Oracle Territory Management Implementation Manual page 4

Part II Implementing Oracle Territory Management
3 Implementation Overview
3.1 Process Description ............................................................................................................... 3-1
3.1.0.1
3.1.0.2
3.1.0.3
3.1.0.4
3.2 Implementation Task Sequence........................................................................................... 3-2
3.3 Multi-Org ................................................................................................................................ 3-4
4 Phase I: Territory Planning
4.1 Planning Your Territories..................................................................................................... 4-1
4.2 Sales Territory Planning Example....................................................................................... 4-3
4.2.1 Step 1: What business objects are we assigning? ....................................................... 4-5
4.2.2 Step 2: What qualifiers should we use?....................................................................... 4-5
4.2.3 Step 3: Territory hierarchy - Define date effectivity and number of winners ....... 4-6
4.2.4 Step 4: Territory hierarchy - Define Catch Alls ......................................................... 4-7
4.2.5 Step 5: Territory hierarchy - Placeholder territories ................................................. 4-8
4.2.6 Step 6: How to implement named account territories .............................................. 4-8
4.2.7 Step 7: How to implement geographic territories ..................................................... 4-9
4.2.8 Step 8: How to support overlays................................................................................ 4-10
4.2.9 Step 9: What is an appropriate territory hierarchy for overlays?.......................... 4-11
4.2.10 Step 10: What rank should each territory have? ...................................................... 4-15
4.2.11 Step 11: Have you met all your business requirements?........................................ 4-15
4.2.12 Leverage Territory Hierarchies and Inheritance ..................................................... 4-15
4.2.13 Leverage Territory Ranking and Number of Winners ........................................... 4-16
4.2.14 Appropriate Choice of Qualifiers............................................................................... 4-16
4.2.15 Qualifier Rules .............................................................................................................. 4-18
4.2.16 Migrating Territories.................................................................................................... 4-18
4.3 Sales Territory Qualifiers.................................................................................................... 4-18
4.4 Service Territory Qualifiers................................................................................................ 4-20
iv
Phase I: Territory Planning .................................................................................... 3-2
Phase II: Setting Up Territories ............................................................................. 3-2
Phase III: Creating Named Account Territories ................................................. 3-2
Phase IV: Managing Territories ............................................................................ 3-2