Objectives

• Quick overview of the account hierarchy automation
• Review Key decision points
• Review Key Policy topics
• Next Steps

Account Hierarchy

For DNB:

D-U-N-S Number: The DUNS number that represents that specific entity / location.

Parent or Headquarter D-U-N-S: The DUNS number that represents the immediate entity above the site DUNS.

Domestic Ultimate D-U-N-S: The DUNS number that represents the highest member of the tree within the same country as the site DUNS as you walk up that arm of the tree.

Global Ultimate D-U-N-S: The DUNS number that represents the highest member of the entire family tree.

Hierarchy Domain Keys

Automation

Hierarchy Automation Scenarios

Key Generation

Duplicate Prevention

-Use Salesforce Duplicate detection and prevention logic

-Create Duplicate matching rules using the domain keys if needed

• PREVENT duplicates from being created
  • Don’t let them into the system and create more work
  • May break automation that may not be coded for this scenario

Other Considerations

• Policy around hierarchy changes and it’s impact on sales process
• Duplicate Account definition and policy for what happens when you clean up.
• Custom Hierarchy and why and when they are created and the policy surrounding them.
• M&A policy

Next Steps

What we will do

• Do data analysis to figure out what the impact would be
• Flag duplicates and define a strategy for cleaning them
• Implement the hierarchy automation in the salesforce org
• Solution for solving blank or unmatched accounts
• Strategy for assigning accounts once the hierarchy is fixed

What we need you to do

• Finalize the Duplicate Definition – questions to consider in the document
• Finalize the policy around changes - topics in the document
• Finalize the timing for executing the above hierarchy changes with least impact to the sales process
• Think about the types of reports you would like to see for a hierarchy – e.g. in the document