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