Leverage Territory Ranking And Number Of Winners; Appropriate Choice Of Qualifiers - Oracle Territory Management Implementation Manual

Sales Territory Planning Example
all the 100 child territories will inherit its transaction qualifier rules. Instead of
maintaining the rule in 100 territories it can be maintained in one parent territory.
These parent territories can also be assigned resources and act as "Catch All"
territories in case the customer, lead or opportunity did not match one of the child
territories. We have two catch alls in our business world example: one for Canada
and the other for the US. Assigning a resource to "Catch All" territories will route
customers, leads and opportunities to the designated resource for resolution. Catch
alls are typically assigned to territory administrators.

4.2.13 Leverage Territory Ranking and Number of Winners

Territories do not need to exclude overlaps via transactional qualifier rules (using
the NOT operand). It is far better to rank your territories and properly set up the
number of winners. The number of winners refers to the number of winning
territories allowed and is defined once at the top-level territory only, for example,
FY2004 Sales territory in the Business World example. Territory rankings work in
conjunction with the number of winners = "w" by selecting the top ranked "w"
territories. When a territory is found to have won all resources of the winning
territory are assigned to the business object.
A good example of this is the difference between named account territories and
geographic territories. You don't want to have to maintain the exclusion of named
accounts from the geographic territories explicitly. Rather, you would set the
number of winners to one and use the customer name range qualifier in the named
account territories and rank these higher than the geographic territories utilizing
postal code qualifier. The territory engine finds that both territories match but the
number of winners and rankings dictate that the higher ranked named account
territory wins.

4.2.14 Appropriate Choice of Qualifiers

Named account qualifier choices are customer name range and customer name. The
customer name qualifier identifies TCA (Trading Community Architecture)
organizations through the Party ID. The customer name range qualifier identifies
TCA organizations through exact or partial name matches. Unless you have strict
data quality management policies in place and there is only one occurrence of each
customer, we recommend that you use the 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
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