leads opportunities or accounts Use this procedure to create a territory group and designate specific organizations as named accounts within the territory group Prerequisites None Login Log in to Oracle HTML Applications Responsibility Territory HTML Sales Administrator Navigation Territ...

Page 84: ... time then you can specify product categories Click the icon in the Product Category column The Select Product Categories page appears d If you are specifying product categories then use the LOV to select a product category e If you want to select additional product categories then click Add Another Row and repeat step d f When you have completed adding product categories to the role click Apply T...

Page 85: ...rritory Group The selected organizations appear in the territory group list at the bottom of the page 16 Click Finish The Territory Group page displays the list of territory groups and the number of named accounts in each territory group reflects the changes you made The organizations you selected become named accounts Guidelines The concurrent program Generate Territory Packages must be run for y...

Page 86: ...sed to search for accounts in the database that belong in the territory with the named account 7 If you want to enter more than one keyname qualifier then click Add New Row and repeat step 6 8 Enter a range of postal codes to further qualify the accounts that match the keyname 9 If you want to enter more than one postal code qualifier then click Add New Row and repeat step 8 10 To prevent overlapp...

Page 87: ... Use this procedure to add or remove salespeople from one or more named accounts Prerequisites You are the sales manager for an existing territory group that contains named accounts Login Log in to Oracle HTML Applications Responsibility Territory HTML Sales User Navigation Territory Manager Territories Named Accounts Steps 1 Select the Territories tab 2 Select the Named Accounts subtab 3 Perform ...

Page 88: ...he LOV c Select the salesperson s sales role from the LOV d If you want to remove another salesperson then click Add Another Row and repeat from step a 8 Click Apply Your changes are saved Guidelines In order to remove a salesperson from the sales team you much select the exact salesperson group and role combination that is on the sales team 6 9 Running Concurrent Programs It is important that the...

Page 89: ...rritory rules or to reflect the changes that you made to territories Otherwise your territories will not reflect the actual changes and will not work correctly when calling modules try to use the Assignment Manager to assign resources Builds the API that returns the winning territories and resources attached to the winning territories which are defined in territory setup As often as you need to ac...

Page 90: ...age Select the correct usage from the LOV such as Oracle Sales and TeleSales or Oracle Service Named Account Territory Post Processing uses two parameters Run the Workflow choose either yes or no Name of the Bin Select the bin to be calculated Your options are All Catchall Bin Catchall portlet KPI Bin Key Performance Indicator portlet None Select to run workflow only 6 10 Usage Implementation Addi...

Page 91: ...Part III Post Implementation Tasks This section contains the following chapters Chapter 7 Verify the Implementation Chapter 8 Troubleshooting ...

Page 92: ......

Page 93: ...M Application Foundation modules This chapter contains the following topics 7 1 Verification Tasks Verify your implementation by performing one or more of the following tasks 1 Create a territory for your usage and run the concurrent program 2 Create a transaction for your usage 3 Verify that the transaction is assigned to the correct resources ...

Page 94: ...Verification Tasks 7 2 Oracle Territory Management Implementation Guide ...

Page 95: ...nking more frequently used territories higher than less frequently used territories Example There are two sales organizations one in Canada and one in the United States In this case you know that 80 percent of your customers come from the United States You can rank the US territory higher than the Canada territory The application saves processing time as a result because it looks for a US territor...

Page 96: ...does not return this territory as a winning territory You can create your own module specific Catch All 8 2 If the Generate Territory Packages Fails If you run the Generate Territory Packages concurrent request and it errors out run it again with the Debug and Trace flags set to Yes Then review the log file that results The log file gives clear information on exactly what step the error occurred a...

Page 97: ...launch the LOV starting with Bus If wildcard is used then use it with letters such as B or to query the list of values 8 3 3 What is Customer Name Range Transaction Qualifier Answer Customer Name Range is used to group similar customer names It allows you to define access based on pre defined customer names 8 3 4 What Is the Difference Between the Following Service Transaction Types Service Reques...

Page 98: ...action is lunched through a task within a service request that territory will not be selected as a winning territory even the qualifier and its value is matched to the transaction a task associated with a service request 8 4 Diagnostic Reports Run diagnostic reports using the following steps and send the reports to Support 1 Log into HTML APPS as SYSADMIN SYSADMIN 2 Select the Diagnostics tab This...

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