Territory Management

Document Version: 1.0 Last Updated: 18/01/2011

Territory Management
Approvals

Name

Signature

Role

Doc Version

Date

Document Revision History

Version 1.0

Date 18/01/2011

Page-Paragraph

By Priyadharshini S

Remarks Initial Draft

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Territory Management

Acronyms

Acronym TM POC

Definition Territory Management Proof Of Concept

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Table of Contents
1. 2. 3. 4. 5. 6. 7. 8. INTRODUCTION ........................................................................................................................................................................................................................... 5 GOAL ............................................................................................................................................................................................................................................ 5 SCOPE........................................................................................................................................................................................................................................... 5 PURPOSE OF SIEBEL TERRITORY MANAGEMENT ....................................................................................................................................................................... 5 SETTING UP TERRITORY MANAGEMENT .................................................................................................................................................................................... 6 SETTING UP AND RUNNING TERRITORY ALIGNMENTS ............................................................................................................................................................ 15 ACTIVATING AND MAINTAINING TERRITORY ALIGNMENTS ................................................................................................................................................... 21 SCHEDULING THE ALIGNMENTS ............................................................................................................................................................................................... 22

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1. Introduction
The document details the steps for setting up the Territories, Hierarchy, Alignments in Siebel for and successfully running, activating and scheduling the Alignments.

2. Goal
Business intends to utilize the Territory Management Module of Siebel to assign appropriate members to various entities of their business, This Document will brief the steps to set up the Territory Management for any generic business process.

3. Scope
The POC is built on the Siebel Version 8.1 and may/may not require change in the steps for other version of Siebel(8.0.0.9) The document highlights the setting up of TM for aligning Account/Contact/Opportunity entity. The document doesnt include creation of sales quotas and assignment of the quotas to sales representatives The document explain the need or purpose of the Siebel Territory Management The document covers only the Major Alignments and doesnt include the Minor , Intermediate Alignments and Alignment Approvals

4. Purpose of Siebel Territory Management

The sales strategy of a company needs to: Respond quickly to changing market conditions Accommodate diverse sales forces, markets and products Support Multiple Markets with a large number of sales reps (5000-10000) Comply with government regulations mandating that historical alignments be reproducible at any time. Industry drivers for Territory Alignment: Move towards team based working Need to re-align more frequently as companies change focus from reactive to pro-active Dynamic landscape as power between different key stakeholders is shifting

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What is a Territory?
Territories are created so that sales reps know which customers to call on This list of customers can be derived directly or by defining a geographic region or by specific Products and Industries Customers can be: Accounts Contacts Assets Opportunities Postal codes, States, Countries

Geographic regions can be defined by: Territories can defined by any combination of these attributes. Territories are assigned to Positions.

5. Setting up Territory Management

To set up Territory Management, perform the following tasks: Enabling Component Groups for Territory Management Activating Workflows for Territory Management Verifying Enterprise Data for Territory Management Setting Up Divisions and Positions for Territory Management Setting Up a Territory Hierarchy Setting Up Territory Nodes

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Enabling Component Groups for Territory Management 1. Navigate to the Administration Server Configuration screen, Enterprises, and then Component Groups view. 2. In the Component Groups list and Components sublist, select the following components and click Enable: Assignment Management group, Batch Assignment component Workflow Management group, Workflow Process Manager Component Siebel RTI group, RTI Batch component

Activating Workflows for Territory Management 1. Navigate to the Administration Business Process screen, Workflow Deployment view. 2. In the Workflow Processes list, in the Name field, query for Align*. All workflows that begin with Align appear. 3. Select all the workflows and click Activate. Synchronize the server 1. 2. 3. 4. Navigate to the Administration - Server Configuration screen, Enterprises, and then Synchronize view. Click the Synchronize button. Wait until the task is finished. Restart the Siebel Servers & Gateway Server

Verifying Enterprise Data for Territory Management Siebel Territory Management uses data that has probably already been entered in your Siebel Business applications, such as accounts and contacts. You should verify that this data has been entered and is available for Territory Management.
Account and Contact objects If you are going to be assigning accounts and contacts to territories, make sure that the data for these objects is accurate and complete. If you align territories by opportunity, then you must create the opportunities and assign them to sales representatives.

Opportunity objects

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Setting Up Divisions and Positions for Territory Management In Territory Management, divisions are used to represent sales forces. Typically, you want to create a division for each of your sales forces

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Setting up Positions : Positions are assigned to the divisions. These positions represent the employees in your sales force

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Setting Up Divisions and Positions for Territory Management Assign Positions to Employees

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Setting Up a Territory Hierarchy 1. Navigate to the Territory Management screen, Hierarchies List view. 2. Create a new record and complete the necessary fields (Name & Description) Setting Up a Territory Hierarchy Creating Hierarchy List

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Create the Territory records 1. Navigate to the Territory Management screen, Territories Administration view. 2. Create a new record and complete the necessary fields, as depicted in the following figure.

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Setting Up Territory Nodes
1. Navigate to the Territory Management screen, Hierarchies List view. 2. In the Territory Nodes list, create a node record for each territory, and complete the fields.

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6. Setting Up and Running Territory Alignments
1. 2. Navigate to the Territory Management screen, Alignments Administration view Create a new record and complete the Required fields , as shown in the below screen shot

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1. Click the value in the Name field to drill down on the alignment. 2. In the lower link bar, click Positions, and in the list, create rule records that map positions to territories. 3. Create a New record and Select the Position in the Position field and pick the appropriate territory in the Territory Field. (The Territory list will show only the Active Nodes from the Hierarchy, so if the Pick list is empty check the Activation Date of the Nodes below the Hierarchy. Map the Positions and Territories as below. Setting Up and Running Territory Alignments Map Positions to Territories for Alignment Record

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1. Create rules for assigning accounts, contacts, and assets to territories by clicking one or more of the following view tabs in the lower link bar: Contacts. Create direct rule records for contacts. Use contact rules to add (or drop) contacts directly to territories. Accounts. Create direct rule records for accounts. Use account rules to add (or drop) accounts directly to territories. Geography. Create indirect rules that assign contacts, accounts, assets, or opportunities in specified postal codes, cities, or states territories. If you create geography rules, do not create geo zone rules.

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Setting Up and Running Territory Alignments

Refresh the screen to monitor the status as the alignment runs.

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Navigate to the Results - Accounts Tab (As we ran alignment for Accounts) and check whether the Accounts are assigned to right positions

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Navigate to the Results - Contacts Tab (As we ran alignment for Contacts) and check whether the Contacts are assigned to right positions

In the similar way we can able to create a alignment rule for Opportunity and the aligned records can be viewed under Opportunity section of the Results Tab.

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The change in status of the Alignment can be viewed under the Audit trail tab as shown below.

7. Activating and Maintaining Territory Alignments

1. Decide the date that you want your alignment to take effect (The Assignment rules will run only on the set date). 2. Review the dates on the territory nodes to make sure that all the territories that you want to assign have active nodes: Navigate to the Territory Management screen, then the Hierarchies List view. Drill down on the hierarchy record. In the Territory Nodes list, review the Effective Start Date and Effective End Date for each territory. 3. Navigate to Territory Management screen, Alignments Administration view. 4. Enter or confirm the activation date. 5. Click Activate Rules.

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8. Scheduling the Alignments

The Territory Management Module runs the Assignment Rules only once for each type of Alignment i.e., Major, Minor or Intermediate when the Alignment is activated. The TM module creates the rules for the Territories and immediately Assignment Manager runs the job to roll out the rules, when the Alignment Status is active and the Activation Date is now or in the past. The TM module creates the rules for the Territories and then schedules an Assignment Manager Job to implement and roll out the rules on the Activation Date, when the Alignment Status is scheduled and the Activation Date is in the future. After the territory rules have been created, you can set Assignment Manager to rerun these rules at regular intervals. This action updates assignments as database records are added and changed. In day-to-day operations, contact, account, and asset records are added, deleted, and changed. You want to have the sales team or owner for the record updated automatically and within a short period of time. To maintain alignment, you set up Assignment Manager to run the alignment rules in batch mode at regular intervals, for example once a week.

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