Overview of Sales Resources and Multiple BUs

You can map multiple business units (BUs) to your resource organizations to regulate sales users' (known as sales resources) visibility into transactional data. Transactional data is the data found in business objects such as opportunities, leads, and contracts.

Sales User Access to Transactional Data

Sales users can access object data across BU boundaries if they've valid access to the object by:

Membership in the resource hierarchy
The territories they belong to
Team membership, for example, being on a sales team
Being granted full access to the object

Users can access data in one or more of these ways. For example, users can have access to data through both team and territory membership, irrespective of the BUs they're associated with.

Access Through the BU Territory Dimension

Users can gain access to data when the territories they're members of have associations with BUs. Consider these scenarios:

In a multiple BU environment, BUs are available as territory dimensions. In this case, the user's access to data is limited to objects which, when they were created, were assigned to the same BU that's assigned to the user's territory team.
BUs also can be included as part of the coverage definition of a territory.

Sales Administrator Access to BUs

Sales administrators, who are created as sales resources in the organization, have access to all the data available in the BUs to which they're associated.

Use Case With Resources Across BUs

Sometimes, you might want certain types of users to have visibility into data across BUs. For example, you might want your overlay salesperson to have access to all BUs. Here are some examples:

Associate overlay salespeople with all BUs and differentiate them using territory dimensions, such as geographic region of responsibility.
Associate sales operations and sales administrators to one, many, or all BUs.

In the use case, Vision Enterprises is a global high-technology company with two divisions: Vision Corp., focused on software, and Vision Systems, selling high-end servers and engineered systems that combine hardware and software in a single stack. Both divisions operate globally across North America, Europe, and Asia Pacific regions, so they create BUs for each of these areas.

The following figure shows the use case. The diagram shows Vision Enterprises as encompassing its two divisions, Vision Corp. and Vision Systems. The diagram shows the two divisions, Vision Corp. and Vision Systems, as each encompassing three BUs: North America, Europe, and Asia Pacific. The diagram shows the following types of users having access to all BUs under both divisions: sales overlay team, sales operations, and sales administrators.