Cloud Documentation
Advanced Search


Using Sales
Close Window

 

This guide also applies to on-premise implementations

Table of Contents

Show All | Collapse

2 Manage Sales Assignment

This chapter contains the following:

Sales Object Assignment Overview

Manage Assignment Mappings

Manage Assignment Rules

Manage Sales Account Assignment

Manage Opportunity Assignment

Run Sales Assignment Processes

Run Sales Assignment Reports

Sales Object Assignment Overview

What's assignment manager?

In opportunities, the assignment manager, or assignment engine, works to assign sales team members to opportunities based on certain parameters.

What's the difference between rule-based and territory-based assignment?

Territory-based assignment is the primary means of assignment for Sales Cloud objects. For territory-based assignment, you create work object to candidate object mapping sets during assignment object creation that are used to make candidate assignments.

Rule-based assignment is used for identifying supplemental resources or filtering the matching territories. Rules can also be used for scoring work objects and also for classification. For rule-based assignment, you use the rules editor to create expression-based rules that the assignment engine uses to make candidate assignments.

Territory plays a fundamental role in Oracle Sales Cloud. Using attributes it defines how a company is going to market. That is, how is that company deciding to deploy its Sales Resources to sell to Customers? Every Sales Account, Lead, and Opportunity has a territory or territories assigned. In many cases, customers will implement Territories down to the level of individual Sales Representative (that is, each Sales Representative will have his or her own Territory) in order to enable these capabilities at the granularity that they want, as well as the Sales Planning/Territory Alignment capabilities at the granularity that they want.

In a territory-based assignment scenario, you typically create a mapping set between a work object and a candidate object to make the appropriate candidate assignment. This mapping set can consist of 1 or more mappings between the work object attributes and the candidate object attributes.

A simple example territory-based assignment setup is a single mapping set between the opportunity revenue line work object and the candidate object of territory. This mapping set contains a single mapping which maps the attribute of location on the opportunity (the parent of the revenue line) to the geography attribute on the territory. Any territories where the geography value matches the location of the parent opportunity are matched and assigned to that opportunity revenue line. Another example would be two mapping sets defined between the lead work object and the territory candidate object. The first mapping set determines the assignment of territories to each lead based on a mapping between the industry of the customer on the lead and the territory industry dimension. This would be a literal mapping that filters the territories to those that have a status of finalized and a literal mapping that filters the territories to those that have a sales centric coverage model. The second mapping set is conditional and determines the assignment of partner channel manager territories. This mapping set consists of a mapping between the geography of the primary partner on the lead and the territory geography dimension. This would be a literal mapping that filters the territories to those that have a status of finalized and a literal mapping that filters the territories to those that have a partner centric coverage model.

In a rule-based assignment scenario, you create rules with conditions that need to be met in order to make the appropriate candidate assignments. For example, a rule is created with the condition that the candidate object (resource) has a product skill rating that is greater than or equal to intermediate in order to be matched to the work object and be assigned.

The following chart compares the features and pros and cons of territory-based assignment and rule-based assignment:


Territory-Based Assignment

Rules-Based Assignment

Pros:

  • User-friendly territory management

  • Minimal assignment configuration

  • Support for hierarchies

  • Preview of assignment

  • Reports to identify gaps and overlaps

Cons:

  • Additional administration required even with simple territory models

  • Single territory structure for Sales Cloud

Pros:

  • Familiar concept with expression-based rules

  • Any attribute can drive an assignment

  • Easy to define and maintain a small number of straightforward rules

  • Scoring and classification

Cons:

  • Unable to navigate hierarchies

  • Requires intensive effort to manage complex or large numbers of rule

Assignment Object Components: How They Work Together

Work objects, candidate objects, and attributes are components used to create the assignment objects that are used in rule and territory-based assignment.

When you create work objects and candidate objects, you can select attributes which will be used in assignment mappings or rules. For example, the lead work object attribute Primary Product can be added as an assignment attribute and later used in a mapping to associate it with the territory (candidate object) product dimension.

Candidate objects are also available to associate with work objects. For example, the Territory candidate object is associated with the Lead work object. This is used to drive the assignment of territories to a lead.

The graphic shows how assignment management components work together.

Adding an Assignment Object

The Manage Assignment Objects pages enable you to define and edit the Work and Candidate objects as well as define any territory-based mappings. The figure above shows the relationship between the work and candidate objects and the mapping of the matching candidates to work objects.

When you add or edit a work or candidate object, there are several key pieces of information that are required in the definition:


Field

Description

Name

A unique name for the object with an optional description.

Code

A unique code used in processing the object.

Work/Candidate Object check boxes

Indicates if the object is a work object, candidate object or both.

Application Module

An Oracle Application Development Framework (ADF) business component that encapsulates the business service methods and UI-aware data model for a logical unit of work related to an end-user task. Enter the fully qualified definition name of the consumer application, Application Module. Valid for top level Work and Candidate objects. Child objects automatically inherit this value from its parent.

Application Module configuration

Valid for Top Level Work and Candidate objects except Classification Candidate objects. Child objects will automatically inherit this value from its parent.

View Object Instance

Used to define the data model of a view object component when designing an application module, for example, Lead. Valid for all levels of Work and Candidate objects except Classification Candidate objects.

  • View Criteria may be defined to filter the information for the rows of a view object collection. Valid for top level Work and Candidate objects except Classification Candidate objects.

Primary Key Attribute 1

First or only attribute that makes up the object primary key. Valid for top level Work and Candidate objects except Classification Candidate objects.

Refresh Interval

The number of minutes between refreshes of candidate object data. The default setting is 0 minutes. Valid for top level Candidate objects except Classification Candidate objects.

Initial Caches

The initial size of the cache when processing an object. This value will be used the first time the engine processes objects or following a server bounce. The default value is 2, and the maximum value is 20. Only valid for top level Candidate objects except Classification Candidate objects. All Work Objects that are used for scoring, Lead, for example, use the Product Level (MOW_SCORING_INITIAL_CACHES) Initial caches for scoring rules profile option value.

Maximum Caches

The maximum size of the pool/cache when processing the object. The default value is 5, and the maximum value is 25. Only valid for top level Candidate objects.

Note

All Work Objects that are used for scoring, Lead for example, use the Product Level (MOW_SCORING_MAX_CACHES) Maximum caches for scoring rules profile option value.

Score Attribute

The attribute on the object that stores the total calculated score after an assignment request has been processed. Valid for top level Work objects only.

Assignment Date Attribute

The attribute on the object that stores the assignment date after an assignment request has been processed. Valid for top level Work objects.

Exclude Assignment Attribute

The attribute on the object that stores the setting for excluding a work object from assignment. Valid for top level Work objects.

Adding an Assignment Attribute

Attributes are elements in the object defined for an assignment object. For each assignment object, you can select one or more attributes that you want to use when configuring assignment rules or mappings. For example, for a work object like sales account, you might choose the attributes of Industry, Customer Size, and Organization Type. When you configure assignment mappings for the sales account work object, your chosen attributes are available. You could create a mapping for Sales Account using the Industry attribute.

Having selected an attribute, you can also select the diagnostic display attribute that will be shown when assignment is run in diagnostic mode. For example, selecting the address attribute which represents the user display field associated with the geography identifier attribute.

When selecting attributes for a candidate object, you will want to select the attributes you want to use when configuring assignment rules and mappings that involve that candidate object. For example, if a candidate object is resource (sales representative), and you want to show sales representatives' first names, last names, and phone numbers when they are recommended during assignment processing, you need to select the attributes for the resource candidate object that correspond to first name, last name, and phone number, and specify the order in which these attributes appear in the recommended candidates screen.

Relating Candidate Objects and Work Objects

The administrator needs to define the association between the work object and candidate object. For example, the Lead work object may have an association with both the Territory candidate object and the Resource candidate object. This implies that assignment management features can be used to assign Territories and Resources to a lead.

To relate a candidate object to a work object, use the following fields:


Field

Description

Assign Candidates

Indicates that assignment management performs the assignment. If not set, then assignment management features are used to find the matching candidates, which are then passed to the calling application to update the work object. The behavior is seeded for each object being assigned and cannot be changed by implementations.

Custom Logic

Indicates that assignment management passes the result of the assignment matching to the callback function of the work object. For example, opportunities use custom logic that updates the sales team with the territory members. It stamps the territories onto the revenue line and adds the territory team members (resources) to the opportunity sales team. This logic cannot be changed by implementations.

Merge Assignment Candidates

Controls whether the matching assignment candidates identified from processing each set of mappings should be merged. This is used to drive the merging of matching candidates when multiple mapping sets are used in assignment processing. If the check box is checked, then the candidates are merged. The default is unchecked and should not be changed unless under the guidance of Oracle Support.

Keep Manual Candidates

Indicates that manually assigned candidates are retained during assignment processing. This option can be used to prevent the removal of manually added candidates during reassignment. This option is not used for managing sales accounts and opportunities as they have implemented their own lock assignment features.

Replace Candidates

Determines whether unqualified candidates are removed from a team when an assignment runs. For example, the first time that assignment engine runs, a territory is assigned to a sales lead. When the reassignment process runs following a territory proposal activation, the territory is no longer valid. If Replace Candidates is set, then the territory is removed from the sales lead.

Candidate Exclusion

Sales leads have a related object, which stores the excluded candidates for each sales lead. Assignment management functionality accesses this information, which prevents assignment of the work object to an excluded candidate. This option is only relevant to Sales leads.

Parent Attribute

Used by territory-based assignment to determine the hierarchy of matching territories, eliminate all parent territories, and only return and assign the matching leaf node Territories. If this attribute is not used, then all matching territories (parent or leaf ) are returned and assigned.

Candidate Differentiation Attribute

Stores the attribute on the candidate object that is used for discriminating matching candidates. For example, for a work object like lead, you might choose the attributes of Primary Product, Customer Geography, Customer Industry, Customer Size, and Organization Type. When you configure assignment mappings for the lead work object, your chosen attributes are available. You could create a mapping for Lead using the Primary Product attribute. The setting of this attribute should not be changed unless under the guidance of Oracle Support.

Coverage Attribute

The territory attribute used to denote whether the candidate in the matching candidate list has a regular, included, or excluded coverage.

Maximum Number of Candidates

The maximum number of candidates returned for the work object and candidate object combination. The default value is 100. Implementations may need to change this value if a large number of candidates can be assigned.

Manual Attributes

The attribute that identifies a candidate was manually assigned, rather than by the system. This attribute is used with the Keep Manual Candidates attribute.

Keep Manual Candidates

A flag to retain manually assigned candidates when assigning or re-assigning a work object. This option is only relevant if the manual attribute is defined and the Assigned Candidates option is checked.

Replace Candidates:

Indicates whether non matching candidates will be removed when re-assigning a work object. In an example scenario, in the first time assignment runs, territory A is assigned to a sales lead and there is a change within the territory definition. When the sales lead is reassigned, territory A is no longer valid. If this option was selected, then territory A is removed from the sales lead.

Score Attribute

The score attribute in which the calculated score is stored.

System Attribute

The attribute that identifies a candidate was assigned by the system, rather than manually.

Setting Up Assignment Mappings

Assignment mapping sets and their related mappings drive territory-based assignment. The mapping sets determine which mappings are used and the sequence in which mapping sets are used in territory-based assignment. The mappings identify the dimensions, attributes, and territory filtering used in the assignment processing. Default mapping sets and their related mappings are seeded.

Configuring Assignment Management: Critical Choices

Assignment is the process for selecting a candidate as an object and executing the association to a work object. Assignment consists of two phases. The first phase is the matching phase, where matching rules or mappings are evaluated to find the right assignees from a list of possible candidates. The second phase is the disposition phase, where the disposition, or assignment, of matching candidates is handled. Assignment management functionality is used to establish the business objects that require assignment, and to create the rules and mappings that dictate the selection and assignment of resources and territories. Candidates are potential assignees for a work object. A work object is a representation of an application business object. A work object captures the attributes of a business object and associated child objects to be used for matching purpose. To best plan the configuration, you should consider the following points:

  • Business objects

  • Attributes

  • Resources and territories

  • Assignment disposition

  • Mappings sets and mappings

  • Rules

Business Objects

A business object is a data entity or a collection of data treated as a unit, such as a sales account, an opportunity, or a lead. Any business object that requires the assignment to act upon it is considered a work object. The work object is a representation of the business object, and mappings and rules are developed to ensure timely and accurate assignment of candidates (for example, territories or resources) to those work objects. During assignment management configuration, carefully consider which of your business objects require assignment, and create work objects only for those that do.

A set of business or assignment objects is seeded for the assignment of territories or resources to sales accounts, partner accounts, opportunities, and leads.

Attributes

To ensure that candidates are properly assigned to work objects, create mappings and rules. These mappings and rules employ attributes to determine the best assignments. As you set up work objects and candidate objects, also select the attributes of those objects that you want to use in your mappings and rules. For example, you might want to assign a resource such as a specific sales representative to a business object, such as opportunity, based on the risk level of the opportunity. In this case, you will select the attribute of the opportunity work object that corresponds with risk level, and the attribute of the resource candidate object that corresponds with the name or E-mail address. Selecting these attributes makes them available for mappings and for conditions on your rules, so ensure that you select the attributes that reflect the criteria that you want to use for matching candidate objects to work objects.

Mappings Sets and Mappings

Assignment mapping sets and their related mappings drive territory-based assignment. The mapping sets determine which mappings are used, and the sequence mapping sets are used in territory-based assignment. The mappings identify the dimensions, attributes, and territory filtering used in the assignment processing. Default mapping sets and their related mappings are seeded.

Rules

Rules are defined for the execution of rule-based assignment. Rules are designed to return candidates based on whether these candidates match a set of criteria, are within a defined scoring range, or are of a specific classification.

Create the rules using the work objects, candidate objects, and attributes that you already established. When designing your rules, carefully consider how you want to match candidates to work objects. For example, would you want resources assigned based on their geographic location, their product knowledge, on the status or score of an object, or a combination of any of these attributes? Do you want to match candidates only, or would you like to match candidates and score them? In a multiple-candidate scenario, do you want to assign all matching candidates or only those who achieve higher than a specific score? Consider these questions before creating rules.

Territory Coverage: Explained

A territory coverage is a set of boundaries that define what is included or excluded in the territory and what can be sold. For example, you can use product and geography dimensions to create a territory coverage for selling laptops in North America.

A coverage includes the following parts:

  • Dimensional Coverage: The combination of one or more territory dimensions.

  • Inclusion Coverage: A list of selected customers or partners, regardless of the defined dimensional coverage, if any. The sales accounts for the selected customers will be assigned to the territory. These sales accounts do not have to be designated as Named accounts in Customer Center.

    • Customer Hierarchy: You can choose to include the customer hierarchy for the selected customer. All sales accounts for the selected customer hierarchy will be assigned to the territory.

    • Filtering Conditions: Defined dimensions apply to the included customers and their hierarchies so that only sales accounts that match the dimension definitions get assigned to the territory.

    • Other Dimensions: Product or sales channel dimensions defined for all of the included customers or partners. Product and channel selections must fall within the jurisdiction of the parent territory if you select Restrict by parent in the dimension selection window.

  • Exclusion Coverage: A list of excluded customers (including related sales accounts) or partners, regardless of the defined dimensional coverage. You can choose to exclude the customer hierarchy for the selected customer. All dimensions are ignored. The sales accounts do not have to be designated as Named accounts in Customer Center to be excluded.

  • Inheritance Dimension Overrides: If the territory inherits its coverage from another territory, then its coverage exactly matches that of the source territory. But, you can enter override definitions for one or more dimensions. Dimension definitions added to the override supersede the definitions for the same dimensions contained in the dimensional coverage. The overrides are also added to the customer inclusion Filtering Conditions and Other Dimensions tables. Inheritance applies only to account centric territories, not to partner-centric territories.

Note

When you activate a territory proposal, a reassignment of sales accounts and opportunity revenue lines occurs for territories affected by changes in dimensional coverages. Changes to customer or partner inclusions and exclusions require a full reassignment process. Leads always require batch reassignment.

Territory Coverages for Partners

A partner is an organization party with a partner profile associated and an assigned Partner usage. Partners are defined in the Partner Center.

Similar to direct sales, channel managers have corresponding sales territories pertaining to partner sales activities. Some channel managers are assigned to specific partners. Some channel managers are assigned to customers for sales activities that involve partners. Channel manager territories can be defined by the following coverage models.

  • Coverage Defined by End Customer Characteristics

    The territory of the channel manager is solely defined based on the characteristics of the end customer, irrespective of which partner is associated with the transaction. As an example, a channel manager is assigned to cover all the indirect opportunities where the end customer is located in California. You define territories for this account-centric coverage using customer characteristics, and you can include or exclude specific customers.

  • Coverage Defined by Partner Characteristics

    The channel manager's territory is defined based on some characteristics of the partner, such as where the partner is located or the type of the partner (reseller, system integrator, distributor). As an example, a channel manager is assigned to cover all the indirect opportunities where the partner is located in California.

    To define this territory, you designate the coverage model to be Partner Centric instead of Account Centric. In the Partner Centric model, the regular coverage is defined using the following attributes of a partner organization:

    • Primary geographical location of the partner

    • Organization Type of the partner (for example, private, public, government owned, nonprofit)

    • Industries served by the partner (for example, high tech, manufacturing, banking, pharmaceutical)

    • Size of the partner

    • Three auxiliary dimensions are available for partners based on the customer categories classification model

    You can also use the Product and Sales Channel dimensions to match attributes from sales transactions (leads and opportunities).

  • Individually Selected Partners

    The coverage for the channel manager is defined using a selection of partners to directly assign to or exclude from his partner-centric territory. As an example, a channel manager is assigned to a partner named AA Solutions. This channel manager will be assigned to all indirect opportunities where AA Solutions is the partner. The opportunities for included partners can be additionally qualified by product and sales channel.

No Coverage

You can create a territory that has no coverage. The territory is indirectly defined by the coverages of its descendant territories. You can assign quota to the territory and it can participate in forecasting. The territory cannot be automatically assigned to sales accounts, leads, and opportunities, but you can see the assignments of its descendant territories. You can also assign the territory to an opportunity revenue item as an override.

What happens if I mark an assignment object or one of its attributes as inactive?

When the assignment object inactive box is checked the selected work or candidate assignment object is not available for assignment processing. When the assignment attribute inactive box is checked the selected work or candidate object attribute is not available for assignment processing.

Note

The object or attribute cannot be set to inactive if there is a mapping set, mapping, or rule defined using the object or attribute.

How can I identify a Classification candidate object?

Enter the word Classification in the Application Module field. This will create a candidate object that you can use when setting up classification-type rules; for example, rules that qualify or rank leads.

Manage Assignment Mappings

Mapping Set Components: How They Work Together

Assignment mapping sets and their underlying mappings drive territory-based assignment. This topic explains how these components work together in assignment processing.

The mapping sets determine which mappings are used and their sequence of use in territory-based assignment. Mapping sets allow different groups of attributes or dimensions to be used when matching territories.

Figure that shows mapping set components

Mappings

The mappings identify the dimensions, attributes, and territory filtering used in the assignment processing. Default mapping sets and their related mappings are predefined for sales account, leads, partner accounts, and opportunity revenue assignment. This predefined mapping assumes that opportunities, leads, sales, and partner accounts use the same territory hierarchy.

Each predefined mapping set has between 9 and 16 mappings that determine the information on the object, such as the sales account industry or the sales lead product, and how each is mapped to a dimension or attribute on the territory.

You can create additional mappings using the work objects, candidate objects, and attributes that you already established.

Mapping Sets

Mapping sets enable the grouping of mappings so that you can create more than one mapping for each combination of work object and candidate object. The mapping set concept is used only with territory-based assignment and territory-based assignment with rule filtering. Mappings sets are predefined for sales accounts, leads, opportunities, and partner accounts. When managing assignment objects, the user can define additional mapping sets, each of which is comprised of multiple mappings, for each combination or work object and candidate object.

Mapping Types

There are three types of assignment mapping:

Dimension Mapping: Dimension mappings should be used when the work object and candidate object attributes in the comparison are dimension attributes, such as Geography, Product, or Account. When creating the mapping, use the Function Code field to specify a unique identifier for the dimension. This identifier is passed to the translation function, in case the same function is used for multiple dimensions.

When creating the mapping, the Function Service and Function Code are only needed if a translations function is used. The function code field is used to specify a unique identifier for the attribute, and this identifier is passed to the translation function.

An example is assigning territories to opportunity revenue lines based on the product associated with the revenue line. In this case, dimension is selected as the mapping type. The candidate object low attribute and high attribute correspond to the names of the low sequence and high sequence attributes for product on the territory. The work object low attribute and high attribute correspond to the names of the low sequence and high sequence attributes for product on the revenue line.

Attribute Mapping: This mapping enables you to compare and match attribute values between a work object attribute and a candidate object attribute. When the value of the candidate object attribute matches the work object attribute, the candidate is selected. Attribute mappings should be used when the work object and candidate object attributes in the comparison are non-dimensional attributes.

For example, consider a lead work object with a Partner Identifier attribute and the territory object with Partner ID attribute. The selection criterion is: select Sales Lead Territories where Sales Lead Territory.Partner Identifier equals Sales Lead.Lead Partner Identifier. The assignment engine will use this mapping data to construct a query on the candidate object that is equivalent to the selection criteria.

Literal Mapping: Literal Mapping is used almost exclusively to filter the candidate objects. This form of mapping enables the comparison of candidate attributes against a specific value chosen by the user. The assignment engine will compare the mapped candidate object attribute against the specified literal value. For example, select the Territory Candidate object that has the attribute Coverage Model that equals the value PARTNER_CENTRIC.

Note

For Literal Mappings, ensure that the value entered corresponds to the Lookup Type Value code, not the meaning.

Assignment Processing using Mapping Sets and Mappings

When designing your mappings, carefully consider the dimensions and attributes you use in your territory structure and how you want to match these territory candidates to work objects. Also consider the shape of the information used in the territory structure; this may affect the sequence of each mapping. A sequence can be entered for each mapping set which is used to determine the order in which these mapping sets will be used in the territory-based assignment processing. The sequence of the dimension mappings used in territory matching can affect performance. The most selective dimension mapping should be given lowest sequence number. By default, this dimension is the Geography Dimension. By using the lowest sequence number, it is performed earliest in the matching process, which results in the smallest number of territory matches. Mappings that do not have a sequence are used together at the end of the matching process.

Sometimes the mapping set sequence does not matter, for example, there are two predefined opportunity revenue assignment mapping sets. When the first mapping set is used, it finds matching territories based on the information on the opportunity/opportunity sales account, and the territory information. Then the second mapping set is used which matches territories based on the opportunity/opportunity partner information and the territory information. The order of the mapping sets are interchangeable; regardless of which mapping set is used first, the resulting territories that match will be the same.

In the case of leads, the mapping set sequence is important as the territories matched using the first mapping set may result in a primary partner being added to the lead. This information is significant to the territory matching performed using the second mapping set.

Mapping sets can be made conditional to control whether the mapping set is used or not used during assignment processing. For example, the partner channel manager territory assignment mapping set conditional attribute is set to the value RevenuePartnerId. During the assignment processing of a revenue line, if the Revenue PartnerId attribute for that revenue line contains a value, then this mapping set will be used in territory matching processing.

An indicator in the related Candidates region controls whether to merge the matching assignment candidates identified from processing each set of mappings. This indicator is used to drive the merging of matching candidates when multiple mapping sets are used in assignment processing. If the box is checked, then the candidates are merged. The default is unchecked.

In most implementations, the predefined mapping sets will be sufficient, but mapping sets can offer some flexibility if custom assignment processing is needed.

Creating Assignment Mappings: Examples

For territory-based assignment, you create work-object-to-candidate-object mappings during assignment object creation. These mappings are used to make candidate assignments. You can create multiple types of mappings for assignments. The following scenarios illustrate these different mappings:

  • Creating an attribute mapping

  • Creating a dimension mapping

  • Creating a literal mapping

Creating an Attribute Mapping

You want to assign territories to a sales lead when the territory partner ID is the same as the sales lead partner ID. Create a mapping where the work object is sales lead and the candidate object is sales lead territory. Select the territory when the attribute territory partner ID is equal to the sales lead attribute partner ID. Enter a value for the sequence which determines the order in which the mapping is used when matching territories. The most selective mapping should be given lowest sequence number, the next most selective mapping should be given the next sequence number.

Creating a Dimension Mapping

You want to assign territories to opportunity revenue lines based on the product associated with the revenue line. Create a mapping where the work object is opportunity revenue line, and the candidate object is territory. Select dimension as the mapping type and enter the value Prod for the function code. Enter a value for the sequence which determines the order in which the mapping is used when matching territories. The most selective dimension mapping should be given lowest sequence number. The candidate object low and high attributes correspond to the names of the low sequence and high sequence attributes for product on the territory. The work object low and high attributes correspond to the names of the low sequence and high sequence attributes for product on the revenue line. For example, the low sequence attribute for product on the revenue line might be called InventoryItemId.

  • Mapping using alternative attributes: Using the same scenario of assigning territories to opportunity revenue lines based on the product associated with the revenue line, you might encounter a situation where a revenue line does not have a product assigned to it, but it does have a product group assigned to it. Create the same mapping that you created for the dimension mapping scenario, and add the names of the low sequence and high sequence attributes for product group for the work object alternate low and high attributes. For example, the alternate low sequence attribute for product group on the revenue line might be called ProdGrpId.

  • Mapping using default values: Using the same scenario of assigning territories to opportunity revenue lines based on the product associated with the revenue line, you might encounter a situation where the low sequence and high sequence attributes for product on a revenue line do not contain values when assignments are processed. Create the same mapping that you created for the dimension mapping scenario, and add low and high default values for the product attribute for revenue lines.

Creating a Literal Mapping

Literal mappings are a way of filtering the matched territories based on specific values of a territory attribute. You want to find only territories that have a sales account centric coverage model. For example, territory coverage model equals SALES_ACCOUNT_CENTRIC.

Manage Assignment Rules

Rule Set Components: How They Work Together

The rule set type, filter settings, and rule action are rule set components that work together to tell the assignment engine how to process rule-based assignments for work objects.

A rule set type is set at the rule set level; and two of the rule set types, Matching Candidate with Scoring and Matching Candidate, require additional filter settings. At the rule level within a rule set, an action setting is entered that determines the action that is performed when a rule is evaluated as true. The rule action works in conjunction with the rule set type.

The rule administration feature prevents more than one user at a time from updating assignment rules for a product. For example, if User A is currently updating assignment rules, and User B also attempts to update assignment rules for that application at the same time, the changes made by User B will not be saved, and an error message will appear.

In the case of Assignment Rule Administration, only one user should edit assignment rules for leads at a time. The same applies to assignment rules for opportunities.

Rule set components

Rule Set Type

The rule set type on the rule set determines the type of rule-based assignment processing to be performed. For example, when the rule set type is Matching Candidate, the candidates that match the conditions of the rules evaluated as true by the assignment engine are assigned to the work object. The number of matching candidates that are assigned to the work object is determined by the rule set filter settings.

Filter Settings

The filter settings are used in conjunction with two of the rule set types: Matching Candidate and Matching Candidate with Scoring. The filters allow you to indicate how many matching candidates you want to assign to the work object. When set to All Above Minimum Score, all of the matching candidates above a particular score are assigned to the work object. Set the score in the Minimum Score field.

When set to Top X, a number of matching candidates with the highest scores are assigned to the work object. Use the Number of Candidates field to specify how many top matching candidates to assign.

When the rule set type is Matching Candidate, and the filter is set to Random, a random selection of matching candidates are assigned to the work object. When the rule set type is Matching Candidate with Scoring, and the filter is set to Random, a random selection of matching candidates with the highest scores is assigned to the work object. Use the Number of Candidates field to specify how many random matching candidates to assign.

Action

The action setting determines the action that is performed when a rule is evaluated as true. The action setting is the one component that is set at the rule level rather than the rule set level; however, it does work in conjunction with the rule set type. When the rule set type is Classification, the rule action can only be Return the Candidate value as <value>. For example, the work object for a rule set is Lead, and the candidate object is a classification object called Lead Qualification. The rule set type is set to Classification, and the action for one of the rules in that set is Return the candidate value as QUALIFIED. If that rule is evaluated as true, the Lead Status for the Lead being classified is set to Qualified.

When the rule set type is Matching Candidate, the rule action can only be Return matching candidates. If a rule with that action is evaluated as true, the candidates that match the conditions for that rule are assigned. The filter setting at the rule set level determines whether all matching candidates are assigned (All), or a random number of matching candidates are assigned (Random).

When the rule set type is Matching Candidate with Scoring, the rule action can only be Increase the matching candidate score by <value>. If a rule with that action is evaluated as true, the candidates that match the conditions for that rule get the value in the action added to their score. For example, the work object for a rule set is Opportunity, and the candidate object is Resources. The rule set type is set to Matching Candidate with Scoring, and the action for one of the rules in that set is Increase the matching candidate score by 10. If that rule is evaluated as true, the resources that match the conditions for that rule get 10 added to their scores. The scores are cumulative, so if any of the resources that matched the conditions in the rule in the example also match the conditions for other true rules in the set, those territories get additional values added to their current score of 10. The filter setting at the rule set level determines whether all matching candidates are assigned (All), or all matching candidates above a specified score are assigned (All Above Minimum Score), or a random selection of matching candidates with the highest scores are assigned (Random), or a number of matching candidates with the highest scores are assigned (Top X).

When the rule set type is Scoring, the rule action can only be Increase the score by <value>. If a rule with that action is evaluated as true, the value in the action is added to the score of the work object associated with the rule set. For example, the work object for a rule set is Lead. The rule set type is set to Scoring, and the action for one of the rules in that set is Increase the score by 20. If that rule is evaluated as true, the score for the Lead is increased by 20.

Creating Assignment Rules: Examples

Assignment rules are created using work objects, candidate objects, attributes, conditions and actions. The assignment engine uses your rules to evaluate and recommend candidate assignments for specified work objects. There are multiple types of rules you can create. The following scenarios illustrate each type:

Managing Classification Rules

When the following attributes for leads are set as specified, you want to classify those leads as qualified:

  • Lead Customer is a sales account

  • Lead Product is not NULL

  • Lead Score is greater than 150

Create a rule set with a rule set type of Classification Rule. Set the work object as lead and the candidate object as lead qualification. Create a rule with the three conditions that match the attribute settings you want a lead to have in order to be considered an qualified lead. Using the Lead Product condition as an example, you would choose the Lead attribute name Primary Product ID, and then select the Does Not Equal operator. Finally, enter the value of NULL. For the Lead Customer condition, you would choose the Lead attribute name Sales Account Indicator, and then select the Equals operator. Finally, enter the value of Y. For the Lead Score condition, you would choose the Lead attribute name Score, and then select the Greater Than operator. Finally, enter the value of 150. Enter the action for your rule is Return the Candidate Value As Qualified.

Managing Scoring Rules

When the following attribute for leads are set as specified, you want to increase those leads' scores by 150:

  • Lead Time Frame is 3 months

When the following attributes for leads are set as specified, you want to increase those leads' scores by 100:

  • Budget Status is Approved

  • Budget Amount is > 500000

Create a rule set with a rule set type of Scoring Rule. Set the work object as lead, and create the first rule with one condition that matches the attribute settings you want a lead to have in order to add 150 to its score. Using the Lead Time Frame condition as an example, you would choose the attribute name Time Frame, and then select the Equals operator. Select the value 3 Months. Then enter the action for your rule as Increase the Score by 150. Create your remaining rule with two conditions and action to Increase the Score by 100.

Managing Matching Candidate Rules

Identify a single candidate territory for your sales leads in one line of business and all territories for the other. Create a rule set with a rule set type of Matching Candidate Rule, a filter type of Random, and Number of Candidates of 1. Set the work object as sales lead and the candidate object as sales lead territory, and create a rule with two conditions. The first condition is the response channel on the Sales Lead equals LOB1, and the second condition is the territory type equals ignoring case Partner. If this rule is true, then only a single random matching partner territory will be assigned to the Sales Lead.

For the second line of business, create a rule set with a rule set type of Matching Candidate Rule, and a filter type of All. Set the work object as sales lead and the candidate object as sales lead territory. Create a rule with one condition with the response channel on the Sales Lead equals LOB2. If this rule is true, then all matching territories will be assigned to the Sales Lead.

Managing Matching Candidate with Scoring Rules

Assign different country specialists to opportunities in some European countries based on the country and the risk level of the Opportunity.

Create a rule set with a rule set type of Matching Candidate with Scoring Rule, a filter type of All Above Minimum Score, and the minimum score set to 20. Set the work object as opportunity and the candidate object as resource, and create two rules each with two conditions.

The first rule has two conditions. First, choose the work object of Opportunity, choose the attribute name Customer Country, select the Equals operator, and then enter the value DE. For the second condition, choose the work object of Resource, and then choose the attribute name Name, select the Equals (=) operator, and then enter a value of John Brooks. Select the action for the rule as Increase the Matching Candidate Score by 20.

The second rule has two conditions. First, choose the work object of Opportunity, choose the attribute name Country, select the In operator, and then enter the values FR and UK. For the second condition, choose the work object of Resource, choose the attribute name Name, select the Equals (=) operator, and then enter a value of Claire Stevens. Select the action for the rule as Increase the Matching Candidate Score by 20.

The second rule has three conditions. First, choose the work object of Opportunity, choose the attribute name Risk Level, select the Equals (=) operator, and then select a value of High. For the second condition, choose the work object of Resource, choose the attribute name Name, select the Equals (=) operator, and then enter a value of Claire Stevens. Select the action for the rule as Increase the Matching Candidate Score by 20.

Using Territory-Based Assignment with Rule-Based Filtering: Example

In this example, sales leads with sales accounts can be assigned one or more territories and supplemental lead team resources. Prospect leads can be assigned one or more resources. Assignment management functionality determines matching territories as well as matching resources. In implementations that integrate with partner management features, all territories (prime, overlay, partner, and so on) matching a given lead may be identified. Rule filtering may then used to affect the type of territories (partner versus prime) that are assigned based on the value of specific attributes (for example, sales channel or deal size) on the lead.

Scenario

Acme, Inc., wants to assign new leads to the correct territory and then assign them to the correct sales lead. If there is no sales channel assigned, determine if the deal should go to a partner or remain internal. If the deal is internal then only the prime territories are assigned. If the deal is pushed to a partner, a channel manager is also assigned to oversee the deal.

Transaction Details

Transaction Details

Leads are the primary marketing business objects processed by the assignment engine. The assignment of territories is the primary means of assigning the appropriate sales people to the lead. Rule filtering may also be used to filter the territories when the sales channel is not identified. Prospect leads are processed by the assignment engine in order to identify additional resources based on the information on the leads (such as deal size)

Lead management functionality interfaces with the assignment management features with the work object as lead and candidate object as territory with the assignment type of territory-based assignment. The output of this processing is a list of territories. Assignment processing then calls the Rule Set Group that contains the rules for the territory-based assignment with rule filtering.

While the territory-based assignment delivers a list of territories, the rules can fine tune the assignment process:

  1. Rule for SALES CHANNEL Does Not Equal NULL

    1. SalesLead.Sales Channel Does Not Equal NULL

    2. Action: Return matching candidates

  2. RULE for SALES CHANNEL Equals NULL, Assign Channel Manager

    1. Sales Lead.Sales Channel Equals NULL

    2. Sales Deal.Deal Size Greater Than 1,000,000

    3. Territory.Territory Type In Partner, Sales Channel Manager

    4. Action: Return matching candidates

  3. RULE for SALES CHANNEL Equals NULL, Assign Prime

    1. Sales Lead.Sales Channel Equals NULL

    2. Sales Deal.Deal Size Greater Than 1,000,000

    3. Territory.Territory Type Equals Prime

    4. Action: Return matching candidates

Analysis

When the lead comes in, it needs to be assigned to a territory for follow up. Based on the above rules, you can determine if this is a smaller deal that can be handled by your partners (and a Sales Channel Manager to oversee), or it is a larger deal that needs to be followed up by the internal sales force.

Resulting Assignments

Resulting Assignments

The assignment engine first identifies the list of territories for the lead. The rules then determine who gets the deal:

  1. This first rule determines if a sales channel value exists. If it does, then all territories identified (by way of territory-based assignment) are assigned.

  2. The second rule says if there is no sales channel assigned, and the deal is under one million dollars, assign the Lead to a Partner and Sales Channel Manager.

  3. And the final rule is used when there is no Sales Channel value, and the deal is greater than one million dollars, the lead is assigned to the prime (internal) territories.

Manage Sales Account Assignment

Sales Account Assignment Object: Explained

Territory-based assignment is based on intelligent mapping of sales account assignment object attributes and sales territory dimensions. The Sales Account Assignment object is used by the assignment engine to identify the sales accounts and then determine which territories to assign. The table below lists sales account assignment object attributes and corresponding customer attributes as shown in the Profile and Classification nodes of the Account and Contact trees in Oracle Sales Cloud. See Configuring the assignment Engine: Critical Choices for more information about the assignment process.


Sales Account Assignment Object Attribute

Corresponding Oracle Sales Cloud Attribute

Geography ID

Sell-to Address

Industry

Primary Industry: the primary classification code for the classification category defined in profile option Industry Classification Category.

Organization Type

Primary Organization Type: the primary classification code for the classification category Organization Type defined in profile option Industry Classification Category.

Customer Size

Customer Size

Named Account Type

Named Sales Account Indicator

Party ID

Party ID

Auxiliary Dimension 1

the primary classification code for the classification category defined in profile option Industry Classification Category for Auxiliary Dimension 1.

Auxiliary Dimension 2

the primary classification code for the classification category defined in profile option Industry Classification Category for Auxiliary Dimension 2.

Auxiliary Dimension 3

the primary classification code for the classification category defined in profile option Industry Classification Category for Auxiliary Dimension 3.

Sales Account Territory Member Access: Explained

Access for the Territory owners and members parallels that of the Sales Team members.

These access levels control the internal and partner territories privileges for the sales account:

  • Internal territory owner: Full access

  • Internal territory members (non-owner): Edit access

  • Partner territory owner and members: View-only access

Note

Territory Management must be implemented to utilize this feature.

When do territories get assigned to sales accounts?

Internal territories get assigned to sales accounts in the following scenarios.

  • When sales accounts are created.

  • When a sell-to address is added to an existing sales party.

  • When sales accounts are imported in bulk.

  • When certain attributes on sales accounts that correspond with territory assignment dimensions are updated.

  • When batch assignment is run.

  • When you select the Assign Territories menu action on the Sales Account Team node for the sales account

  • When territories are realigned or when personnel leave the territory or the company.

Note

The following profile options determine whether territory assignment and reassignment is automatic for sales accounts. The default setting for both is YES.

  • Sales Account Automatic Assignment on Create Enabled

  • Sales Account Automatic Assignment on Update Enabled

Automatic assignments are always enabled following an import, party merge and territory realignment.

During initial implementation and migration, it is possible to create sales accounts before territories have been set up in the system. These sales accounts will not receive any territory assignment because there are no territories. These accounts need to be explicitly assigned when territories are configured and activated in the system. This is one exception which does not have immediate/automatic assignment. The recommendation is to run a batch assignment to assign these sales accounts created at the beginning of the implementation using the view criteria SalesAccountsUpdatedSinceVC.

Partner territories get assigned to sales accounts in the following scenarios.

  • When a partner-generated lead is approved, all partner territories associated to the partner-generated lead are automatically assigned to the sales account.

  • Users with the privilege Manage Sales Party Partner Territory can assign partner territories from the sales account team UI.

Note

Territory Management must be implemented to utilize this feature.

How can I add territories to a sales account?

Oracle Sales Cloud Work Management functionality is used to determine matching territories for a given account. An account can also be assigned to one or more internal and partner territories.

All internal territories, such as Prime, Overlay and Sales Channel Manager territories, which match a given account's assignment attributes are assigned to the account. Internal territory assignment can be run immediately and automatically whenever account assignment or reassignment is required. For example, you can run the assignment engine when an account is created or updated, or when territories are realigned. Internal territory assignment can also be scheduled to run in a batch, or it can be run on-demand via the Assign Territories action in the account team page.

Partner territories are applicable to Oracle Sales Cloud partner management implementations. When a partner lead is approved, any partner territories associated to the lead are automatically assigned to the lead's account. Channel sales managers can also select specific partner territories to assign to an sales via the Add Partner Territories action in the account team page.

Note

Territory Management must be implemented to utilize this feature.

Manage Opportunity Assignment

Opportunity Team Assignment: Explained

Team members (resources) are assigned to an opportunity either automatically by the assignment engine or when you add them to the sales team while editing an opportunity.

Note

You must have Full access to an opportunity to use lock assignment, which locks a user's assignment onto the opportunity. This feature can be helpful, for example, when an opportunity owner wants to remain on an opportunity, but still wants the assignment engine to automatically assign other resources to the opportunity.

The following sections discuss ways to assign team members to an opportunity.

Batch Method

The preferred way to assign team members is using a batch process. The two processes described below can be used independently or in conjunction with one another.

  • Request Revenue Territory Assignment: Use this process to invoke territory-based assignment on opportunity revenue lines. During this process, every revenue line in the opportunity batch is evaluated individually. Territories whose dimensions match the dimensional attributes of a given revenue line are then assigned to that line. Depending on the setting of the profile option, Territory Based Resource Assignment Style, the system will then either add the owners or all members of the assigned territories to the opportunity team.

  • Request Opportunity Resource Assignment: Use this process to invoke rule-based assignment on an opportunity. During this process, Assignment Manager executes a set of rules, as defined in the profile option, Sales Team Member Assignment Rule Set Group, to find matching candidates for the opportunity. If matching candidates are found, they are added to the opportunity team. Note that team members for whom lock assignment is disabled will be replaced if they no longer match the assignment rules.

Important

These batch processes should not be requested to run in parallel against the same opportunity batch, to avoid potential locking issues. The scheduling service checks for such incompatibilities prior to initiating the assignment process.

Manual Method

Users with Full access to an opportunity can manually assign or re-assign sales team members, including the opportunity owner. If an opportunity is re-assigned to a new owner manually, the original owner stays on the sales team as a non-primary team member, unless he is manually removed from the team.

Resource Recommendations

From within an opportunity, users can select the View Recommendations action to request that the assignment engine retrieve sales team member recommendations based on predefined assignment rules. The user can then add candidates from the recommended list to the sales team. The system will not recommend resources that are already on the opportunity sales team.

The profile option, Sales Team Member Recommendation Rule Set Group, specifies the assignment rule set group to be used when recommending resources.

On-Demand Method

From within an opportunity, sales representatives can use the assign opportunity action to invoke the assignment engine to automatically assign, in real time, resources to the opportunity. Based on the setting of the profile option, Opportunity Assignment Mode, Assignment Manager may invoke territory-based assignment, rule-based assignment, or both.

Saving an Opportunity

If the profile option, Assignment Submission at Save Enabled, is yes, the assignment engine is invoked to assign the entire opportunity upon save. In a similar way that on-demand assignment happens, the assignment engine may invoke territory-based assignment, rule-based assignment, or both, based on the profile option, Opportunity Assignment Mode.

Territory Proposal Activation

Following a territory proposal activation, the Oracle Fusion Sales BPEL event listener identifies changed territories and impacted opportunities and automatically assigns them. Territory-based assignment is invoked at this time to assign territories to opportunity revenue lines. Again, depending on the setting of the profile option, Territory Based Resource Assignment Style, the application either adds the owners or all members of the assigned territories to the opportunity team.

Note that territory proposal activation does not trigger rule-based assignment.

How do territories get assigned to an opportunity?

You can't explicitly add territories to an opportunity. Rather, the assignment engine automatically assigns territories to opportunity revenue lines by matching the dimensional attributes of revenue lines to territory dimensions, such as Customer Size or Industry.

To assign territories to an opportunity, administrators can schedule the batch process, Run Revenue Territory Assignment. Or sales users can use the assign opportunity action from within an opportunity. Note that the profile option, Opportunity Assignment Mode, must be set to run territory-based assignment when using these options. If the profile option, Assignment Submission at Save Enabled, is set to yes, the application may also assign territories to an opportunity every time the record is saved.

Note

With partner integration, partner territories (territories whose sales channel dimension is equal to Partner) are not assigned to revenue lines. Partner organizations can only be associated with an opportunity manually, or they can be automatically associated through an approved lead registration.

How can I manually add territories to an opportunity?

Administrators can manually assign territories to one or more additional salespeople on a revenue line in order to allow another salesperson working the deal to forecast it in his territory. Manual assignment may be required, for example, to even out a temporary unbalanced load between salespeople reporting to a manager, or even to accommodate a salesperson on extended vacation.

Manual assignment of territories can be performed in the assign sales credit screens or in the details of the revenue line by using the territory picker.

By default, only users with the Sales Administrator job role can perform manual territory assignment on opportunities.

Which fields in an opportunity drive assignment?

The following fields drive opportunity assignment: Sales Account, Sales Channel, Product, and Partner (for assigning partner-centric territories). Other, peripheral, sales account and partner attributes also drive assignment, but are not captured or displayed in the opportunity. Examples of these other attributes include: Geography, Named/Not Named, Industry, Organization Type, Partner Type, Customer Size, Account Type, and Classification.

What's lock assignment?

Lock assignment prevents a salesperson from being automatically removed from an opportunity through the assignment engine. Only users with Full access on the opportunity can check or uncheck the lock assignment flag for sales team members.

Partner Assignment to Opportunities: Explained

Much like any other internal resource, partners can be added or removed from the opportunity team manually. However, the resource picker displays only partner resources whose partner organization is already associated with the opportunity. The same behavior is applied when choosing a partner resource for credit allocation purposes.

Partner Opportunity Assignment

After a partner is added to a revenue line, the next step is to assign matching territories to the revenue line and relevant resources to the opportunity sales team. Partner territories and Partner Program territories (territories of type equal to Partner or Partner Program) are not assigned to opportunities, since they are not used to drive territory forecasting, metrics, or reporting. However, other territories, such as Prime, Overlay, Channel Sales Manager territories, and territories of custom defined types are assigned based on matching dimensional attributes on the revenue line, much like an internal sales opportunity. The treatment of a territory in terms of post-assignment, such as the side effect of adding territory owner or members to the opportunity team, is the same as that of an internal sales territory.

Partner resources cannot be removed from the opportunity team if the resource is receiving nonrevenue credit on a revenue line on the opportunity. To remove the partner, first you must remove the credit allocations he is assigned. When a partner organization is removed from the opportunity and no resource from that partner is receiving credits on the opportunity, all partner resources, if they exist, are automatically removed from the opportunity team.

Sales Credits and Partners

Partner resources are only eligible to receive nonrevenue credits on opportunity revenue. When selecting sales credits for partner resources, only partner resources whose partner organization is associated with the revenue line are eligible for sales credits. Partner resources are also not eligible for deal protection.

Run Sales Assignment Processes

Running Opportunity Assignment Process: Points to Consider

This topic discusses the opportunity assignment batch processes involved in territory-based and rule-based assignment processing, as well as considerations when running the processes.

The two opportunity assignment processes related to assignment are:

  • Revenue Territory Territory Based Assignment Process: Run this process if you base revenue line item/opportunity assignment on your territory definition (territory-based assignment). The name may appear as RevnTerritoryBatchAssignment in some Oracle Sales Cloud releases.

  • Opportunity Resource Rule Based Assignment Process: Run this process if you base opportunity assignment on rules that you set up (rule-based assignment).

Note

The sales administrator runs the opportunity assignment process from the Scheduled Processes page, available in the navigator.

When setting up the process, you need to enter specific View Criteria Names and their Bind Values. The following sections list the parameters to use and some examples.

Revenue Territory Territory-Based Assignment Process Parameters

The following table identifies the view criteria and view criteria bind values available for the opportunity revenue territory territory-based assignment process.


View Criteria Name

View Criteria Description

View Criteria Bind Values

OpenOpportunities ByCreationDate

Revenue lines of open opportunities created in the last 90 days. The view criteria bind values do not need to be entered for the default date range, 90 days. The user can pass a different date range by entering view criteria bind values.

  • BindOptyCreationDateTo= [date],BindOptyCreation DateFrom=[sysdate-90]

  • For example: BindOptyCreationDateTo= 2012-02-29, BindOptyCreationDateFrom =2012-01-01

  • For example: BindOptyCreationDateFrom =2012-01-01 This second example will process all open opportunities created between January 1, 2012, and the current date.

OpenOpportunities ByEffectiveDate

Revenue lines of open opportunities that have an expected close date in the last 90 days. Optionally, the user can enter a different date range.

  • BindEffectiveDateFrom =[sysdate], BindEffectiveDateTo =[sysdate [90]

  • For example: BindEffectiveDateFrom =2012-01-01, BindEffectiveDateTo =2012-02-29

SalesAccountUpdated InLastNDays

Revenue lines of all open opportunities whose sales account was updated in the last 30 days. Optionally, the user can enter a different number of days.

  • BindSalesAccountUpdated Since=[30]

  • For example, opportunities whose sales account was updated in last 15 days: BindSalesAccount UpdatedSince=15

OpenOpportunitiesUpdated InLastNDays

Revenue lines of all open opportunities updated in the last 30 days. Optionally, the user can enter a different number of days.

  • BindOptyUpdatedSince =[30]

  • For example, open opportunities updated in last 15 days: BindOptyUpdated Since=15

FilterByBatchTag

Revenue lines of all open opportunities that contain a specific value in the Batch Tag field.

  • BindBatchTag =[text]

  • For example, open opportunities that have EMEA in the Batch Tag field: BindBatchTag =EMEA

RevenueImportCriteria

Revenue lines of all opportunities imported through the given bulk import batch ID. The view criteria bind value, BatchId, is mandatory.

  • BindBatchId

  • For example: BindBatchId=5618782

RevenueBatchReassignment VOCriteria

Revenue lines of all open opportunities associated with at least one of the territories realigned in the territory realignment batch provided. The view criteria bind value, BatchReassignmentBindVar, is mandatory.

  • BatchReassignmentBindVar =[Territory Management Batch Identifier]

  • For example: BatchReassignmentBindVar =1728299

ClosedOpportunitiesBy CreationDate

Revenue lines of closed opportunities created in the last 90 days. Optionally, the user can enter a different date range.

  • BindOptyCreationDateTo =[date], BindOptyCreation DateFrom =[sysdate-90]

  • For example: BindOptyCreationDateTo =2012-02-29, BindOptyCreationDateFrom =2012-01-01

ClosedOpportunitiesBy EffectiveDate

Revenue lines of opportunities closed in the last 90 days. Optionally, the user can enter a different date range.

  • BindEffectiveDateFrom =[sysdate], BindEffectiveDateTo =[sysdate [90]

  • For example: BindEffectiveDateFrom =2012-01-01, BindEffectiveDateT o=2012-02-29

Note

Opportunity assignment supports a single territory structure. Be careful performing reassignment of closed opportunities, because the single territory structure could cause historic assignments to be overwritten.

Rule-Based Assignment Process Parameters

The following table identifies the view criteria and view criteria bind values available for the opportunity resource rule-based assignment process.


View Criteria Name

View Criteria Description

View Criteria Bind Values

OpenOpportunitiesUpdated InLastNDays

All open opportunities which were updated in the last 30 days. Optionally, the user can enter a different number of days.

  • BindOptyUpdatedSince=[30]

  • For example, opportunities updated in last 15 days: BindOptyUpdatedSince=15

OpportunityForImport BatchVO

All opportunities imported through the given bulk import batch ID. Value for BatchId is mandatory.

  • BindBatchId

  • For example: BindBatchId=5618782

OpenOpportunities ByCreationDate

Open Opportunities created in the last 90 days. Optionally, the user can pass a different date range.

  • BindOptyCreation DateTo [sysdate], BindOptyCreation DateFrom [sysdate-90]

  • For example: BindOptyCreation DateTo=2012-02-29, BindOptyCreation DateFrom=2012-01-01 or

    BindOptyCreation DateFrom=2012-01-01 This second example will process all open Opportunities that were created between January 1, 2012 and the current date.

OpenOpportunities ByEffectiveDate

Open opportunities that have an expected close date in the last 90 days. Optionally, the user can pass a different date range.

  • BindEffective DateFrom [sysdate], BindEffective DateTo[sysdate [90]

  • For example: BindEffective DateFrom=2012-01-01, BindEffective DateTo=2012-02-29

SalesAccountUpdated InLastNDays

All open opportunities whose sales account got updated in the last 30 days. Optionally, the user can pass a different number of days.

  • BindSalesAccountUpdated Since [30]

  • For example, opportunities whose sales account was updated in last 15 days: BindSalesAccount UpdatedSince=15

ClosedOpportunities ByEffectiveDate

Opportunities closed in the last 90 days. Optionally, the user can pass a different date range.

  • BindEffectiveDateFrom [sysdate], BindEffective DateTo [sysdate-90]

  • For example: BindEffective DateFrom=2012-01-01, BindEffective DateTo=2012-02-29

ClosedOpportunities ByCreationDate

Closed opportunities created in the last 90 days. Optionally, the user can pass a different date range.

  • BindOptyCreation DateTo [sysdate], BindOptyCreation DateFrom [sysdate-90]

  • For example: BindEffective DateFrom=2012-01-01, BindEffective DateTo=2012-02-29

Note

Opportunity assignment supports a single territory structure. Be careful performing reassignment of closed opportunities, because the single territory structure could cause historic assignments to be overwritten.

Opportunity Assignment Implementation Considerations

Implementors should be aware of the following when scheduling opportunity batch assignment processes:

  • Multiple Revenue Territory Territory Based Assignment and Opportunity Resource Rule Based Assignment processes cannot run at the same time. If one of the processes is running and the user submits another process (either Revenue Territory Territory Based Assignment or Opportunity Resource Rule Based Assignment), then the second process have a Paused status until the first job completes. Once the first process completes, the second process will start.

  • For date-based view criteria, for example, OpenOpportunitiesByEffectiveDate, the view criteria bind values do not need to be entered if the default date range is used.

  • For number-of-days-based view criteria, for example, OpenOpportunitiesUpdatedInLastNDays, the view criteria bind values do not need to be entered if the default number of days is used.

  • When entering view criteria bind values the date format is YYYY-MM-DD.

  • When scheduling opportunity batch assignment processes for the first time, if a process errors, you can try re-scheduling the process and enter a lower value for the Maximum Sub Processes per Process parameter. The default value is 10. This ensures that each batch contains a small number of opportunities or revenue lines. If there is an issue with one of the opportunities or revenue lines, then the appropriate subprocess will an error status and the other subprocesses will complete successfully.

Scheduling Sales Account Assignment: Explained

The Account assignments process can be scheduled and run on the Scheduled Process page. You need to have the 'Run Sales Party Batch Assignment' privilege to be able to define and run account batch assignment.

To access the Scheduled Process page, click Navigator. Under the Tools heading, click Scheduled Processes.

  1. Click Schedule New Process then click type Job. Choose the process named SalesAccountBatchAssignRequest. If needed, use the Search link at the bottom of the Search window.

  2. Enter your process details. The following table shows the view criteria and its description, as well as any bind values that are required.

    • Work Object code: SalesAccount_Work_Object

    • Candidate Object Code: SalesAccountTerritory_Candidate_Object

    • Assignment Mode: Territory

    • View Criteria Name: (see table below)

    • View Criteria Bind Values: (see table below)


    View Criteria Name

    View Criteria Description

    View Criteria Bind Values

    SalesAccountsUpdatedSinceVC

    Use this view criteria to assign sales accounts which have not been previously assigned and have LAST_UPDATE_DATE (in the ZCA_SALES_ACCOUNTS table) greater than the specified date. For newly created accounts, LAST_UPDATE_DATE is the same as the creation date.

    BindLastUpdateDate= [YYYY-MM-DD HH:MM:SS]

    SalesAccountsAssignedBeforeVC

    Use this view criteria to reassign accounts which have been previously assigned and have LAST_ASSIGNED_DATE (in the ZCA_SALES_ACCOUNTS table) less than the specified date.

    BindLastAssignedDate= [YYYY-MM-DD]

    SalesAccountTerritoryBatchReassignmentVC

    Use this view criteria to reassign accounts impacted by the specified territory and territory dimensional realignment batch.

    This view criteria is also used internally to invoke immediate/automatic assignments after territory proposal activation and territory dimension updates.

    BindReassignment BatchId=[Territory Re assignment Batch ID]

    SalesAccountBulkImportVC

    Use this view criteria to assign accounts created in a given customer import batch.

    This view criteria is also used internally to invoke immediate/automatic assignments after customer import.

    BindReassignment BatchId=[Import Activity ID]

    SalesAccountDimsForPartyVC

    Use this view criteria to assign the account with the specified sales account ID.

    BindPartyId= [Sales Account ID]

  3. Define a schedule as needed using the Advanced button on the Process Details page. You can schedule the process to run as soon as possible, or to run at a given frequency and start date.

  4. Submit your job and monitor it using the Scheduled Processes list, refreshing it to view the latest status updates.

Candidate Refresh: Explained

Assignment requests that are rule-based and that identify matching candidates or scores for matching candidates use candidate data. Candidate data, such as resources, are loaded into a cache and used for each assignment request until the cache is refreshed. The candidate data cache can be refreshed at regular intervals using the Refresh Cache process scheduled in the Enterprise Scheduling Service (ESS). You can set the Refresh Cache process to refresh candidate data each time there is an assignment request using that candidate.

Note

This feature affects rule-based assignment using the rule set types of matching candidates or matching candidates with scoring only.

Implementations may schedule this process daily, weekly, and so on, as required by the frequency of changes to the candidates. Consider how often the candidate data will change and how critical it is to have the changes available for use in assignment. For example, resource details may change daily and therefore the resource candidate data cache for managing leads may need to be updated once per day.

The Refresh Cache process should be defined for each candidate object and application that uses Rules-based Assignment candidate matching or candidate matching with scores. The process has the following parameters:

  • Candidate Object Code, for example Resource_Candidate_Object.

  • Owner Module, such as sales, or leadMgmt

For example, there would be one ESS process scheduled for managing leads with the parameter Resource_Candidate_Object_Lead/leadMgmt. Sales would need a process scheduled with the parameter Resource_Candidate_Object/sales.

Run Sales Assignment Reports

Generating Assignment Reports: Example

Assignment management functionality allows you to generate the following reports to view batch assignment progress and errors, and to show the sequencing of territory dimensions:

  • Batch Assignment Progress Report

  • Batch Assignment Error Report

  • Territory Dimension Data Report

You must access the Diagnostic Dashboard to run and generate these reports. This topic explains how to run and generate batch assignment progress report, as an example.

Scenario

To generate the batch assignment progress report:

  1. Log in as a user who has access to the Diagnostic Dashboard.

  2. Click Navigator, and then click Scheduled Processes under Tools.

  3. Run batch assignment processes for Sales Accounts and Opportunities.

    While the process is running, navigate to the Diagnostic Dashboard to run the batch assignment progress report.

  4. Click the Help link.

  5. Click Troubleshooting, and then click Run Diagnostics Tests.

  6. On the Diagnostic Dashboard page, search for the report name you want to run. In this example, select Batch Assignment Progress Report.

  7. Select Batch Assignment Progress Report and click Add to Run.

    Batch Assignment Progress Report is added under the Choose Tests to Run and Supply Inputs region.

  8. Click the warning icon under the Input Status column, and enter the parameters in the Input Parameters page that appears.

  9. Click OK.

  10. Under the Choose Tests to Run and Supply Inputs region, enter a name in the Run Name field and click Run.

  11. In the Confirmation dialog box, click OK.

    The status of the report appears under the Diagnostic Test Run Status region.

  12. Click the completed report to open the report page.

You can now use the report for your analysis. You can follow the same procedure to generate all reports.

Batch Assignment Progress Report: Explained

The batch assignment progress report indicates the number of records processed, unprocessed, successful or failed, and the number of records processed per minute for a process. The report provides details of assignment processing for multiple batch assignment processes and their sub-processes. You can run this report while a batch assignment process (sales accounts, leads, opportunities, revenues, or partner accounts) is running, or after a process has completed.

Access the Diagnostic Dashboard to generate the batch assignment progress report. The report includes two tables, one with details of the main process, followed by details of the sub-processes. The second table with sub-processes appears only if the Include Sub Process parameter is set to True.

Input Parameters

The report has the following input parameters:


Input Parameter

Description

Parent Process ID

The identifiers of parent ESS processes.

Note

You can enter multiple process IDs.

From Date

Select the start date.

To Date

Select the end date.

Include Sub Processes

Select True to include sub-processes. The default value is False.

Example Report

The table below shows an example of a batch assignment progress report along with a description of what each value means:


Column

Sample Value

Description

Parent Process ID

504

Identifier for the ESS process

Work Object Code

SalesAccount_Work_Object

The code for the work object

Candidate Object Code

SalesAccountTerritory_Candidate_Object

The code for the candidate object

Submitted By

Sales_admin

Submitted By - user name of the person submitting the process

Process Status

Running

The status of the process, such as, Not Started, In Progress, Cancelled, and so on

Process Start Time

11/19/12 8:48 PM UTC

Start Time of the process. Shows date, hours, and minutes

Process End Time

End Time of the process. Shows date, hours, and minutes

Process Elapsed Time (Minutes)

22

Number of minutes the process has been running

Records per Minute

10.46

Number of records processed per minute

Number of Sub Processes

10

The number of sub processes launched from the parent process

Number of Records

100000

Number of records in the process

Number Not Processed

94452

Number of records not yet processed

Number Successful

5542

Number of records successfully processed

Number Failed

6

Number of records failed

Failure Rate

0.00006

Number of failures divided by the Number of Items

Assignment Elapsed Time

21.45

Number of minutes the assignment processing has been running

Records Processed Last 10 Minutes

12.63

Number of records processed in the previous 10 minutes

Number of Retries

0

Number of times the process has been resubmitted

The report can be used to estimate the time it will take to complete a batch assignment process. This report provides details on the number of records completed and the number of records in progress. You can generate this report repeatedly to conduct performance analysis of the batch assignment processing.

Batch Assignment Error Report: Explained

The batch assignment error report provides details of the error and warning messages generated while processing individual records during batch assignment process. The report provides a summary of the test input parameters and message details for each record that meets the input parameters. You can run this report while a batch assignment process (sales accounts, leads, opportunities, revenues, or partner accounts) is running, or after a process has completed.

Access the Diagnostic Dashboard to generate the batch assignment error report. The report shows the test parameters followed by two results table. The first table provides a summary of the process, and the second table shows details of the records that meet the criteria entered when running the report.

Report Parameters

The report has the following input parameters:


Input Parameter

Description

Parent Process ID

Identifier for the parent ESS process.

Note

You can enter only a single process ID.

Assignment Status

Enter the status of the assignment, such as, error, succeeded, and so on. The default is error.

Work Object Public Unique Identifier

This is optional. The value that you enter here will depend on the Identifier Attribute of the work object being processed in a batch.

Range of Records

Enter the range of records in a process to report. The default value is the value set in the MOW_DTF_ERROR_REPORT_MAX_LIMIT profile option.

You can change this profile option value in the Manage Administrator Profile Values setup task.

Example Report

The following is an example of a batch assignment error report:

Process Summary


Work Object Code

Candidate Object Code

Start Time

End Time

SalesAccount_Work_Object

SalesAccountTerritory_Candidate_Object

2013/2/11 12:13

2013/2/11 02:45

Process Details


Work Object Public Unique Identifier

Assignment Status

Message Details

1243213

Successful

1728224

Error

225030 MOW_AMENG_AO_ASSERT_ FAILED An error occurred while loading assignment object Sales_Account_Work_object. There is a mismatch between the view object definition in the assignment configuration and the actual view object definition used during assignment processing. Update and save the assignment object to register it with the latest view object definition.

1982663

Successful

2392053

Successful

The report provides details for implementation to understand if there were errors in the batch assignment being run. This report can also be used to indicate if a particular work object record was processed in a batch assignment process.

Running Batch Assignment in Diagnostic Mode: Example

You can run your batch assignment in diagnostic mode so that you can view the details of the assignment processing in an output log. This topic provides an example of running lead batch assignment in diagnostic mode.

A profile option called MOW_DIAG_MODE_WO_LIMIT defines the number of work objects that are allowed to be processed in diagnostic mode. The default setting is 1, and you can change the setting before you run batch assignment.

Note

For revenue lines which are grouped by opportunity, the MOW_DIAG_MODE_WO_LIMIT value indicates the number of opportunities. For example, the default setting would mean one opportunity which can contain more than one revenue line.

Scenario

A sales representative of a company has to follow up on a lead but the lead has not been assigned to his territory. He has requested you, the sales administrator, to investigate the details of territory assignment. You can provide these details by running lead batch assignment in diagnostic mode.

  1. Log in to the application and select the Navigator menu, and then select the Lead Qualification menu item.

  2. Select Lead Processing Activities under the Tasks pane.

  3. On the Lead Processing Activity page, click the Create Lead Processing Activity button.

  4. On the Create Lead Processing Activity page:

    1. Select Assignment from the Process Type list.

    2. Enable diagnostic mode by checking the Diagnostic Mode check box.

    3. Search and select a lead. Note down the lead number value to use in a later step.

    4. Select Immediate from the Schedule list.

    5. Click Submit.

  5. In the Confirmation dialog box, click OK.

  6. Click the Refresh icon till the process has completed successfully or with an error.

  7. Click the Output log icon in the View Log column to view details.

Open the log file in another browser window or tab.

Note

The log file format is designed to be viewed in a browser application. If the log file is opened in another application, such as Notepad, the format may not be optimal and the log may be difficult to read.

View the log for details of the assignment processing for the selected lead. You can use the lead number noted down earlier to search in the log file. Review the log for details of the assignment processing.

Batch Assignment Diagnostic Log: Explained

When you run batch assignment in diagnostic mode, an output log is generated with details of the assignment processing. You can use these details to troubleshot any issues with territory assignment. The log helps you understand why certain leads or opportunities were not assigned to your territories as expected.

The table below provides an example of a lead batch assignment diagnostic log along with an explanation of each section of the log.

Note

Use the search feature in your log file to search on keywords, such as the error message number, for example 225203, to locate a specific section.


Example Log File Entries

Description

Assignment processing is in diagnostic mode. Assignment results will not be stored and the first 1 work objects will be processed. (MOW-225203)

Provides a summary of the assignment processing and the number of work objects to be processed.

Note

You can change the number of work objects allowed to be processed in diagnostic mode via the MOW_DIAG_MODE_WO_LIMIT profile option. The default setting is 1.

Process 123 submitted at 2013/2/19 12:10 started assignment processing of 1 work objects. (MOW-225172)

Work Object = Lead_Work_Object_Lead

Candidate Object = Territory_Candidate_Object_Lead

Assignment Mode = Territory

View Criteria = LeadAssignmentDiagnosticVC

View Criteria Bind Values = BindLeadNumberDiag=LEAD_1527

Rule Set Group Id = 12221

Rule Set Group Name =

Grouping Attribute =

Replace Team = True?

Number of Work Objects per Sub Process = 1000

Maximum Sub Processes per Process = 10

Metric Logging Interval = 100

Custom Data =

Diagnostic Mode = true

Allows you to confirm the objects being processed in this batch, for example territories being assigned to leads, the type of assignment processing, and the other parameters and their values relevant for this batch process. Indicates the following:

  • The process has started.

  • Work object being processed and the candidates being found.

  • Type of assignment processing:

    • Territory = territory assignment

    • Matching = assignment using rules

    • Score = scoring

    • Classification = ranking or qualification

  • View criteria and bind value in leads which determine the set of leads that are included in this batch assignment process.

  • Diagnostic mode setting.

Matching request for work object Lead_Work_Object_Lead with the identifier Lead_1527 and candidate object Territory_Candidate_Object_Lead is in process. (MOW-225169)

Geography Identifier = 1272833, Sell to Address = 500 Oracle Pkwy, Redwood Shores, CA 94065 USA

Party Identifier =12393333, Sales Account

Number = 52733

Customer Size Code = MEDIUM

Industry = null

Named Account Type = N

Organization Type = null

;Inventory Item = 17182823, Product = Green Server

Product Group = null

AuxiliaryDimension1 = null

Partner Identifier = null, Registry Identifier = null

Score = 13212 Etc.

Provides a summary of the active assignment attributes and their values that will be used in the processing of this lead.

Note

Only a subset of these attributes may be used in the assignment processing of a lead, for example lead ranking rule may only use the score and timeframe attributes.

  • Values for the work object.

  • Attributes that are null.

  • Products available: In the example, there is one product, green server.

Use this information to confirm the data values for the work object that may be used in the assignment processing.

Assignment matching using mapping set Mapping Set 1 is in process. (MOW-225185)

Assignment mapping values were retrieved. (MOW-225211)

Function Code = Geo, GeographyId = 182939393, Sell to Address = 500 Oracle Pkwy, Redwood Shores, CA 94065 USA

Function Code = Acct, PartyId =1232222293333

Function Code = CustSze, CustomerSize =

Function Code = Acct, PartyId =1232222293333

Function Code = Prod, Inventory Item Identifier = 12222, Product = Green Server, Inventory Org Id = 15161717

Partner Identifier = Partner Program Identifier = 17832833

This shows the active assignment mappings that drive territory-based assignment for this lead. The value(s) for each mapping is also shown.

If an unexpected territory or set of territories has previously been assigned to the work object, then confirm that this is the information you expected to be used for this lead.

Assignment mapping values were translated to sequence values. (MOW-225212)

Function Code = Geo, Sequence = 1 -1

Function Code = Acct, Sequence = 12223 - 333334, 523712-728299

Function Code = CSize, Sequence = 233 - 27389

Function Code = AcTyp, Sequence = 211 - 211

Function Code = OrgTp, Sequence = 3643 - 3833

Function Code = Indst, Sequence = 233 - 811

Function Code = Prod, Sequence 1221 - 3783

This section is relevant for Oracle Support to troubleshoot assignment issues.

Candidate matches were identified. Post processing is in progress. (MOW- 225210)

Territory with the Number 282274 was dropped as it is a parent. (MOW-225209)

Territory with the Number 282312 was dropped due to an exclusion. (MOW-225208)

Territory with the Number 238424 was dropped due to an exclusion. (MOW-225208)

Territory with the Number 120238 was dropped as it is a parent. (MOW-225209)

Indicates that matching candidates were found and lists the matching candidates that were dropped since they are either parent candidates or part of excluded territories.

If this lead was assigned previously and the territory you expected was not assigned, then review this list of dropped territories. The territory might have been dropped because it was a parent territory and a lower level territory under this also matched. Alternatively, this territory might have been excluded for this lead (for example, a partner might have rejected this lead) or the territory might have an exclusion coverage that contains the account on this lead.

The final matching candidates for mapping set Sales Account Mapping Set were identified. (MOW-225207)

TerritoryNumber = 284844

TerritoryNumber = 284554

TerritoryNumber = 281274

TerritoryNumber = 161238

TerritoryNumber = 210372

Shows the final list of matching territories.

Assignment matching using mapping set Mapping Set 2 is in process. (MOW-225185)

The mapping set Mapping Set 2 was skipped as the conditional attribute PartnerId is blank. (MOW-225206)

Shows the progress of assignment matching for a mapping set.

In this example, there are multiple active mapping sets and the next mapping set (for example, Mapping Set 2) has a conditional attribute defined. For this lead, this attribute does not contain a value, and so the territory matching for this mapping set is not needed and therefore not performed.

Assignment matching using mapping set Mapping Set 3 is in process. (MOW-225185)

The mapping set Mapping Set 3 was skipped as the conditional attribute ProspectAcctId is blank. (MOW-225206)

Shows the progress of assignment matching for a mapping set.

In this example, there are multiple active mapping sets and the next mapping set (for example, Mapping Set 3) has a conditional attribute defined. For this lead, this attribute does not contain a value, and so the territory matching for this mapping set is not needed and therefore not performed.

Assignment of 4 Territory_Candidate_Object_Lead candidates to work object Lead_Work_Object_Lead with the identifier Lead_1527 is in process. (MOW-225167)

The existing candidates were identified. (MOW-225200)

TerritoryNumber = 1628299

TerritoryNumber = 1019131

Assigned 4 new Territory_Candidate_Object_Lead candidates to work object Lead_Work_Object_Lead with the identifier Lead_1527. (MOW-225180)

TerritoryNumber = 327211

TerritoryNumber = 210372

TerritoryNumber = 282274

TerritoryNumber = 284554

Removed 2 Territory_Candidate_Object_Lead candidates to work object Lead_Work_Object_Lead with the identifier Lead_1527. (MOW-225181)

TerritoryNumber = 1628299

TerritoryNumber = 1019131

Assignment of 4 Territory_Candidate_Object_Lead candidates to work object Lead_Work_Object_Lead is complete. (MOW-225166)

Details of assignment of territories to work objects that are in process, added, or removed. Provides the list of existing territories previously assigned to this lead, identifies the new territories that will be assigned, and provides the list of territories that will be removed from this lead.

Indicates that assignment processing is complete.

1 out of 1 work objects were completed. 1 work objects successfully processed. 0 work objects failed. (MOW-225127)

Provides summary of how many work objects were successfully processed and how many failed.

Purge Batch Assignment Information: Explained

When a batch assignment job runs, it creates data that helps with the assignment process. Once the job is completed, this data is no longer required and can be purged. Assignment management functionality enables implementations to purge data. The Enterprise Scheduling Service (ESS) process Purge Batch Assignment Information is used to purge the batch assignment tables based on set parameters. A batch assignment process creates data in two tables MOW_BATCH_ASGN_JOBS and MOW_BATCH_ASGN_JOB_ITEMS. When the size of the batch assignment process is huge, it creates a large number of rows in the MOW_BATCH_ASGN_JOB_ITEMS table. With time, records in these tables grow substantially, especially with large implementations. The purge batch assignment information process helps in clearing old records for successfully completed processes. The process purges data for batch assignment processes for leads, opportunities, sales accounts and so on.

Implementations may run this process periodically or on an ad-hoc basis. The process has only one parameter Days to Keep. The default value is 30.

Specify the number of days worth of assignment batch job and data to keep until the next purge. For example, if you set the parameter to 15 and run the purge batch assignment information process, the process removes all rows related to successfully completed processes in the batch assignment data table that were created before 15 days from the current date.

Territory Dimension Data Report: Explained

The territory dimension data report identifies the volume of territory data for each territory dimension and coverage type. You can use information from this report to determine the sequence for each assignment mapping and optimize assignment performance. You must run this report only after you have created and activated your production territories.

Access the Diagnostic Dashboard to generate the territory dimension data report. The report contains one table that shows the number of de-normalized customer account-centric and partner-centric territory records for each territory dimension and coverage type.

The table below shows an example of a territory dimension data report:


Function Code

Count for INCLUSION

Count for EXCLUSION

Count for PARTNER_REGULAR

Count for REGULAR

AcTyp

7

3

16

305

Acct

0

0

16

313

Aux1

7

3

16

385

Aux2

7

3

16

385

Aux3

7

3

16

385

CSize

7

3

13

336

Geo

7

3

2

4

Indst

7

3

14

268

OrgTp

7

3

14

374

Prod

2

3

16

171

Prtnr

7

3

16

385

Schnl

7

3

16

259

Once the report is generated, you must identify the sequence of mappings as follows:

  1. Copy the report over to an excel spreadsheet.

  2. Sum up the count for inclusion, exclusion, partner_regular, and regular for each function code.

  3. List the function codes in order from lowest total count to highest.

After you list function codes from lowest count to the highest, the report table should look like the following:


Function Code

Count for INCLUSION

Count for EXCLUSION

Count for PARTNER_REGULAR

Count for REGULAR

Total Count

Geo

7

3

2

4

16

Prod

2

3

16

171

192

Schnl

7

3

16

259

285

Indst

7

3

14

268

292

Acct

0

0

16

313

329

AcTyp

7

3

16

305

331

CSize

7

3

13

336

359

OrgTp

7

3

14

374

398

Aux1

7

3

16

385

411

Aux2

7

3

16

385

411

Aux3

7

3

16

385

411

Prtnr

7

3

16

385

411

With this information, you can now update the sequence for each assignment mapping. The function code with the lowest total count, Geo in this example, should be updated to have the sequence 1. The next lowest total count, Prod in this example, should have sequence 2, and so on. You must update the sequence similarly for every mapping in each mapping set, for every work-object and candidate-object combination.