Territory Management Made Simple

Tom Urban ± Array Networks Brad 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 3 .com Tom Urban Array Networks Brad Mattick Salesforce.com Josh Aranoff Salesforce.

com 4 .com Brad Mattick Senior Product Line Manager bmattick@salesforce.Salesforce.

delete sales reps ‡ Assign accounts ‡ Add. change. move. remove territories ‡ Support hold-outs/forecast exceptions ‡ Report on exceptions 5 . delete sales ‡ Assign people accounts ‡ Add. move.Territory Management Defined Reorganization Plan & Align ‡ Territory goals ‡ Territory strategy ‡ Analyze data ‡ What-if scenarios ‡ Normalize potential ‡ Mass reorganizations Model & Assign Maintain ‡ Model hierarchy(ies) ‡ Add.

Territory Management Defined Reorganization Plan & Align ‡ Territory goals ‡ Territory strategy ‡ Analyze data ‡ What-if scenarios ‡ Normalize potential ‡ Mass reorganizations Model & Assign Maintain ‡ Model hierarchy(ies) ‡ Add. change. remove territories ‡ Support hold-outs/forecast exceptions ‡ Report on exceptions 6 . delete sales ‡ Assign people accounts ‡ Add. move. move. delete sales reps ‡ Assign accounts ‡ Add.

Key Capabilities 1 2 3 Territory hierarchy ± administrators set up a territory hierarchy for the entire sales organization Territory driven access± sales reps and overlays have access to data based on territory assignment Rules-based assignment± records are assigned to territories based on flexible rules Seamless transfers and hold-outs ± transferred reps can continue to work on opportunities in their old territory for a pre-determined amount of time Forecast by territory± sales managers forecast opportunities by territory hierarchy with advanced options for overrides and customization 4 5 7 .

com 8 .Salesforce.com Josh Aranoff Consulting jaranoff@salesforce.

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 data¶s not tight the rules won¶t write! 9 .

Understand the Capabilities Sample Task List  Use inheriting rules whenever possible  Rules should be restrictive as possible  Looking at less data returns faster results  Training  Get help  Successforce. Manual Account Assignment (via API)  Opportunity territory assignment is slower that account assignment  Record owner vs. Territory Owners  Having all records owned by an admin user and with access granted via territories  Role Hierarchy vs.com  Deployment guide  Salesforce. Multi Branch Territory Hierarchy « 10 .com services  If using Zip Codes define ranges (if possible) instead of lists  Consider custom indexes on Account fields used in rules  Rules vs. Territory Hierarchy  This can address two way manager reporting  Admins will have to support two hierarchies  Single vs.

com: Reports Folders Views Queues Sharing Rules Groups Dashboards Case Visibility Lead Visibility Account Visibility Opportunity Visibility 11            Does µit¶ need to be:  Updated?  Deleted?  Newly Created?  Remain as is? .While you implement What to review in salesforce.

Before You Go Live Test everything« What Should Our Analysis Cover?  Mind the µGaps¶  What is identified the solution?  What records are impacted?  How are end users impacted? 12 .

Array Networks Tom Urban Director of Sales Operations Turban@arraynetworks.net 13 .

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 Worldwide Sales Are Through Distribution/Reseller Channels  Small/Medium ³Value-Oriented´ to ³Performance-Focused´ Large/Enterprise Customers  How we µroll¶  SMB Deals Driven by Channel Rep & Inside Rep  Enterprise Deals Driven by Regional Director & Field Engineer  Fewer Layers Of Management = More People Selling 14 .Background .

Alignment  Team alignment ‡ Regional Director ‡ Channel Manager ‡ Inside Sales ‡ Roving Field Engineers Systems Engineer Channel Manager Regional Director Channel Synergy Team Inside Sales  Territory coverage  Most Territories are Geographic  Named accounts transcend geographic rules  Government Accounts transcend geographic rules  Systems Engineers Cover the Region ± not the territory 15 .

more emailing/ conference calls. etc. sharing rules provided more visibility than required by each role 16 . were required before the µbig call¶  Role hierarchy and sharing challenges  One role per user vs.Key Business Issues  All Accounts were µOwned¶ by the Regional Director  No way to granularly share accounts by properties  Opportunities were µOwned¶ by the ³Driver´  Because ownership was not always clearly defined. too much visibility  Because there were no exact overlays.

etc.Key Business Issues (cont)  Forecasting Challenges  Couldn¶t aggregate forecast by territory. to see who was driving the business 17 . had to break out quota by team member or give all quota to one member  Potential for double counting or duplicate opportunities  Forecast calls were driven by the Regional Director ± who would point out the driver during the call  Had to use Activities.

Goals  Drive Individual Accountability towards a Team Quota  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 Salesperson¶s Efforts Count Towards a Team Goal  Defined by VP of Worldwide  For Executive Team/ BOD  For Individual Accountability 18 .

com Ongoing advisory role Subject matter expertise  Used Sandbox Elevated RD / flattened team out Used account record types and territory business rules for named accounts & government accounts  Went Live VP Had A ³Damn The Torpedoes´ Attitude Sandbox Showed How Incomplete Our Data Was Forced New Behavior From Sales Team    19 .Implementation Kicked off with Salesforce.com Services    Spent A Day At salesforce.

Middle East APAC .Pacific CHNA EMEA EMEA .Southern Europe/Africa WORLDWIDE AMER AMER AMER AMER AMER AMER AMER WORLDWIDE APAC APAC APAC APAC WORLDWIDE WORLDWIDE EMEA EMEA Reports To 20 .South Central AMER .Northwest AMER .North Central AMER .Asia APAC .Japan APAC .Northern Europe EMEA .Array Networks Territories Territories WORLDWIDE AMER AMER .Southwest AMER-Government APAC APAC .Southeast AMER .Northeast AMER .

How  Maintained through Assignment Rule Changes  Territories are cut by Account Record Type. Boring Meetings. and State  Maintenance ± How Often  Coffee Breaks.Post Go-Live  Maintenance . Airports« 21 . Country.

Very Impressive  Accountability was Taken to a New Level  Top Salespeople Embraced It!  Better Collaboration Meant Better Productivity  For Something This Powerful/Flexible.Conclusions Challenges Results  Data Needed Clean Up  Web-to-lead Forms Needed Drop-Downs for States/Countries  Sales Teams Needed To Enter Clean Address Information Or Manually Complete Territory Field  Once Logic Is Understood. Get A Sandbox Account 22 .

com 23 .Salesforce.com Brad Mattick Senior Product Line Manager bmattick@salesforce.

Roadmap 24 .

Unlimited Customer Modeling Enterprise-class customer modeling and security controls Unlimited sharing  Criteria based  Account hierarchy Territory Management  Lead assignment  Mass zip code assignment  Custom object assignment 25 .

QUESTION & ANSWER SESSION Tom Urban Director of Sales Operations Brad Mattick Senior Product Line Manager Josh Aranoff Consulting 26 .

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