Creating Territories

In the Design module, you can create territories based on a number of factors. In this section, you'll learn how to create territories by Geography, Smartplan, Industry Vertical, Unique Field Values, Buckets, and Named Account Model.

When naming a territory, the following special characters are not allowed: Forward slash, backward slash, single quotes, double quotes, comma.

By Geography

Divide your territories by geography using the "Mapping Based" option in the Add Hierarchy Menu. Learn about this in detail in the Using a Map section.

By SmartPlan

Create your territories dynamically by entering specific criteria into our SmartPlan territory builder. Learn about this in detail in the Using SmartPlans section.

By Unique Field Values

The "Unique Values" rule allows for all the distinctly unique values in the selected field to create child nodes. This creates a new node for each distinct value in your chosen field.

To do this:

  1. Select a parent node in the hierarchy. (Note, you can't create a rules-based hierarchy at the All
    Companies level. It must be at a parent node with no children assigned yet.)
  2. Click on the Hierarchy Operations Menu.
Hierarchy Operations MenuHierarchy Operations Menu

Hierarchy Operations Menu

  1. Select Add Hierarchy.
  2. On the Add Hierarchy page, select the Field you would like to use to build the child
    nodes.
  3. Under Type, select Unique Values.
  4. Select the treatment of account families.
  5. Acknowledge the warning about the number of territories that will be created.
  6. Click "Save" to create the child nodes in the hierarchy.

By Buckets

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. To do this:

  1. Select a parent node in the hierarchy.
  2. Click on the Hierarchy Operations Menu.
  3. Select Add Hierarchy.
  4. On the Add Hierarchy page, select the Field you would like to use to build the child nodes.
  5. Under Type, select Buckets.
  6. Name and create the buckets by entering the criteria for each one using the Bucket Values table in the menu. Select the desired filter and enter the values that correspond to each field.
  7. Select the treatment of the account families.
  8. Acknowledge the warning about the number of territories that will be created.
  9. Click Save to create the child nodes.

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Fields Available for Rules-Based Hierarchies

The list of fields available for creating territories is configurable. Not all fields are suitable for the creation of hierarchies, and administrators are able to restrict the fields made available. There are a couple of factors that impact the choice of these fields:

  • Data Quality - if the quality of the data in the field is bad, then the hierarchy
    creation process will yield unpredictable results.
  • Alignment with the go-to-market design. Creating territories based on
    industry verticals might not be a strategy that the company is pursuing,
    therefore this field might not be configured for hierarchy creation.

To request a field to be enabled or disabled for hierarchy creation, please submit a Support Request.

By Industry

To create territories by industry verticals:

  1. Click on the Hierarchy Operations menu.
  2. Select Add Hierarchy from the drop-down list.
  3. Under Type, select Unique Values
  4. Under Field, select any of the following industry fields to group territories by: Super Sector, Sector, or Industry.
  5. Select the treatment of the account families.
  6. Acknowledge the warning about the number of territories that will be created.
  7. Click Save to create the child nodes.

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Industry fields not showing up?

Contact your Business Partner to get these enabled.

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Want to learn how to create your Industry Taxonomy?

Check out Defining Industry Taxonomy.

By Named Account Model

You can create a new custom node in the hierarchy manually with or without using any rules. You can use this to customize the hierarchy or to manually break down the hierarchy. This option is particularly useful when you name account assignment models, or having a rules-based hierarchy along with custom nodes for any one-off segment.

To create a new node in the hierarchy:

  1. Click on the Hierarchy Operations menu.
  2. Click on Add Node.
  3. Type in a name for the new node and click Confirm.

To create a new node in the hierarchy with a rule associated with it:

  1. Click on the Hierarchy Operations menu.
  2. Click on Add Node.
  3. Type in a name for the new node, and select the checkbox that says Use rule.
  4. Choose a field from the drop-down menu to define the criteria for this node.
  5. Select an operator to define the rule.
  6. Enter a value in the space provided to complete.
    An example could be: Select the "Account Type" field "equals to" "Customer". This would segment all of your Customer accounts under that parent node.
  7. Click Confirm.
  8. Additionally, Setting an Order of Precedence can help you align the priorities by which you'd like to segment your accounts when multiple rules and criteria are being used under a parent node.

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You can create a custom node and have a rules-based hierarchy at the same time.

In fullcast, you have the option to use the rules-based hierarchy builder, smartplans, map-based hierarchy builder, or the custom node add-on. You can create a custom node and then add a hierarchy below the same parent node, or vice versa, in order to satisfy your business needs. Setting an Order of Precedence can help you align the priorities by which you'd like to segment your accounts when multiple rules and criteria are being used under a parent node.