Territories Defined with Business Units

You can use the Business Unit dimension in your territory setup to define territory coverage. A territory's jurisdiction can include one, multiple, or all business units (BUs).

In opportunity and lead assignment, when the BU associated with the opportunity or lead matches the BU mapped to the territory, the sales team members within that territory get assigned to the lead or opportunity product.

When you implement territories, enable the Business Unit dimension. When you build your territory hierarchy, you can use the business unit dimension in the territory coverage. You always have just one territory hierarchy, with one top-level territory. In a typical multiple business unit implementation, you define first-level territories by business unit.

The Business Unit dimension also helps facilitate the loading of territory metrics, partitioned by BUs.

Tip: Assignment of sales accounts ignores the Business Unit dimension.

Use Case

In this use case you have one territory hierarchy with one top-level territory. The Vision Enterprises territory has this structure:

• One overlay territory that includes all products and all geographies. Child territories can be added to further delineate overlay team member responsibility by product or geography.

• A territory for each business unit. Child territories are defined by product or geography.

This chart shows the use case. Vision Enterprises has two divisions, Vision Corporation and Vision Systems. Each division has three business units, and therefore three first-level territories defined by these business units. The overlay territory is defined with all business units, and the Vision Corporation North America territory defined by the Vision Corp NA BU. The Vision Systems North America territory is defined by the Vision Systems NA BU. The Vision Corp NA territory has child territories defined by geography. The Vision Systems NA territory has child territories defined by geography and by product.