Configuring Account Hierarchy
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
Updated almost 2 years ago