Examples of Dimensional Territories

This scenario illustrates using a combination of different dimensions to define a new hierarchy of territories.

Scenario

The telescope division of your company manufactures and sells a special type of microscope as well as related accessories and supplies. Your company recently started supplying microscopes to two large universities and several colleges in the East. Management wants to focus on expanding this new market by dedicating several salespeople to this industry, and by assigning individual universities to territories.

This chart shows the current territory hierarchy for the division, divided into East and West United States with a parent territory to catch any accounts outside the United States. All territories for the Telescopes Division of the company include in the definition the product group: telescopes, accessories, and supplies.

Selling telescopes requires salespeople with more knowledge and experience. Therefore, you separate telescope sales from sales of accessories and supplies within each US region. To accomplish this, you define the Telescopes territories with the Telescopes product and the Telescopes Supplies territories with the Telescope Supplies and Accessories product group.

The Telescopes East territory is defined with these dimensions:

• Geography: East United States

• Product: Telescopes

• Industry: Any

The Telescope Supplies East territory is defined with these dimensions:

• Geography: East United States

• Product: Telescope Accessories and Supplies

• Industry: Any

You add two child territories defined by Industry dimension members for 4-year colleges and universities, and 2-year colleges. Within the 4-year colleges and universities territory, you add the two universities who are current customers as inclusions so they have dedicated salespeople to service them.

The Colleges and Universities East territory is defined with these dimensions:

• Geography: East United States

• Product: Telescopes

• Industry: Colleges and Universities - 4 year

The Community Colleges East territory is defined with these dimensions:

• Geography: East United States

• Product: Telescopes

• Industry: Community Colleges - 2 year

Each university territory is defined with these dimensions:

• Included Customer: Harvard (for the Harvard territory)

• Included Customer: Cornell (for the Cornell territory)

• Other Dimensions, Product: Telescopes

You build the West United States territory hierarchy in the same way. Sales management identified three universities as named accounts even though they haven't yet purchased telescopes.