Territory Management Made Simple

8/7/2019 Territory Management Made Simple

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Territory Management Made Simple

Tom Urban Array NetworksBrad Mattick and Josh Aranoff salesforce.com


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Safe Harbor Statement

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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

[email protected]


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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


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


reps


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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4

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Josh Aranoff

Consulting

Salesforce.com

[email protected]


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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

[email protected]


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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


Salesforce.com

[email protected]


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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


JoshAranoff

Consulting

QUESTION & ANSWER

SESSION

Director ofSales Operations

Tom Urban

Territory Management Made Simple

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