Working With Hierarchy

Hierarchies are the main way to organize the various aspects of your go-to-market design. A hierarchy represents a top-down organization model that enables top-down assignments or accountability, security access and inheritance of targets, etc. In this section, we will discuss how to work with hierarchies in the design application. Here we will look at creating, editing and deleting hierarchies.

Applicable Across All Designers

The how-to described in this article is applicable for any of the modules within the Design app including Teams, Segments, Products, and Channels.

What Happens to Associated Records?

To understand the movement of records during a create hierarchy operation, please see here.

Creating a Rules Based Hierarchy Level

When you select a parent node and use the rules engine to create children, there are two ways to use rules to break down your customer segments.

Unique Values

The Unique values rules allows for all the distinctly unique values in the selected field to create the child nodes. To do this:

  1. Select a parent node in the hierarchy.
  2. Click on the 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. Select the "Unique Values" type.
  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.

Fields Available For Hierarchy Creation Rules

The list of fields available for hierarchy creation is configurable. Not all fields are suitable for creation of hierarchies and the administrators can restrict which fields are available for the purpose of creating hierarchies. 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 your hierarchy
    creation process will yield unpredictable results.
  • Now aligned 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.

Buckets

The Unique values rules allow for all the distinctly unique values in the selected field to create the child nodes. 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. Select the "Buckets" type.
  6. Select and create the buckets by entering the criteria for each bucket you want to
    create based on the values in the field selected.
  7. Select the treatment of account families.
  8. Acknowledge the warning about the number of territories that will be created.
  9. Click "Save" to create the child nodes.

Unassigned Node

The unassigned node is created automatically in hierarchies as a way to park any work in progress items or items with data quality issues that cannot be resolved by the rules engine.

Automatic scenarios where items are moved into the Unassigned Node:

  • If the rules specified for that level cannot be executed because of missing data,
    then these items are automatically added to the unassigned node.
  • When a node is deleted, the items contained in that node are moved into the
    unassigned node.
  • When bucket rules don't catch all the items based on the criteria, the items not
    associated with another node will be automatically moved to the Unassigned node.
  • the Unassigned node can only be deleted if it is the last node under a parent.

You can also manually move items into and out of the unassigned node.

Creating a Custom Hierarchy Node Without Rules

You can create a new node in the hierarchy manually without the use of 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.

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.

Editing a Node Name

The names of created nodes can be changed at any time. To change the name of a node:

  1. Select the node name in the hierarchy that you want to change.
  2. Select the "Edit Node" option from the hierarchy operations menu.
  3. Edit the name of the node and click confirm.

Fixed Names

You cannot change the names of the root of the hierarchy (e.g. All Companies) and the Unassigned node.

Impact of Changing Names

Please note that when you change the names of the nodes, tracked changes will not contain the new name but will refer to the old name. More specifically the "From Node" and the "To Node" fields will not retroactively fix itself.

Deleting Child Nodes of a Parent

You can easily delete the child nodes of a parent node. This is the reverse of creating hierarchy.

Caution

Please note that deleting a hierarchy is a destructive change. When you delete a node, ALL information related to that node will be deleted from the system. This includes targets, assignments and all the contents of the node. Proceed with caution.

To do this:

  1. Select the parent node.
  2. Select "Delete All Child Nodes" under the hierarchy operations menu.
  3. Type "Delete" in the confirmation dialog and click on "Confirm".

Nodes that can not be Deleted

You cannot delete the root node of the hierarchy (for e.g. "All Companies').
You also cannot delete the "Unassigned" node, unless it's the only node left in the hierarchy.

What Happens to Content of Deleted Nodes?

When a node is deleted, all the contents of the deleted nodes are moved to the Unassigned node under the same parent. If all the nodes are deleted under a parent node, then the contents are transferred to the parent node once all the child nodes are deleted.

Deleting a Node and Node Children

You can delete a node (and its children as appropriate) by using the "Delete Node and its children" option from the hierarchy operations menu.

To do this:

  1. Select the node that you want to delete.
  2. Select "Delete Node and It's Children" from the hierarchy operations menu.
  3. Type "Delete" in the confirmation dialog.
  4. Select "Confirm".

Viewing People Instead of Territories

The model adopted in fullcast.io Design module is that of a territory with the various people assigned to that territory. Not many designers think about their territories in this way. Instead of the one level of indirection, they tend to associate a territory with a person, rather than a set of accounts. There are many reasons why you might want to do it this way.

To make the process of transition easier, we have enabled a view of the hierarchy which can be seen based on the people in a specific role. To enable this view, select "Show Role Details from the hierarchy operations menu and select the role overlay-ed on the territory node.

Working With Hierarchy


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