Oracle Oracle Territory Management, Руководство по внедрению

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Sales Territory Planning Example
Phase I: Territory Planning 4-17
territories as named accounts because they say they have always done it this way.
Questions to ask:
■
How many named accounts does the organization have? If sales management
claims that named accounts make up more than 20% of all TCA organizations,
then they are likely to have incorrectly implemented named accounts. For
example, a Telecom territory is composed of 50 SIC codes. Implementing a
Telecom territory as 20,000 named accounts would require a minimum of 20,000
CUSTOMER NAME RANGE qualifier rules. Clearly, it would be better
implemented as a territory with 50 SIC CODE qualifier rules. In release 11.5.8 of
Territory Manager, there is a diagnostic test within the Oracle Diagnostic
Framework for this.
■
How many named accounts does a typical resource have? If sales management
claims their reps have any more than a hundred named accounts, they are likely
to have incorrectly implemented a simple territory as named accounts.
Investigate how the business derived the set of named accounts. Typically, reps
do not have the bandwidth to manage more than 100 named accounts and give
them the proper attention associated to critical customers.
■
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 quarter into three territories (e.g., <$250k, $250k-$500k, >$500k) and
customers maintain their segmentation even though their balances change.
In these cases, we recommend that you designate account classifications based
on the dynamic qualifier periodically and then use the account classification
qualifier in Territory Manager.
Using named accounts in lieu of geographic territories is an ineffective way to
distribute a representative’s territory. It is ineffective in terms of Territory Manager
performance, scalability and ease of maintenance. 20,000 customers are segmented
by the number of employees quarterly into three territories (e.g., <100, 100-1000,
>1000 employees). Instead of maintaining three qualifier rules based on the number
of employees qualifier, you are maintaining a minimum of 20,000 customer name
range qualifier rules. Territory assignment performance is directly correlated to the
number of qualifier rules. Territory assignment will be slower with 20,000 qualifier
rules than with three.