Named Account Territory Process - Oracle Territory Management Implementation Manual

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>
<tg catchall>
<named account>
<role + named account>
Administrators can review the read-only generated territories via the Forms
interface. Existing geographic based territories managed through the Forms
interface will continue to be supported and require no changes to work with the
new self-service named account management solution.
6.2 Named Account Territory Process
The process for setting up named account territories includes the following steps:
1.
2.
3.
4.
5.
6-4 Oracle Territory Management Implementation Guide
At the beginning of a sales planning cycle, upper management assigns a set of
named accounts to a sales VP of a division.
Sales operations is responsible for creating a "territory group" modelling the
named account process of a division.
Transactions falling to Catch Alls can be assigned to territory administrators or
IT can develop workflows to manage exception handling of customers, leads,
and opportunities.
Sales managers under the VP then distribute all named accounts top down until
every named account is assigned to a lowest level salesperson.
At the same time, territory administrators are responsible for creating a named
account definition to capture other customers, leads, and opportunities
equivalent to the same named account. This is done by defining customer name
range and postal code qualifier rules. Named account definitions or territory
rules are defaulted to 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. It is important to note that these named
account definitions can be continually refined as they are set up once and cross
selling years.