Account families describe the relationship between different business entities or specific sites within a corporate family. When one business entity has financial or legal responsibility for another business, it creates a headquarters to subsidiary relationship. These relationships are shown in the data using three fields, which are used in the treatment and viewing of account families across all designers in the Design Module.
- Account ID - gives an account at a specific location a unique identifier.
- Parent Account ID - indicates the parent entity for the account.
- Ultimate Parent ID - indicates the account at the very top of the
corporate hierarchy, owning all of the subsidiaries.
To view account families in the Details Grid, check out viewing account families.
While creating territories in the Territory Designer, you will see the account families menu. This pop-up establishes the treatment of account families, where you can specify one of 3 options when creating a hierarchy node.
Scope of Considered Accounts
Please note that when creating segment hierarchies from the parent, ONLY the records belonging to a family that are associated with that parent are considered. If you have accounts belonging to the same family in other nodes within the hierarchy, they are not considered for the treatment described below.
This option simply ignores any family relationships and matches all the accounts based on the specified segment hierarchy rule (e.g. unique values or buckets). In this case, all the accounts, irrespective of account family will be matched and any record matching the rules will be assigned to the respective matching segment.
When this option is selected, the parent account is evaluated against the rules and IF there are any child accounts directly related to the children (as identified by the Parent Account ID field), they will be moved to the segment where the parent will be assigned to. The scope includes not only the direct children but also the entire children hierarchy under that parent.
Siblings Without Parents
Please note that with the above option, only the children of the parents that are matched will be moved with the parent. If a parent account is not available in the selected segment, each sibling will be individually evaluated against the segment hierarchy criteria and assigned independently.
This option functions in the same way as the option above, but has one critical difference in that it allows you to create specific criteria for the children to determine if they qualify to be moved with the parent.
This scenario is usually common in situations where you might want to keep all accounts belonging to an account family within a particular region (e.g. all US accounts of a family), but want to independently evaluate the child accounts based on their own merit.
Try to keep the number of territories created within a manageable number by selecting the correct field and type options in the account families menu. Go back to Creating and Managing Hierarchies for a review if needed. When creating segments with specific criteria assigned for children accounts, it's easy to fill out the primary field as what you are looking to segment for, but make sure that you are not creating unique values for high numbers of records as it will only crowd your segment hierarchy.
When moving accounts from one node to another, a similar account family menu pops up in order to determine the treatment of account family, with the same three options.
Only the selected accounts for the move are considered for move from the "source" to the "destination" node, completely ignoring the children of the parent if there are any.
When this option is selected in the move options, any children within the same "source" node as the selected items are also moved with the parent.
Scope of Considered Accounts
When moving an account from one node to another, only the parents and related child accounts within the "source" node are considered. All children outside the "source" node will not be considered for the move.
This option for the treatment of account families, ANY children within the same "source" node as the selected items, applies the specified criteria and then moves all the children that match that criteria. Any children that do not match the criteria specified are not moved.
In the example below, I've chosen to move the selected account and its children that satisfy the following employee criteria. You can choose the field by which you want to specify the children accounts from the drop-down menu.
It's important to ensure that the account families you're working with have good data quality. This requires a solution for creating and maintaining account families and account hierarchy within your transactional system. This is precisely what the Motion Account Hierarchies fullcast.io Motion app does for you.
The fullcast.io Motion app works in conjunction with the Design app to ensure a tight integration between your coverage design and the execution policies.
Updated about a year ago