How to Set Up Territory Dimensions

Dimensions are attributes that define jurisdictional boundaries of territories. For example, you can use the address dimension to define territories by country or postal code.

Every customer that falls within the defined geography is assigned to the territory and to the resources for that territory. You assign customers, partners, leads, and opportunity items to the correct territories using dimensions. All dimension values combine to define the territory boundaries. For example, if Address is set to United States and Customer Size is set to Large, then the territory is assigned to only large customers within the United States.

Customer and Partner Inclusions

By default, you can define territories by selecting customers or partners to be included in the territory. Customers and partners are available to select from Customer Data Management for inclusions and exclusions. When a merge action eliminates duplicate records, one record can be replaced by another. If a customer included in or excluded from a territory is changed through the merge process, then the new customer record automatically replaces the old record in the territory.

Dimensions

You must enable dimensions before you can use them to define territories. The dimensions available to assign customers or partners to a territory are:

• Address

• Account Type

  The account type specifies if a customer is a named account or not.

• Customer Size

• Industry

• Organization Type

• Additional dimensions based on selected classification categories to match specific customer or partner information

A territory assigned to a customer or partner is also assigned to the corresponding leads and opportunity items. These dimensions define boundaries specifically for leads and opportunity items:

• Business Unit

• Product

  Product groups and products form a hierarchy in the sales catalog.

• Sales Channel

  The available sales channels are Direct, Indirect, and Partner.

You must enable each dimension that the sales organization plans to use for automatically assigning territories to customers, partners, leads, or opportunity items. All dimensions except account type require some preparation before you enable and use them.

Dimensions You Can Modify

You can modify these dimensions or use them as provided:

• Customer Size

  You can change the provided customer sizes within the Organization Size lookup type.

• Industry

  The industry hierarchy is from the customer classification module. When you enable the Industry dimension in Enable Dimensions and Metrics, you must also select the classification category that you want to use. The available selections include only classification categories belonging to the Industrial Categories grouping. Your selection modifies the profile option Industry Classification Category.

  You can assign primary and nonprimary industry values to accounts. When an account is assigned multiple classification values, for the purposes of territory and rule-based assignment, the assignment engine can use all of the values or only the primary account classification. Opportunity assignment also supports multiple classification values. For more information about assigning accounts using industry classification codes, see the white paper, Industry Classification and Opportunity Assignment (document ID 2086014.1) available on My Oracle Support.

• Organization Type

  To change the available organization types, edit the Organization Type category using the Manage Classification Categories task in the Setup and Maintenance work area, Sales offering, Territories functional area. You can assign primary and nonprimary organization type values to accounts. When an account is assigned multiple classification values, for the purposes of territory and rule-based assignment, the assignment engine can use all of the values or only the primary account classification. Opportunity assignment also supports multiple classification values. For more information about assigning accounts using industry classification codes, see the white paper, Industry Classification and Opportunity Assignment (document ID 2086014.1) available on My Oracle Support.

• Sales Channel

  You can add additional channels under the Partner sales channel.

Dimensions Requiring Preparation

See related topics to find out how to prepare the following dimensions:

• Business Unit

• Address

• Product

• Auxiliary Dimensions