Post on 08-Apr-2018
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Territory Management Made Simple
Tom Urban Array NetworksBrad Mattick and Josh Aranoff salesforce.com
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Agenda
Territory Management
Overview
Implementing Territory
Management
Customer Case Study
TM roadmap
Brad Mattick
Salesforce.com
Josh Aranoff
Salesforce.com
Tom Urban
Array Networks
Brad Mattick
Salesforce.com
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Brad Mattick
Senior Product Line Manager
Salesforce.com
bmattick@salesforce.com
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Territory Management Defined
Maintain
Territory goals
Territory strategy
Analyze data
What-if scenarios
Normalize potential
Mass reorganizations
Model hierarchy(ies)
Assign accounts
Assign people
Add, move, delete sales
reps
Add, move, delete sales
accounts
Add, change, remove
territories
Support hold-outs/forecast
exceptions
Report on exceptions
Reorganization
Model
&
Assign
Plan
&
Align
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Territory Management Defined
Maintain
Territory goals
Territory strategy
Analyze data
What-if scenarios
Normalize potential
Mass reorganizations
Model hierarchy(ies)
Assign accounts
Assign people
Add, move, delete sales
reps
Add, move, delete sales
accounts
Add, change, remove
territories
Support hold-outs/forecast
exceptions
Report on exceptions
Reorganization
Model
&
Assign
Plan
&
Align
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Key Capabilities
Territory hierarchy administratorsset up a territory hierarchy for theentire sales organization
Territory driven access sales repsand overlays have access to databased on territory assignment
Rules-based assignment recordsare assigned to territories based onflexible rules
Seamless transfers and hold-outs transferred reps can continue towork on opportunities in their oldterritory for a pre-determinedamount of time
Forecast by territory salesmanagers forecast opportunities byterritory hierarchy with advancedoptions for overrides andcustomization
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Josh Aranoff
Consulting
Salesforce.com
jaranoff@salesforce.com
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Before you begin
Know your goals
What are you trying to accomplish?
Understand your go-to-market structure
How do your people attack the map?
Clean your data
If the datas not tight the rules wont write!
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Understand the Capabilities
Use inheriting rules whenever possible
Rules should be restrictive as possible
Looking at less data returns faster results
If using Zip Codes define ranges (if possible) insteadof lists
Consider custom indexes on Account fields used in
rules
Rules vs. Manual Account Assignment (via API)
Opportunity territory assignment is slower that accountassignment
Record owner vs. Territory Owners
Having all records owned by an admin user and withaccess granted via territories
Role Hierarchy vs. Territory Hierarchy
This can address two way manager reporting
Admins will have to support two hierarchies Single vs. Multi Branch Territory Hierarchy
Sample Task List Training
Get help
Successforce.com
Deployment guide
Salesforce.com
services
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While you implement
What to review in salesforce.com:
Reports
Folders
Views
Queues
Sharing Rules
Groups
Dashboards
Case Visibility
Lead Visibility
Account Visibility
Opportunity Visibility
Does it need to be:
Updated?
Deleted?
Newly Created?
Remain as is?
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Before You Go Live
Test everything
What Should Our Analysis Cover?
Mind the Gaps
What is identified the solution?
What records are impacted?
How are end users impacted?
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Tom Urban
Director of Sales Operations
Array Networks
Turban@arraynetworks.net
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Background - Who We Are
Company overview
Array Networks Builds Internet Appliances That Provide
Secure Remote Access (SSL-VPN)
Server Load Balancers With SSL Acceleration
99% Of WorldwideS
ales Are Through Distribution/ResellerChannels
Small/Medium Value-Oriented to Performance-Focused
Large/Enterprise Customers
How we roll SMB Deals Driven by Channel Rep & Inside Rep
Enterprise Deals Driven by Regional Director & Field Engineer
Fewer Layers Of Management = More People Selling
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Alignment
Team alignment
Regional Director
Channel Manager
Inside Sales
Roving Field Engineers
Territory coverage
Most Territories are Geographic
Named accounts transcend geographic rules
Government Accounts transcend geographic rules
Systems Engineers Cover the Region not the territory
Channel
Synergy
Team
Regional
Director
Inside
Sales
Systems
Engineer
Channel
Manager
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Key Business Issues
All Accounts were Owned by the Regional Director
No way to granularly share accounts by properties
Opportunities were Owned by the Driver
Because ownership was not always clearly defined, more
emailing/ conference calls, etc. were required before the big
call
Role hierarchy and sharing challenges
One role per user vs. too much visibility
Because there were no exact overlays, sharing rules provided
more visibility than required by each role
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Key Business Issues (cont)
Forecasting Challenges
Couldnt aggregate forecast by territory, had to break
out quota by team member or give all quota to one
member
Potential for double counting or duplicateopportunities
Forecast calls were driven by the Regional Director
who would point out the driver during the call
Had to use Activities, etc. to see who was driving the
business
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Goals
Drive Individual Accountability towards a TeamQuota
Field Directors Run Point on Big Deals Fulfilled via key channel partners
Channel Managers Run Point on Medium Deals
Inside Reps Run Small Deals/Service Renewals/Add-ons
Each Salespersons Efforts Count Towards a TeamGoal
Defined by VP of Worldwide
For Executive Team/ BOD
For Individual Accountability
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Implementation
Elevated RD /
flattened team
out Used account
record types
and territory
business rules
for named
accounts &
government
accounts
Used Sandbox Went LiveKicked off with
Salesforce.com Services
VP Had A
Damn The
TorpedoesAttitude
Sandbox
Showed How
Incomplete Our
Data Was
Forced New
Behavior From
Sales Team
Spent A Day At
salesforce.com
Ongoing advisoryrole
Subject matter
expertise
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Array Networks TerritoriesTerritories Reports To
WORLDWIDE
AMER WORLDWIDE
AMER - North Central AMER
AMER - Northeast AMER
AMER - Northwest AMER
AMER - South Central AMER
AMER - Southeast AMER
AMER - Southwest AMER
AMER-Government AMER
APAC WORLDWIDE
APAC - Asia APAC
APAC - Japan APAC
APAC - Middle East APAC
APAC - Pacific APAC
CHNA WORLDWIDE
EMEA WORLDWIDE
EMEA - Northern Europe EMEA
EMEA - Southern Europe/Africa EMEA
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Post Go-Live
Maintenance - How
Maintained through Assignment Rule Changes
Territories are cut by Account Record Type, Country,
and State
Maintenance How Often
Coffee Breaks, Boring Meetings, Airports
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Conclusions
Data Needed Clean Up
Web-to-lead Forms Needed
Drop-Downs for
States/Countries
Sales Teams Needed ToEnter Clean Address
Information Or Manually
Complete Territory Field
ForSomething This
Powerful/Flexible, Get A
Sandbox Account
Once Logic Is Understood,
Very Impressive
Accountability was Taken to a
New Level
Top Salespeople Embraced It!
Better Collaboration Meant
Better Productivity
Challenges Results
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Brad Mattick
Senior Product Line Manager
Salesforce.com
bmattick@salesforce.com
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Roadmap
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Unlimited Customer Modeling
Unlimited sharing Criteria based
Account hierarchy
Enterprise-class customer modeling and security controls
Territory Management Lead assignment
Mass zip code assignment
Custom object assignment
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Brad Mattick
Senior Product Line Manager
JoshAranoff
Consulting
QUESTION & ANSWER
SESSION
Director ofSales Operations
Tom Urban