Set Up Rule-Based Territory Definition in SAP CRM 7.0

by Kaushik Ray, Practice Lead — SAP CRM, GlobalSoft Solutions Inc. (December 2009)

Many organizations use territory management to organize their sales force. In SAP CRM 7.0, SAP fundamentally changed the design of territory management by introducing the concept of rule-based territory definition. See how to define the scope of territories and then model and assign them.

Categories: CRM, SAP CRM 7.0, Territory Management

Key Concept

Business rule-based territory definition lends flexibility to defining the scope of the territories. You can use one or more standard or custom rule conditions to define the rules. It supports the use of numerous operators (e.g., “is between” or “is greater than”) when combining the rule conditions. You can use value ranges for the conditions used in rules, and it also supports exceptions in rule conditions. This results in a more flexible definition of the territory scope and faster system performance.

Numerous new functionalities come with territory management in SAP CRM 7.0. The most important change is that business rule-based territory definition replaces the former attribute-based territory definition.

The use of business rules enables the following:

Flexible definition of a territory using several rule attributes and their combinations — as well as various operators — to combine the rule attributes
Faster performance by establishing the relationship data between territories, accounts, products, and sales areas
Viewing territories in terms of accounts, products, and sales areas within the territory overview page
Ability to override an account’s association to a territory by defining a higher priority business rule in the accounts overview page
Simulation mode allows you to analyze what-if scenarios by simulating changes to your territories by predefined or custom-defined key performance indicators (KPIs). You can perform this analysis without actually changing the territory data. The simulated changes can then either be saved or discarded.

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