Overview of Siebel Territory Management

This chapter is about the concepts and terminology required to understand Siebel Territory Management. It includes the following topics:

About Siebel Territory Management

The purpose of Siebel Territory Management is to manage sales and service territories. For example, Siebel Territory Management can be used to assign sales representatives to accounts and contacts based on territory or to assign ownership of assets to field service engineers based on territory.

You create (or bulk load) rules in Siebel Territory Management. These rules determine how the assignments are made. You can review the results of these rules before the actual assignments are made in the database. Then you align territory assignments based on these rules.

Why Is Siebel Territory Management Important?

Maintaining sales representatives and their managers is a major cost to organizations. For this reason, it is very important to keep territories well aligned with the sales force. You want to make sure that your sales representatives are working most efficiently. You do not want sales representatives without enough accounts to fill their time. Similarly, you do not want sales representatives to have so many accounts that they lose key opportunities because they cannot call on all their accounts. The same concerns affect the costs of keeping service engineers in the field.

Siebel Territory Management does not tell you how to align your territories with your sales force, but it makes territory alignments faster and simpler so that you can align and realign your territories as needed.

About Siebel Territory Management for Siebel Industry Applications

This guide uses Life Sciences examples to describe the features of Siebel Territory Management. However, you can use Siebel Territory Management with the other Siebel Business Applications.

Note: Geo zone rules and assignment by asset are only available for Siebel Industry applications.

Terminology For Siebel Territory Management

The following table defines some terms that are used in this book and in Siebel Territory Management’s user interface.

Term	Description
territory	A territory is a collection of accounts, contacts, assets, or a combination thereof that are assigned to an employee. Usually a territory is based on a geographic area: either a collection of postal codes or geo zones. For example, a sales representative in the San Francisco area has a territory consisting of all neurologists (contacts) and teaching clinics (accounts) in ZIP Codes for the city. Also as part of her territory, she has some accounts outside the city where she already has established strong relationships. Territories can be related to each other through the territory hierarchy. Note: The word territory is used in other places in Siebel Business Applications, where it is not related to the Siebel Territory Management feature described in this guide. For example, the Territory field in the Accounts form is unrelated to the Siebel Territory Management feature.
territory hierarchy	The territory hierarchy is a collection of territory nodes. It determines which territories are active and available for assignment. For example, territories can be defined for the whole country, but you can define a territory hierarchy that only contains active territories for the southwest region, so only this region of the country is considered for update when you run the territory alignment for this hierarchy. The territory hierarchy is also used to set up parent-child relationships between territories, and these relationships can be displayed graphically in an explorer view.
territory nodes	A territory node record is created for each territory in the hierarchy. The territory nodes can be linked to each other by specifying parents for nodes. The activation dates associated with territory nodes determine whether the territory is active, that is, available for assignment.
division	In Siebel Territory Management, a division is typically used to represent a sales force. A division might only be associated with one territory hierarchy. However, you can have multiple divisions in one territory hierarchy. For example, the oncology sales force and the neurology sales force can together make up the specialty territory hierarchy.
territory alignment	Territory alignment is the mapping of positions (employees), accounts, contacts, and assets to territories. This mapping is determined through rules. The territory alignment record contains both the rules describing the alignment and the assignments that are made when the rules are applied. When a territory alignment is run, the results of the rules are calculated. However, accounts, contacts, and assets are not actually assigned to employees in the database until the alignment becomes active.
rules	Rules determine how territories are mapped to positions, accounts, contacts, and assets.
geo zones	A geo zone represents a geographic area. Geo zones are used as alternatives to postal codes, for example, where sales data is not available by postal code but is available by some other geographic area. In the pharmaceutical industry, geo zones are often called bricks. Geo zones are only available in Siebel Industry Applications.

Roadmap for Using Siebel Territory Management

To use Siebel Territory Management, perform the following processes and tasks:

The Territory Management workflow in Life Sciences, illustrated in the following image, does the following:

Set up divisions and positions.
Set up territory hierarchy.
Set up territory nodes.
Set up the alignment (rules and conditions)
Run the alignment.
Review the alignment. Are the test results OK?
- If No, return to Step 4.
- If Yes, continue to Step 7.
Activate/schedule the alignment (roll out)
Review the territories and their rules.
(Weekly) Maintain the alignment.

Note: Setting up the alignment (rules and conditions) should be revisited on a quarterly or semi-annual basis.

:

Roadmap for Territory Management in Life Sciences.

The following illustrates the workflow of Territory Management in Consumer Goods.

Roadmap for Territory Management (Consumer Goods). In this image, the worfklow is divided into three sections: Setting Up Territories, Creating Objectives, and Visit Planning. Setting Up Territories consists of the following: Create Territories, Define Accounts, Define “Position”/Role/Category sets, Apply Territory (This adds people to Acc’t Teams). Creating Objectives has the following: Create Objective, Create Activities (add roles and categories), Associate accounts to the Objective, Apply (Create Activities for Each Acc’t) Setting Up Territories and Creating Objectives are connected to Visit Planning. Visit Planning has the following: Create Visit for an Account, Add Activities, Schedule the Activities.

Button	Code	Available	Comments
Apply	HORZ	SIA	Will also work in HORZ if exposed in UI
Apply All	HORZ	SIA	Will also work in HORZ if exposed in UI
Assign Activities	SIA	SIA	Will work only in SIA
Remove Activities	SIA	SIA	Will work only in SIA
Apply Multiple Categories	SIA	SIA	Will work only in SIA