Territory Coverage

A territory defines who will sell what to whom. You define territory boundaries using dimensions and criteria, not by creating rules.

Use these to define a coverage area:

Dimensions

Values that define what to include in the territory using categories such as address, product, and industry
Inclusion Criteria

A list of specific customers or partners, whether or not they meet the dimensional definition. These customers don't have to be designated as named accounts.
- Customer Hierarchy: You can choose to include the customer hierarchy for the selected customer. All customers for the selected customer hierarchy will be assigned to the territory.
- Filtering Conditions: Defined dimensions apply to the included customers and their hierarchies so that only customers that match the dimension definitions get assigned to the territory.
- Other Dimensions: Product or sales channel dimensions defined for all of the included customers or partners.
Exclusion Criteria

A list of specific excluded customers or partners to be omitted from the territory whether or not they meet dimension definitions. These customers don't have to be designated as named accounts to be excluded. You can choose to also exclude the customer hierarchy for the selected customer.
Overrides: A way to override what's inherited from a source territory.
Resource-Centric Coverage

The resource-centric territory hierarchy is generated from your resource hierarchy when you enable forecasts using the quick setup. The Refresh Territories from Resources process synchronizes your territories periodically to match your latest resource hierarchy. The resources become the territory owners.

Note: Before you run Refresh Territories from Resources, you must have at least one dimension enabled using the Enable Dimensions and Metrics task and perform the Load and Activate action.

Note: We recommend full reassignment to be scheduled for each object. The frequency of this schedule can be different from one object to another, depending on requirements.

Territory Coverage for Partners

A partner is an organization party with a partner profile associated and an assigned Partner usage. Partners are defined in the Partner Center.

Similar to direct sales, channel managers have corresponding sales territories pertaining to partner sales activities. Some channel managers are assigned to specific partners. Some channel managers are assigned to customers for sales activities that involve partners. Channel manager territories can be defined by the following coverage models.

Coverage Defined by End Customer Characteristics (Customer-Centric)

Define the coverage using the characteristics of the end customer, and specific inclusions and exclusions. As an example, a channel manager is assigned to cover all the indirect opportunities where the end customer is located in California.
Coverage Defined by Partner Characteristics (Partner-Centric)

Coverage is defined using the following attributes of a partner organization:
- Primary geographical location of the partner
- Organization Type of the partner (for example, private, public, government owned, nonprofit)
- Industries served by the partner (for example, high tech, manufacturing, banking, pharmaceutical)
- Size of the partner
- Three auxiliary dimensions are available for partners based on the customer categories classification model
Individually Selected Partners

Select partners to directly assign to or exclude from a partner-centric territory. As an example, a channel manager is assigned to a partner named AA Solutions. This channel manager will be assigned to all indirect opportunities where AA Solutions is the partner. The opportunities for included partners can be additionally qualified by product and sales channel.

Territories with No Coverage

You can create a territory that has no coverage by clicking Remove All under Edit on the Dimensions tab. The dimensions have a blank coverage, rather than the value Any. The territory is indirectly defined by the coverage of its descendant territories. You can assign quota to the territory and it can participate in forecasting. The territory can't be automatically assigned to customers, leads, and opportunities, but you can see the assignments of its descendant territories. You can also assign the territory to an opportunity item manually.

Precedence During Assignment

When you include a customer in the coverage for a territory, that customer is also assigned to any territory with matching dimension coverage. If you don't want the customer to be assigned to both, then one solution is to add the customer as an exclusion from the second territory. Another solution is to enable territory precedence so that assignment automatically assigns the customer only to the territory with the inclusion coverage.

You can limit the automatic exclusion to the territories identified as belonging to the same group. For example, a primary salesperson Z has exclusive ownership of ABC Corporation, in Arizona. However, your product specialist team should also be assigned to ABC Corporation using dimension definitions. Use the Territory Function field to identify each territory with a function to group them.

Here are the territories and their definitions::

The primary salesperson A's territory is defined with the Primary function.
The coverage for A's territory is defined by address, including Arizona.
The primary salesperson Z's territory is identified with the Primary function.
The coverage for Z's territory contains ABC Corporation in Inclusions.
The product specialist's territory is identified with the Technical Specialist function.
The product specialist's territory is defined by address, including Arizona.

Here are the results of the assignment:

ABC Corporation belongs to primary salesperson Z because the account inclusion takes precedence.
ABC Corporation isn't assigned to Salesperson A's primary territory because the inclusion territory takes precedence over the territory defined by address.
ABC Corporation is assigned to a Technical Specialist territory that covers Arizona.