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Oracle Territory Management Implementation Manual

Release 11i
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Oracle® Territory Management
Implementation Guide
Release 11i (11.5.9)
Part No. B10553-01
April 2003

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Summary of Contents for Oracle Oracle Territory Management

  • Page 1 Oracle® Territory Management Implementation Guide Release 11i (11.5.9) Part No. B10553-01 April 2003...
  • Page 2 Oracle Territory Management Implementation Guide, Release 11i Part No. B10553-01 Copyright © 2003 Oracle Corporation. All rights reserved. The Programs (which include both the software and documentation) contain proprietary information of Oracle Corporation; they are provided under a license agreement containing restrictions on use and disclosure and are also protected by copyright, patent and other intellectual and industrial property laws.

  • Page 3: Table Of Contents

    About Oracle ............................Part I Getting Started Introduction The Oracle E-Business Suite....................1-1 1.1.1 The Applications in the E-Business Suite ..............1-2 Oracle Territory Management Overview ................1-5 Components ........................1-6 1.2.1 1.2.2 Named Accounts......................1-6 Oracle Territory Management Features..............1-6 1.2.3 New in this Release .......................
  • Page 4 Part II Implementing Oracle Territory Management Implementation Overview Process Description ....................... 3-1 3.1.0.1 Phase I: Territory Planning ..................3-2 3.1.0.2 Phase II: Setting Up Territories ................3-2 3.1.0.3 Phase III: Creating Named Account Territories ..........3-2 3.1.0.4 Phase IV: Managing Territories ................3-2 Implementation Task Sequence...................
  • Page 5 Phase II: Setting Up Territories Overview of Creating Territories..................5-1 Qualifiers ..........................5-2 5.2.1 Transaction Qualifiers ....................5-2 5.2.1.1 Sample List of Seeded Transaction Qualifiers ............ 5-2 Customer Name and Customer Name Range, ........... 5-3 5.2.1.2 5.2.2 Resource Qualifiers ......................5-4 Seeded Qualifiers ....................
  • Page 6 Part III Post Implementation Tasks 7 Verify the Implementation Verification Tasks ........................7-1 Troubleshooting Tips for Fine-tuning Territory Assignment Performance..........8-1 If the Generate Territory Packages Fails ................8-2 Frequently Asked Questions (FAQs) about Transaction Qualifiers ......8-2 Diagnostic Reports ........................ 8-4...

  • Page 7: Send Us Your Comments

    Send Us Your Comments Oracle Territory Management Implementation Guide, Release 11i Part No. B10553-01 Oracle Corporation welcomes your comments and suggestions on the quality and usefulness of this document. Your input is an important part of the information used for revision.
  • Page 8 viii...

  • Page 9: Preface

    Preface Intended Audience Welcome to Release 11i of the Oracle Territory Management Implementation Guide. This guide assumes you have a working knowledge of the following: The principles and customary practices of your business area. Oracle Territory Management If you have never used Oracle Territory Management, Oracle suggests you attend one or more of the Oracle Territory Management training classes available through Oracle University.

  • Page 10: Documentation Accessibility

    You can choose from many sources of information, including online documentation, training, and support services, to increase your knowledge and understanding of Oracle Territory Management. If this guide refers you to other Oracle Applications documentation, use only the Release 11i versions of those guides.
  • Page 11 Related Documentation Oracle Territory Management shares business and setup information with other Oracle Applications products. Therefore, you may want to refer to other product documentation when you set up and use Oracle Territory Management. You can read the documents online by choosing Library from the expandable menu...
  • Page 12 Installing Oracle Applications This guide provides instructions for managing the installation of Oracle Applications products. In Release 11i, much of the installation process is handled using Oracle Rapid Install, which minimizes the time to install Oracle Applications, the Oracle8 technology stack, and the Oracle8i Server technology stack by automating many of the required steps.
  • Page 13 Oracle Territory Management with this feature. Multiple Organizations in Oracle Applications This guide describes how to set up and use Oracle Territory Management with Oracle Applications' Multiple Organization support feature, so you can define and support different organization structures when running a single installation of Oracle Territory Management.
  • Page 14 Oracle Applications Flexfields Guide This guide provides flexfields planning, setup and reference information for the Oracle Territory Management implementation team, as well as for users responsible for the ongoing maintenance of Oracle Applications product data. This manual also provides information on creating custom reports on flexfields data.

  • Page 15: Before You Begin

    Support From on-site support to central support, our team of experienced professionals provides the help and information you need to keep Oracle Territory Management working for you. This team includes your Technical Representative, Account Manager, and Oracle’s large staff of consultants and support specialists with expertise in your business area, managing an Oracle8i server, and your hardware and software environment.

  • Page 16: About Oracle

    When you use Oracle Applications to modify your data, Oracle Applications automatically checks that your changes are valid. Oracle Applications also keeps track of who changes information. If you enter information into database tables using database tools, you may store invalid information. You also lose the ability to track who has changed your information because SQL*Plus and other database tools do not keep a record of changes.

  • Page 17: Part I Getting Started

    Part I Getting Started This section of the contains the following chapters: Chapter 1, "Introduction" Chapter 2, "Before You Begin"...

  • Page 19: Introduction

    Introduction This chapter provides information on the following topics: Section 1.1, "The Oracle E-Business Suite" Section 1.2, "Oracle Territory Management Overview" Section 1.3, "New in this Release" 1.1 The Oracle E-Business Suite The Oracle E-Business Suite is a comprehensive web-based answer for business-to-business (B2B) and business-to-consumer (B2C) selling, marketing, and servicing through the Internet.

  • Page 20: The Applications In The E-Business Suite

    1.1.1 The Applications in the E-Business Suite Customers can seamlessly share data from front-end applications (CRM) to backend applications (ERP). The CRM applications include: the Marketing suite the Sales suite the Contracts suite the Service suite 1-2 Oracle Territory Management Implementation Guide...
  • Page 21 The Oracle E-Business Suite the eCommerce suite The ERP applications include: Oracle Order Management Oracle Supply Chain Planning Oracle Manufacturing Oracle Financials Oracle Human Resources Management System Customer Relation Management (CRM) Companies use Oracle's CRM suite of applications to acquire, maintain, and enhance customer relationships, by assisting companies with marketing automation, sales force automation, contracts management, customer service and support, and business intelligence, in a multi-channel environment.
  • Page 22 Oracle Human Resources Management System is a comprehensive solution for managing a company's human resources, allowing organizations to attract, retain and develop critical skills and knowledge on a global basis. 1-4 Oracle Territory Management Implementation Guide...

  • Page 23: Oracle Territory Management Overview

    B2B2C relationships and not to be limited to either a B2B or B2C implementation. TCA delivers a 360-degree view of the customer. 1.2 Oracle Territory Management Overview Oracle Territory Management assigns business objects (customers and leads, for example) to resources based on configurable business rules. It defines who owns what.

  • Page 24: Components

    Oracle Territory Management 1.2.3 Features Oracle Territory Management includes the following features: Over 100 qualifiers through which to define territory rules Assignment to individual resources or groups (for sales) Assignment to individual resources or groups or teams (for service)

  • Page 25: New In This Release

    Oracle products. Please consult MetaLink for relevant product patches and documentation. The following new features have been added to Oracle Territory Management in this release. HTML Self-Service Named Accounts for Sales Named accounts are centrally identified to a sales organization and distributed top down to individual salespeople.
  • Page 26 New in this Release 1-8 Oracle Territory Management Implementation Guide...

  • Page 27: Before You Begin

    2.1 Related Documentation Oracle Territory Management User Guide 2.2 Installation Verification You can verify that your installation of Oracle Territory Management is working by creating a test territory and then testing it with a lead. 2.2.1 Create a Territory Login...

  • Page 28: Run Concurrent Programs

    Generate Territory Packages for the Oracle Sales and TeleSales usage 2.2.3 Test with a Lead Test using a lead in Oracle Sales Online. Login Log in to HTML Applications Responsibility Sales Online User Steps Create a lead that matches your territory definition. 2-2 Oracle Territory Management Implementation Guide...

  • Page 29: Oracle Territory Management Dependencies

    2.3 Oracle Territory Management Dependencies The following are the modules that Oracle Territory Management depends upon: Oracle Application Object Library (AOL): Territory Manager uses AOL to manage responsibilities that are used in various modules. (Required) Resource Manager: Territory Manager uses resources defined in the Resource Manager to assign resources to a territory.
  • Page 30 Oracle Territory Management Dependencies 2-4 Oracle Territory Management Implementation Guide...

  • Page 31: Part Ii Implementing Oracle Territory Management

    Part II Implementing Oracle Territory Management This section contains the following chapters: Chapter 3, "Implementation Overview" Chapter 4, "Phase I: Territory Planning" Chapter 5, "Phase II: Setting Up Territories" Chapter 6, "Phase III: Creating Named Account Territories"...

  • Page 33: Implementation Overview

    Section 3.2, "Implementation Task Sequence" Section 3.3, "Multi-Org" 3.1 Process Description Before using the Oracle Territory Management, your functional implementation team must analyze your business and organization needs. This step is key before implementing the Territory Manager. The implementation team enables seeded qualifiers used in your territories based on the planning decisions.

  • Page 34: Phase I: Territory Planning

    In addition, the administrator can run territory reports to verify territory change information. See the Oracle Territory Management User Guide for more information. After updating existing territories, the Generate Territory Packages concurrent program still needs to be run to generate the updated territories and named account territories as well.
  • Page 35 Implementation Task Sequence Table 3–1 Phase I: Territory Planning Step Description Type Performed By Territory Planning Analyze the territory setup in your organization On paper Implementation before utilizing Territory Manager. You need Team enterprise-wide cooperation and feedback. You must expect to make multiple territory revisions in the early months of operation as your enterprise discovers omitted information or territories that do not work on a day-to-day...

  • Page 36: Multi-Org

    The actual territory assignment is across all OUs. When you assign a transaction object, such as an Account, it looks at all territories: it does not care about the OU for the territory, only that it matches the territory qualifier values. 3-4 Oracle Territory Management Implementation Guide...

  • Page 37: Phase I: Territory Planning

    4.1 Planning Your Territories The planning phase is the most important step in territory setup. Before using Oracle Territory Management, a territory planning team should be established to analyze the territory setup in your organization. This territory planning process needs enterprise-wide cooperation and feedback. Multiple territory revisions in the first months of operation should be expected as your enterprise discovers omitted information or territories that do not work on a day-to-day basis.
  • Page 38 What are the names and current territory assignments for your sales or service personnel? What are the names of employees in other organizations who receive account, lead, and opportunity information and how is that information accessed and used? 4-2 Oracle Territory Management Implementation Guide...

  • Page 39: Sales Territory Planning Example

    Sales Territory Planning Example What are your products and how are they differentiated? Decide what qualifiers you want to use to assign objects to territories. Decide on the hierarchy of territories. Decide what qualifier values to use for assigning resources to territories. Identify any overlapping territories and decide the order in which the application chooses them.
  • Page 40 Telesales 6 Telesales 3 Telesales Telesales Representatives representatives in 6 representatives in 3 representative geographic geographic territories territories encompass territories all leads and opportunities associated to a customer. 4-4 Oracle Territory Management Implementation Guide...

  • Page 41: Step 1: What Business Objects Are We Assigning

    Investigate how to set up Oracle Territory Management business objects in conjunction with the Oracle Sales data security model. If you need update access to customers, leads or opportunities in Oracle Sales or Oracle TeleSales, then you will need to assign them in Oracle Territory Management.

  • Page 42: Step 3: Territory Hierarchy - Define Date Effectivity And Number Of Winners

    It is the top of the FY2004 Sales territories and is used to maintain the date effectivity of all territories underneath it and is used to set the number of winning territories (number of winners = 1). 4-6 Oracle Territory Management Implementation Guide...

  • Page 43: Step 4: Territory Hierarchy - Define Catch Alls

    Sales Territory Planning Example 4.2.4 Step 4: Territory hierarchy – Define Catch Alls We have separate sales forces for US and Canada so we will create 2 child territories underneath FY2004 Sales; one called US Catch All with a transaction qualifier rule COUNTRY = ‘UNITED STATES’...

  • Page 44: Step 5: Territory Hierarchy - Placeholder Territories

    All account managers are associated to territories with customer, lead and opportunity access. Section 4.2.14, "Appropriate Choice of Qualifiers" for a discussion on the selection of qualifiers for named accounts. 4-8 Oracle Territory Management Implementation Guide...

  • Page 45: Step 7: How To Implement Geographic Territories

    Sales Territory Planning Example 4.2.7 Step 7: How to implement geographic territories What geographic qualifier will you use? The decision is based on what granularity is used to distribute your geographies. Do you distribute by entire states or provinces or postal codes? If you distribute by postal code, your geographic qualifier should be POSTAL CODE.

  • Page 46: Step 8: How To Support Overlays

    Sales Territory Planning Example 4.2.8 Step 8: How to support overlays We recommend that you implement Overlays in a separate territory hierarchy. The desired business behavior is to find: 4-10 Oracle Territory Management Implementation Guide...

  • Page 47: Step 9: What Is An Appropriate Territory Hierarchy For Overlays

    Sales Territory Planning Example Either a named account OR a geographic general business territory AND one overlay territories. Increasing the number of winners in the FY2004 Sales hierarchy and putting the overlay territories underneath it would not accomplish this. However, with the FY2004 Sales hierarchy and number of winners set to one, Territory Manager selects either a named account territory or a general business territory.
  • Page 48 Sales Territory Planning Example Is your sales management organized by product family or by geographic area? The territory hierarchy should closely mimic your sales management hierarchy for ease of understanding and maintenance. Overlay territory hierarchy BY GEOGRAPHY 4-12 Oracle Territory Management Implementation Guide...
  • Page 49 Sales Territory Planning Example If Business World’s overlay sales force is organized by geography and wants Catch Alls by geography, then we create three territories underneath the US Overlay territory: “US East Overlay Catch All”, with transactional qualifier rules STATE = ‘NY’, STATE = ‘NJ’, STATE = ‘MA’, STATE = ‘VT’, and so on, and resource qualifier = Eastern Overlay territory administrator “US Central Overlay Catch All”, with transactional qualifier rules STATE = ‘IL’,...
  • Page 50 US Overlay territory: “US Server Catch All”, with the transactional qualifier rule OPPORTUNITY EXPECTED PURCHASE = ‘SERVER’ and resource = Server territory administrator 4-14 Oracle Territory Management Implementation Guide...

  • Page 51: Step 10: What Rank Should Each Territory Have

    Sales Territory Planning Example “US Desktop Catch All”, with the transactional qualifier rule OPPORTUNITY EXPECTED PURCHASE = ‘DESKTOP’ and OPPORTUNITY EXPECTED PURCHASE = ‘LAPTOP’ and resource = Desktop territory administrator “US Storage Catch All”, with the transactional qualifier rule OPPORTUNITY EXPECTED PURCHASE = ‘STORAGE’...

  • Page 52: Leverage Territory Ranking And Number Of Winners

    CUSTOMER NAME RANGE qualifier for named accounts. Be careful not to confuse SIC code, geographic, etc. territories from named accounts. Many organizations will attempt to implement geographic or SIC code based 4-16 Oracle Territory Management Implementation Guide...
  • Page 53 Sales Territory Planning Example territories as named accounts because they say they have always done it this way. Questions to ask: How many named accounts does the organization have? If sales management claims that named accounts make up more than 20% of all TCA organizations, then they are likely to have incorrectly implemented named accounts.

  • Page 54: Qualifier Rules

    The following table maps the sales qualifiers to their Sales Online and Telesales counterparts. Table 4–2 Sales Qualifiers Transaction Type Territory Qualifier Sales Online/TeleSales Attribute Account Account Classification Interest of "party site" Account Account Code Customer Name + Address (party site ID) 4-18 Oracle Territory Management Implementation Guide...
  • Page 55 Sales Territory Qualifiers Table 4–2 Sales Qualifiers Transaction Type Territory Qualifier Sales Online/TeleSales Attribute Account Account Hierarchy "Subsidiary Of" a particular organization Account Area Code Area Code Account City City Account Country Country Account County County Account Customer Category Customer Category Account Customer Name Customer Name...

  • Page 56: Service Territory Qualifiers

    Status field in SR form. Request Type Service Request Type field in SR form. Request Service Request Urgency field on SR Form. Urgency Service Contract Service Request Coverage Field on SR Form. Coverage Returned by Contracts API. 4-20 Oracle Territory Management Implementation Guide...
  • Page 57 Service Territory Qualifiers Table 4–3 Sales Qualifiers Transaction Type Territory Qualifier Mapping to Oracle Service Service Item Service Request Not currently used in 11.5.8 and prior Service Request Service Request Language Field on SR Form. Language Support Site Service Request Support Site on SR Form.
  • Page 58 Service Territory Qualifiers 4-22 Oracle Territory Management Implementation Guide...

  • Page 59: Phase Ii: Setting Up Territories

    Phase II: Setting Up Territories This chapter covers the implementation of territories for all applications. The steps are done using the Forms user interface. The chapter includes the following topics for Phase II: Setting Up Territories: Section 5.1, "Overview of Creating Territories" Section 5.2, "Qualifiers"...

  • Page 60: Qualifiers

    Opportunity channel is one transaction qualifier for the Opportunity Transaction Type. You must enable transaction qualifiers before using them. Note: 5.2.1.1 Sample List of Seeded Transaction Qualifiers Territory Manager includes seeded qualifiers for the following CRM modules: 5-2 Oracle Territory Management Implementation Guide...

  • Page 61: Customer Name And Customer Name Range

    Qualifiers Oracle Defect Management Oracle Sales and Marketing Oracle Service Trade Management The following table describes a small sample of both resource and transaction qualifiers. Example of Predefined Territory Qualifiers Application Type Qualifier Type Qualifier Name Defect Management Defect Transactions Product Sales Account...

  • Page 62: Resource Qualifiers

    5.2.3.1 Seeded Qualifiers Territory Manager provides a large number of seeded qualifiers for Oracle Defect Management, Oracle Sales and Marketing, Oracle Service, Oracle Collections, and Oracle Trade Management. 5-4 Oracle Territory Management Implementation Guide...

  • Page 63: Territory Hierarchies

    Territory Winning Rules 5.3 Territory Hierarchies The purpose of having territory hierarchies is to make the territory assignments and searches more efficient. Territory hierarchies also have the ability to store the parent-child relationship among territories. Parent-Child Territory Any territory consisting of one or more subterritories is considered as a parent territory.
  • Page 64 The previous three territories are all qualified for this transaction. If the Number of Winners is set to ONE, then the single winning territory in the following both situations is: Condition A: – Territory 1: Rank 2 – Territory 2: Rank 3 5-6 Oracle Territory Management Implementation Guide...

  • Page 65: Enabling Existing Qualifiers

    Enabling Existing Qualifiers – Territory 3: Rank 2 Winner can be either Territory 1 or Territory 3. Reason: Any territory with rank 2 can be the winner. The Assignment Manager selects Territory 1 or Territory 3 randomly. Condition B: – Territory 1: Rank 3 –...
  • Page 66 Task or Service Request. The “Service Request and Task” transaction type means tasks are created through a service request. If it is a stand-alone task, use the “Task” transaction type instead. 5-8 Oracle Territory Management Implementation Guide...

  • Page 67: Creating Individual Territories

    Creating Individual Territories 5.6 Creating Individual Territories You can create a stand-alone territory by entering territory qualifiers and their values directly. You can also select the territory that serves as a parent to the new territory and right-click to select New from the pop-up menu. Prerequisites There must be a territory plan in place.
  • Page 68 For example, a territory created for Sales and TeleSales usage has three seeded transaction types: account, lead, and opportunity. While a territory created for Service usage can only see task, service request, as well as “task and service request” shown in the Transaction Type field. 5-10 Oracle Territory Management Implementation Guide...

  • Page 69: Entering Transaction Qualifiers

    Territory Winning Rules Oracle Territory Management uses the Number of Winners field (only set at the top level of a territory hierarchy, such as the top-level territory directly under Oracle Service) to determine the number of winning territories.
  • Page 70 Click Save from the toolbar to save the transaction qualifier information. The Next Value Set, and Mass Create Territories buttons, Note: as well as the Mode field are used only in territory templates. 5-12 Oracle Territory Management Implementation Guide...

  • Page 71: Entering Resource Qualifiers

    Entering Resource Qualifiers 5.8 Entering Resource Qualifiers Optionally use the Resource Qualifiers tab to filter qualifying resources in a territory if you don’t know exactly which resources you are going to use for a territory. This aids in determining which resources you want to assign to the territory during territory creation.

  • Page 72: Specifying Resources For A Territory

    Prerequisites There must be a territory plan in place. All the transaction qualifiers used in territory creation are enabled. The territory overview information is saved 5-14 Oracle Territory Management Implementation Guide...
  • Page 73 Specifying Resources for a Territory Login Log in to Oracle Forms. Responsibility CRM Administrator Navigation Territory Manager > Territory Administration > Administration > Define Territory Double-click the territory in the Tree Navigator Steps If the Resource Qualifiers tab is not used (Manually Assign Resources): Use the list of values (LOV) to enter the resources in the Name fields if you know exactly which resources used in this territory.

  • Page 74: Adding Subterritories

    CRM Administrator Navigation Territory Manager > Territory Administration > Administration > Define Territory Double-click the territory in the Tree Navigator Steps Click New Subterritory and repeat the territory creation procedure for the new sub-territory. 5-16 Oracle Territory Management Implementation Guide...

  • Page 75: Running Concurrent Programs

    Running Concurrent Programs Click Save from the menu. 5.11 Running Concurrent Programs It is important that the territory administrator runs the following concurrent programs regularly. After the concurrent programs run successfully, the Territory Manager module is automatically updated to reflect the changes made to your territories. The following table describes the function of the seeded concurrent programs.
  • Page 76 Run the Workflow: choose either yes or no Name of the Bin: Select the bin to be calculated. Your options are: Catchall Bin (Catchall portlet) KPI Bin (Key Performance Indicator portlet) None (Select to run workflow only) 5-18 Oracle Territory Management Implementation Guide...

  • Page 77: Phase Iii: Creating Named Account Territories

    Phase III: Creating Named Account Territories This chapter covers the following topics for Phase III: Creating Territories: Section 6.1, "Overview of Creating Named Account Territories" Section 6.2, "Named Account Territory Process" Section 6.3, "Migrating from Existing Territories to Named Account Territories" Section 6.4, "Enabling Qualifiers"...

  • Page 78: Components Of Self-Service Named Accounts

    Behind the scenes, a concurrent program generates a set of sales territories similar to those created manually in the Oracle Territory Management Forms windows. The application generates a single territory for each named account utilizing the definitions (customer name range and postal code values) maintained by territory administrators and assigns salespersons as defined by sales management.

  • Page 79: Annual Maintenance

    Overview of Creating Named Account Territories Monthly Dun & Bradstreet uploads contain mergers and divestitures. Sales organizations will either maintain their sales team assignments even through corporate changes (requiring no named account territory maintenance), or change sales team assignments to reflect the divestiture (requiring new sales team assignments).

  • Page 80: Named Account Territory Process

    Named Account Territory Process territory administrators for centralized named account definitions and sales managers for resource assignments),Oracle Territory Management automatically generates hierarchies of named account territories that are configured to hang off of an existing territory hierarchy. Generated territories have the following structure: <parent territory>...

  • Page 81: Migrating From Existing Territories To Named Account Territories

    Migrating from Existing Territories to Named Account Territories Territory administrations and sales operations can monitor how the completion percentages of the self-service named account process. When this process is complete enough, territory hierarchies are automatically generated and enabled for territory groups. These read-only, generated territories can be reviewed by territory administrators from the Forms interface and are used just like any other manually created territories for real-time and batch territory assignment.
  • Page 82 CUSTOMER NAME RANGE = business name of the account and POSTAL CODE = postal code of the account. Territory administrators can also add alias CUSTOMER NAME RANGES and other postal codes or postal code ranges. 6-6 Oracle Territory Management Implementation Guide...

  • Page 83: Enabling Qualifiers

    Creating Territory Groups 6.4 Enabling Qualifiers In order to implement named account territories you must minimally enable CUSTOMER NAME RANGE and POSTAL CODE qualifiers. See Section 5.5, "Enabling Existing Qualifiers" for the procedure. 6.5 Creating a Parent Territory A parent territory must exist before you can implement named account territories. Section 5.6, "Creating Individual Territories"...
  • Page 84 Choose the resource from the LOV who owns the catch all records and optionally enter the name of a workflow for catch all transactions. Click Next. 6-8 Oracle Territory Management Implementation Guide...

  • Page 85: Defining Named Account Rules

    Defining Named Account Rules The Assign Sales Management page appears. Choose the name, group, and role for the top of the sales management hierarchy for this territory group. That manager in turn can assign accounts to sales organizations or salespeople in his sales hierarchy. Click Next.
  • Page 86 The Map page lists conflicting named accounts and their overlapping qualifier rules. If conflicts appear, then tighten or loosen the named account qualifier rules to avoid conflicts. Return to the definition page. Click Apply. 6-10 Oracle Territory Management Implementation Guide...

  • Page 87: Assigning The Sales Team To Named Accounts

    Assigning the Sales Team to Named Accounts If you want to preview what organizations match your qualifiers, then click Mapped Organizations. Return to the definition page. After the concurrent program Generate Territory Packages is run, leads, opportunities, or accounts that fall within the qualifiers you created will be assigned to the named account and the related territory.

  • Page 88: Running Concurrent Programs

    After the concurrent programs run successfully, the Territory Manager module is automatically updated to reflect the changes made to your territories. The following table describes the function of the seeded concurrent programs. 6-12 Oracle Territory Management Implementation Guide...
  • Page 89 Running Concurrent Programs Table 6–1 Seeded Concurrent Programs Name Function Frequency Generate Territory To create the territory rules or to As often as you need Packages reflect the changes that you made to to activate territory territories. Otherwise, your changes, for example, territories will not reflect the actual nightly changes and will not work correctly...

  • Page 90: Usage Implementation

    None (Select to run workflow only) 6.10 Usage Implementation Additional implementation steps relate to the usage for Oracle Territory Management. For example, if your usage is sales, see the Oracle Sales Online Implementation Guide. 6-14 Oracle Territory Management Implementation Guide...

  • Page 91: Part Iii Post Implementation Tasks

    Part III Post Implementation Tasks This section contains the following chapters: Chapter 7, "Verify the Implementation" Chapter 8, "Troubleshooting"...

  • Page 93: Verify The Implementation

    Verify the Implementation This chapter contains material useful in verifying the implementation of the Oracle CRM Application Foundation modules. This chapter contains the following topics: 7.1 Verification Tasks Verify your implementation by performing one or more of the following tasks: Create a territory for your usage and run the concurrent program.
  • Page 94 Verification Tasks 7-2 Oracle Territory Management Implementation Guide...

  • Page 95: Troubleshooting

    Troubleshooting This chapter covers the following topics: Section 8.1, "Tips for Fine-tuning Territory Assignment Performance" Section 8.2, "If the Generate Territory Packages Fails" Section 8.3, "Frequently Asked Questions (FAQs) about Transaction Qualifiers" Section 8.4, "Diagnostic Reports" 8.1 Tips for Fine-tuning Territory Assignment Performance 8.1.1 Ranking Strategy You can speed up processing time by ranking more frequently used territories higher than less frequently used territories.

  • Page 96: If The Generate Territory Packages Fails

    The following are frequently asked questions about transaction qualifiers. Answers to these questions may help you in troubleshooting problems with Territory Manager. 8.3.1 How to Find All Seeded Transaction Qualifiers? Answer: Use the following steps to list all seeded transaction qualifiers: 8-2 Oracle Territory Management Implementation Guide...
  • Page 97 Frequently Asked Questions (FAQs) about Transaction Qualifiers Steps Log in with the CRM Administrator responsibility. Select Territory Manager > Territory Administration to open the Navigator window. Select Setup Qualifiers from the Administration pull-down menu. The Setup Qualifier window opens. Select the type of Usage. In the status area select All, then click Find. The Setup Qualifier window opens with the seeded transaction qualifiers that match the selected usage information including a description, transaction type, and an organization.

  • Page 98: Diagnostic Reports

    Select the Diagnostics tab. This opens a new window. Select the Basic tab in the new window. Change the Application to CRM Foundation. Select Territory Manager in the left menu. Click Run Without Prerequisite. Click Report to see the report details. 8-4 Oracle Territory Management Implementation Guide...

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