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Streamline Territory Management Process using Oracle Fusion Territory Management

Guest post by
Vikrant Venkata Leela Addepalli, Lead Consultant, Infosys


In the present competitive environment, assignment of right sales resource to a sales account goes a long way for any organization in terms of gaining Customer Confidence and in generating good revenues & posting decent margins.  Considering the evolving technology, most Organizations would like to look beyond traditional way of assigning Sales Resources to a Sales Account, which was just based on the location of the Sales Account. Oracle Fusion Territory Management is a comprehensive territory management solution for any Organization for assignment of Sales Resources to a Sales Account.

Interesting and key features offered by Fusion Territory Management include:

  1. Dimensions based territory assignment: Territory Assignment for Sales accounts in Oracle Fusion Applications is based on 6 out of the box dimensions like Geography, Account, Account Type, Organization Type, Customer Size and Industry. Three custom/Auxiliary Dimensions are also available to provide more flexibility and increase assignment options. A Territory would get assigned or get stamped to a Sales Account when the attributes on a Sales account and the dimensions on a territory match and thereby assigning the resource on the territory to the Sales Account. Also note that always the leaf or bottom most territory in the territory hierarchy would get assigned incase multiple territories match the required criteria.
  2. Geography Zones: Most applications provide the functionality for uploading or importing of Master Geography Data but do not provide the flexibility for creating custom geography zones like APAC, EMEIA, North US, North UK etc., which might be unique from Organization to Organization. Oracle Fusion Applications provides this unique feature of creating custom geography zones. While creating this custom geography zones, the imported master geographies can also be used as part of a geography zone. Say for example, if we create a zone 'North US', we can include all states which would be part of North US. These Geography Zones would then be used as dimension members for Geography Dimension.
  3. Manual Inclusion & Exclusion: In addition to the regular ways of territory assignments, there might be one of cases, where in a specific account has to be assigned to a specific territory or a specific account should not be part of a specific territory. Oracle Fusion Applications provide Manual Inclusion and Exclusion functionality in addition to the above dimension based assignments. Using this functionality, a Sales functionality can be assigned to a territory or de-assigned from a territory irrespective of the territory dimensions.
  4. Embedded Analytics and Business Intelligence: Using embedded Analytics, we can create balanced and effective territories. Oracle Fusion Applications provides various options to create Business Intelligence Reports using which Sales Managers can take informed and calculated decisions.

As it is developed on Fusion Middleware, which is an Open Source Platform, Oracle Fusion Territory Management can be used as a standalone solution or can co-exist with different systems like Oracle, Non Oracle and Home grown applications either using Cloud or on-premise offering.


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