Oracle Oracle Territory Management, Руководство по внедрению

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Sales Territory Planning Example
Phase I: Territory Planning 4-15
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“US Desktop Catch All”, with the transactional qualifier rule OPPORTUNITY
EXPECTED PURCHASE = ‘DESKTOP’ and OPPORTUNITY EXPECTED
PURCHASE = ‘LAPTOP’ and resource = Desktop territory administrator
■
“US Storage Catch All”, with the transactional qualifier rule OPPORTUNITY
EXPECTED PURCHASE = ‘STORAGE’ and resource = Storage territory
administrator
The same 9 US overlay territories created in the first example are re-shuffled
underneath the appropriate US product family Catch Alls.
4.2.10 Step 10: What rank should each territory have?
To the left of all the territory names in Figures 1, 2 and 3, is the rank of each
territory. Named account territories are always ranked higher than geographic
territories because a named account in California should fall in a named account
territory and not the geographic territory that includes California. Catch Alls are
always ranked lower than their associated territories. See
Section 4.2.13, "Leverage
Territory Ranking and Number of Winners" for a detailed discussion of territory
rankings.
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 and user acceptance testing. Don’t forget about your ongoing
maintenance requirements. See
Section 4.2.16, "Migrating Territories" for a
discussion on how to migrate territories from one year to the next.
For any implementation to succeed in the long run, clear and consistent business
processes should be implemented to complement your territory setup.
4.2.12 Leverage Territory Hierarchies and Inheritance
Territory hierarchies do more than organize your territories. They also organize
your transactional qualifier rules, critical to improving the ease of maintenance.
Child territories always inherit transactional qualifier rules.
If you are building a set of 100 representative territories exclusive to the US, it is a
best practice to introduce a hierarchy layer representing countries which should
include the transactional qualifier rule “Country = United States”. In this manner,