Create and Manage Territories

Hierarchies are the main way to organize the various aspects of your go-to-market design. A hierarchy organizes accounts and teams into groups, where users can manage assignments, targets, and security access.  

In the Design Module, the collapsible menu on the left-hand side displays the Go-To-Market Hierarchy. Each individual node represents a territory. 

Create Territories

Make a Field Available for Territory Segmentation

Anytime a field is needed to segment territories, "Hierarchy Participation" needs to be enabled on the field. Here are the steps for enabling "Hierarchy Participaction"

  1. Navigate to the Settings menu
  2. Select Entities and Fields
  3. Find the appropriate Entity in the drop down. Majority of the time it is Accounts
  4. Find the field in table and select the edit icon
  5. Navigate to Basic Information
  6. Check the Hierarchy Participation box
  7. Select Confirm and then select Save

Add Hierarchy vs Add Node

Under the segmentation menu there are 2 options to create territories. Add Hierarchy or Add Node. Here are the typical scenarios in which you would use "Add Hierarchy":

  • Creating multiple territories using the same rule type
  • Creating geographic territories
  • Creating territories using smart plan

Here are the typical scenarios in which you would use "Add Node":

  • A territory using a different rule than existing territories. e.g. Employees and Vertical
  • Named or Global accounts

Add Hierarchy Territories

Fullcast offers five different methodologies to categorize the customer segments into territories or hierarchies. 

  1. Unique: The unique values rule allows for all distinctly unique values in selected field to create child nodes. This creates a new node for each distinct value in your chosen field. A rules-based hierarchy cannot be created at the All Companies level. It must be at a parent node with no children assigned yet.
  2. Bucket: The rules engine also allows you to name and create specific buckets to create the child territories.  Buckets allow you to specify the criteria for the records going into each bucket. 
  3. SmartPlan: SmartPlan is another way to create territories in a more automated manner. Dense postal code areas can now easily be segmented using SmartPlan. Select the number of territories that needs to be built and balance them according to your comfort by any of the six criteria available in smartplan , all in a matter of minutes! 
  4. Map: Geo-based hierarchy is another feature of fullcast where the customers can be segmented based on the geographical location. Territories can be formed easily using lasso tool in this feature. 
  5. Industry: Segmentation happens here based on the industry vertical. All the customers who come under one industry vertical type will be categorized as one hierarchy. 

Add Node Territories

In the GTM hierarchy, both parent nodes and child nodes can have custom nodes under them which are built based on certain criteria. Custom nodes can be helpful if you want to further segment territories by adding additional criteria that may or may not be different from the parent node

Steps to create custom nodes:

  1. Select the node in which you would like to add the custom node. Open the Hierarchy Options menu and select Add Node
  2. Enter a name for the nod, and check the Use Rule option. 
  3. Select the Field from the drop-down menu that you want to base the criteria on. The field must be unique.
  4. Select the filter operator and enter relevant filter values.
  5. Click Save, and the new node will be created.
  6. Select the node you just created in the hierarchy and open the Hierarchy Options menu, select Re-run Rules
  7. Choose the options to exclude Named type and Named Exception, click Confirm
  8. Records that meet the Custom Node filter criteria will now be moved into the new Custom Node.

Edit Territory Rules

  1. From the list of hierarchies, select the Parent Node for which you'd like to edit the hierarchy.
  2. Click on the Segmentation 3 Dot menu and select Edit from the drop-down list.
  3. From here, you can edit the rules based on the hierarchy type that was used (Unique, Bucket, SmartPlan, Map, Industry)

❗️Changing Hierarchy Types

Once a hierarchy has been built, you may not change the type (e.g. switch the type from Bucket to Map). To change the hierarchy type, you will need to delete the existing hierarchy and re-build it using the new type.

Rename Territories

  1. Select the territory you want to rename.
  2. Click on the Segmentation 3 Dot Menu
  3. Select Rename.
  4. Type the new territory name in the Rename Node dialog.
  5. Click Confirm. 

Points to remember

  1. Characters Not Allowed While Renaming a Territory : Forward slash (/), back slash (\), apostrophe ('), double quotes ("), comma (,).
  2. Fixed names: "All companies" and "Unassigned" are fixed names and cannot be renamed.

Delete Territories

❗️ Caution

When you delete a node, ALL information related to that node will be deleted from the system. This includes targets, assignments, and the contents of the node.

Territories that cannot be deleted

You cannot delete the "All Companies" node or any "Unassigned" node unless there are no other nodes in the hierarchy.

Steps to Delete Current Node and Children

  1. Select the node you want to delete.
  2. Click on the Segmentation 3 Dot Menu and select Delete Current Node and Children. (The node that is selected and the child nodes under the current node will be deleted)
  3. Type DELETE in the confirmation dialog.
  4. Click Confirm.

Steps to Delete all Children Nodes

  1. Select the parent node which contains the child nodes you wish to delete.
  2. Click on the Segmentation 3 Dot Menu and select Delete All Children Nodes. (Only the child nodes under the node selected will be deleted)
  3. Type DELETE in confirmation dialog
  4. Click Confirm.

What happens to the content of a deleted?

When you delete a node, the records in the deleted node get moved to the Unassigned node under the same parent. If all child nodes under a parent node are deleted, then the contents of the children get transferred to the parent node upon deletion.

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