Territories

Assignment Rules

In standard business terminology, a territory is a collection of accounts, contacts, and or assets that are managed by a team of positions. Usually a territory is based on a geographic area: either a collection of postal codes or geographic zones.

In Siebel Assignment Manager, an assignment rule is a collection of logical business boundaries. These business boundaries include:

• Geographic. ZIP Code, Province, City, State, Country, and so on.
• Non-geographic. Named Accounts, Industries, Products and Product Lines, Revenue, Sales Stage, Lead Quality, Service Request Area, Service Request Subarea, and so on.

You can also enforce additional business rules using assignment rules. For example, you can define a rule so that a specific account manager manages a particular account and the account's related opportunities.

NOTE:  The word territory is used other places in the UI, where it is not related to the assignment territory features described in this guide. For example, the terms described in this table are not the same as the terms used with the Siebel Territory Management application.

Territory Conditions

Assignment Criteria

In standard business terminology, territory conditions constrain the accounts, contacts, and assets that can be assigned.

In Siebel Assignment Manager, assignment criteria enforce business conditions when applied to assignment rules. An assignment rule can have one or more assignment criteria.

For example, if a sales representative's territory is Northern California, but excludes City Y and Z for Products A, B, and C, then there are three territory conditions (assignment criteria) that define the sales representative's territory. The three conditions are:

• Province, City, or ZIP Code (to identify Northern California)
• City Y and City Z (for exclusion)
• Products A, B, and C

Territory Condition Values

Assignment Criteria Values

In standard business terminology, territory condition values are applied to territory conditions to further constrain the accounts, contacts, and assets that can be assigned.

In Siebel Assignment Manager, assignment criteria values are applied to a specific assignment criterion for a particular business condition. For example:

• A ZIP Code assignment criterion could have the following criteria values: 94401, 94402, 94403, or 94406.
• A service request assignment criterion could have the following criteria values: CD-ROM, 401K Account, Billing, or so on.

Business Entity

Assignment Object

In standard business terminology, business entities can be Accounts, Opportunities, Contacts, Sales Leads, Orders, Campaigns, Service Requests, Trouble Tickets, Activities, eMail, and so on. The business representatives for these entities include field service agents, telesales representatives, account executives, and so on.

In Siebel Assignment Manager, business entities are known as assignment objects. An assignment rule is associated with one or more assignment objects.

Territory Managers and Territory Teams

Assignment Candidates

In standard business terminology, territory managers and territory teams are generic terms used mostly in sales organizations. For a given business boundary, territory managers and their teams manage accounts, opportunities, contacts, or other business entities (or a combination of any or all of these). They are associated with a particular sales business entity—Account, Opportunity, Contact, and Partner, and so on—because they satisfy or qualify for the business conditions enforced by their organizations.

In Siebel Assignment Manager, assignment candidates apply not only to sales entities but to service entities as well. Service objects (entities) include Service Request, Product Defect, and so on. For sales organizations, candidates are positions or organizations. For example, a territory for a sales representative might be Northern California, with the exclusion of City Y and City Z for Products A, B, and C. For service organizations, candidates are employees or organizations. For example, a territory for a field service installation technician might be City A and City B.