ORACLE DATA SHEET

TERRITORY MANAGEMENT

KEY FEATURES
Territory definition by named

Oracles Siebel Territory Management enables organizations to accurately realign sales forces in a short time frame, validate alignments prior to deploying them in production, model several alignment strategies concurrently, and maintain a historical view of alignments and territories.
Overview For most companies, sales force is one of their most expensive human resource investments. As companies strive to improve sales force productivity, sales force alignment is a frequently overlooked tool. Sales force alignment is the process by which companies redesign their sales territories so that they have an equal distribution of workload or sales potential. However, a typical realignment process involves the execution of several disconnected, manual, and resource-intensive processes. These factors lead to rigid alignment procedures that limit the frequency with which realignments are performed. Sales forces that can reduce the time it takes to complete an alignment will benefit from productivity gains from additional selling time and be in a better position to quickly adapt to changing market conditions. Siebel Territory Management provides a comprehensive territory alignment solution that enables competitive advantage by reducing the total alignment cycle time while lowering the cost of managing territory definitions. Territory Management Oracles Siebel Territory Management provides intuitive processes and interfaces for managing territory alignments, enabling business users to define sales territories and perform all tasks associated with territory alignments. It provides the flexibility to define territories using any combination of direct named rules or indirect rules based on geography (postal code, state, country or geo zone), product or industry. Indirect rules can be further adjusted by incorporation of business rules that are specific to each alignment. Administrators and business analysts can therefore ensure that right contacts, accounts or opportunities are assigned to sales representatives within a sales force. Territory Management allows multiple positions to be assigned to a given territory and multiple territories to be assigned to a given position. Start and End dates are tracked for each of these territory definitions, allowing users to track how territories evolve over time. Territory Management supports flexible territory hierarchies to capture how territories are related to each other. Territory hierarchies support any number of levels and capture the effective dates for these relationships. This feature has been enhanced to support association of a territory to multiple hierarchies allowing administrators to model different sales force structures.

assignments, Geographic, Product or Industry Rules

and alignments
Model What-If scenarios Realign of one or more sales

forces at the same time

the click of a button

Force and incorporate feedback

ORACLE DATA SHEET

Sophisticated Territory Alignment With Siebel Territory Management, users can create territory alignments that define which territories and sales representatives should be updated. Alignments can also contain business rules that specify which types of customers should be assigned to a particular sales force. Historical alignments are maintained for reference and for comparison with other alignments, and future alignments can be staged for analysis and validation. Batch loading from external sources is enabled through Siebel Enterprise Integration Manager (EIM). Siebel Territory Management supports the execution of major and minor alignments.

Siebel Territory Management allows users to import, visualize, and validate alignments before they are rolled out to the field. Approval Flow Most Territory Management solutions lack the ability to incorporate the local knowledge and geographic factors that may be obvious to the Sales Force, resulting in inaccurate and inefficient alignments. Siebel Territory Management supports the ability to publish an alignment and its results to the sales force prior to activation. Sales Reps receives notification via integration to Inbox and can review and edit the assigned rules. Rep changes are tracked and routed to their respective managers for approval. Managers also receive notification via Inbox and after approval, the Territory Administrator can accept the changes to update the alignment and apply to production.

ORACLE DATA SHEET

Simplified Administrative Tasks Several enhancements have been introduced that are aimed at simplifying Territory Administration tasks and reducing the data entry by Administrators. This release supports the ability to combine multiple alignments into a single alignment for analysis or for use as a base line for the next alignment. This feature allows the administrators to create an alignment record that accurately reflects the current Territory definitions by combining the last major alignment with subsequent minor alignments. Alignment conditions have been enhanced to include division specific conditions and support copying of conditions from another alignment with the click of a button. Division specific conditions help in reducing the total number of alignments by combining multiple divisions into a single alignment while allowing for division specific business rules. Delivering Competitive Global Advantage Siebel Territory Management is designed to meet the needs of organizations operating in a global environment and support operations functioning in multiple regions. It runs on a flexible and highly scalable Web architecture that provides robust data authorization capabilities that control data access and visibility. By using Oracles Siebel Territory Management, customers can realign their territories easily, eliminating the barriers that prevent them from realigning their sales forces as often as necessary. Siebel Territory Management drives an organizations competitive advantage, by providing the ability to quickly redeploy sales forces and increase the return on sales force investments.

Copyright 2006, Oracle. All Rights Reserved. This document is provided for information purposes only, and the contents hereof are subject to change without notice. This document is not warranted to be error-free, nor is it subject to any other warranties or conditions, whether expressed orally or implied in law, including implied warranties and conditions of merchantability or fitness for a particular purpose. We specifically disclaim any liability with respect to this document, and no contractual obligations are formed either directly or indirectly by this document. This document may not be reproduced or transmitted in any form or by any means, electronic or mechanical, for any purpose, without our prior written permission. Oracle, JD Edwards, PeopleSoft, and Siebel are registered trademarks of Oracle Corporation and/or its affiliates. Other names may be trademarks of their respective owners.