Territory Management for Admins Overview

Territory Management for Admins William Gradin, salesforce.com Barbara M Moore, salesforce.com Herman Boyd, DuPont Admin III: Expanding into New Areas

Safe Harbor Statement ,[object Object],[object Object],[object Object]

BARBARA M MOORE PRINCIPAL CONSULTANT HERMAN BOYD SOLUTION DOMAIN LEADER WILLIAM GRADIN PRINCIPAL CONSULTANT SALESFORCE.COM Moderated By: and DUPONT

Barbara M Moore Principal Consultant [email_address]

Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

BEFORE WE BEGIN… ,[object Object],1) You have a matrix organization with account managers /sales representative that need to roll up opportunities to more than one manager or management structure. 2) You utilize the Account Team and Sales Team features to align your territories; however, it has become too difficult to manage. ,[object Object]

What is Territory Management ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

What is Territory Management ,[object Object],Explicitly Assigned Implicitly Assigned ,[object Object],[object Object],[object Object],Accounts Users Opportunities

What is Territory Management ,[object Object],Role Hierarchy Territory Hierarchy ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

What is Territory Management ,[object Object],D: Role Hierarchy D A C B A: Team Sharing B: Ownership C: Territory

Why Territory Management ,[object Object],Territory hierarchy – administrators set up a territory hierarchy for the entire sales organization Territory driven access – sales reps and overlays have access to data based on territory assignment Rules-based assignment – records are assigned to territories based on flexible rules Seamless transfers and hold-outs – transferred reps can continue to work on opportunities in their old territory for a pre-determined amount of time Forecast by territory – sales managers forecast opportunities by territory hierarchy with advanced options for overrides and customization Opportunity Territory Bounding – Sales People can only assign an opportunity to a Territory that is common to them and the account they are relating the opportunity to 1 2 3 4 Real Time 5 6

Why Territory Management ,[object Object],[object Object],[object Object]

William Gradin Principal Consultant [email_address]

Implementation Aspects What needs to be evaluated when implementing TM? Territory Structure Scaling / Modeling Integration Visibility TM Live Cut Over Staggered Deployment

Implementation Aspects ,[object Object],[object Object],[object Object],[object Object],[object Object]

Implementation Aspects ,[object Object],[object Object],[object Object],[object Object]

Territory Management Considerations ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Territory Management Considerations ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Herman Boyd Solution Domain Leader [email_address]

Customer Hall of Fame Herman Boyd DuPont IT Solution Domain Leader Famed Statistics: 1500 Users 55% Login Rate 31 Custom Tabs 13 Custom Apps 76 Custom Objects 20 S-Controls 100 Apex Mobile Want to hear more? Check out my case study . Meet Me At: Track: Admin III Session Title: Territory Management for Admins Date and Time: 9/18/2007 1:15 PM Founded in 1802, DuPont puts science to work by creating sustainable solutions essential to a better, safer, healthier life for people everywhere. Operating in more than 70 countries, DuPont offers a wide range of innovative products and services for markets including agriculture, nutrition, electronics, communications, safety and protection, home and construction, transportation and apparel. Copyright © 2007 E. I. du Pont de Nemours & Company All rights reserved.

Case Study – Key Challenges ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Copyright © 2007 E. I. du Pont de Nemours & Company All rights reserved.

Territory Management Deployment Challenges ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Copyright © 2007 E. I. du Pont de Nemours & Company All rights reserved.

Territory Management Implementation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Copyright © 2007 E. I. du Pont de Nemours & Company All rights reserved.

Samples of Jobber Territory Design Multiple Territories with Jobbers requiring specific Territories by Representative ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Copyright © 2007 E. I. du Pont de Nemours & Company All rights reserved.

Territory Management Business Benefits ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Copyright © 2007 E. I. du Pont de Nemours & Company All rights reserved.

Session Feedback Let us know how we’re doing! ,[object Object],[object Object],[object Object],[object Object],[object Object],We strive to improve, t hank you for filling out our survey. ,[object Object],[object Object]

QUESTIONS & ANSWERS WILLIAM GRADIN Principal Consultant BARBARA M MOORE Principal Consultant HERMAN BOYD Solution Domain Leader

Imagine it. Learn it. Use it.

Territory Management Considerations ,[object Object],[object Object],[object Object],Bulk Operation Before After Territory Insert 1,000 /hr 438,000 /hr Territory Update 5,000 /hr 350,000 /hr Territory Delete 150 /hr 200,000 /hr User Territory Insert 4,000 /hr 70,000 /hr User Territory Delete 4,000 /hr 70,000 /hr AccountShare* Insert 30,000 /hr 220,000 /hr AccountShare* Delete 30,000 /hr 240,000 /hr *AccountShare Updates equivalent to assigning accounts to territories Test results were achieved on an org with 15K-20K territories Test results can vary dramatically depending on number off Opportunities and Accounts

Territory Management Considerations ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Reorganization ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Territory Management for Admins Overview

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