Oracle Oracle Territory Management User manual

Oracle® Territory Management
Implementation Guide
Release 11i(11.5.9)
Part No. B10553-01
April 2003

Oracle Territory Management Implementation Guide, Release 11i
Part No. B10553-01
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Contents
Send Us Your Comments.................................................................................................................. vii
Preface............................................................................................................................................................ ix
Intended Audience ................................................................................................................................ ix
How To Use This Guide ....................................................................................................................... ix
Documentation Accessibility ................................................................................................................ x
Other Information Sources.................................................................................................................... x
Do Not Use Database Tools to Modify Oracle Applications Data ................................................ xv
About Oracle ........................................................................................................................................ xvi
Part I Getting Started
1 Introduction
1.1 The Oracle E-Business Suite................................................................................................. 1-1
1.1.1 The Applications in the E-Business Suite ................................................................... 1-2
1.2 Oracle Territory Management Overview .......................................................................... 1-5
1.2.1 Components.................................................................................................................... 1-6
1.2.2 Named Accounts............................................................................................................ 1-6
1.2.3 Oracle Territory Management Features...................................................................... 1-6
1.3 New in this Release............................................................................................................... 1-7
2 Before You Begin
2.1 Related Documentation........................................................................................................ 2-1
2.2 Installation Verification........................................................................................................ 2-1
2.2.1 Create a Territory........................................................................................................... 2-1
2.2.2 Run Concurrent Programs............................................................................................ 2-2
2.2.3 Test with a Lead ............................................................................................................. 2-2
2.3 Oracle Territory Management Dependencies ................................................................... 2-3

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Part II Implementing Oracle Territory Management
3 Implementation Overview
3.1 Process Description ............................................................................................................... 3-1
3.1.0.1 Phase I: Territory Planning.................................................................................... 3-2
3.1.0.2 Phase II: Setting Up Territories ............................................................................. 3-2
3.1.0.3 Phase III: Creating Named Account Territories ................................................. 3-2
3.1.0.4 Phase IV: Managing Territories ............................................................................ 3-2
3.2 Implementation Task Sequence........................................................................................... 3-2
3.3 Multi-Org................................................................................................................................ 3-4
4 Phase I: Territory Planning
4.1 Planning Your Territories..................................................................................................... 4-1
4.2 Sales Territory Planning Example....................................................................................... 4-3
4.2.1 Step 1: What business objects are we assigning?....................................................... 4-5
4.2.2 Step 2: What qualifiers should we use?....................................................................... 4-5
4.2.3 Step 3: Territory hierarchy - Define date effectivity and number of winners ....... 4-6
4.2.4 Step 4: Territory hierarchy – Define Catch Alls......................................................... 4-7
4.2.5 Step 5: Territory hierarchy – Placeholder territories................................................. 4-8
4.2.6 Step 6: How to implement named account territories .............................................. 4-8
4.2.7 Step 7: How to implement geographic territories ..................................................... 4-9
4.2.8 Step 8: How to support overlays................................................................................ 4-10
4.2.9 Step 9: What is an appropriate territory hierarchy for overlays?.......................... 4-11
4.2.10 Step 10: What rank should each territory have?...................................................... 4-15
4.2.11 Step 11: Have you met all your business requirements?........................................ 4-15
4.2.12 Leverage Territory Hierarchies and Inheritance ..................................................... 4-15
4.2.13 Leverage Territory Ranking and Number of Winners ........................................... 4-16
4.2.14 Appropriate Choice of Qualifiers............................................................................... 4-16
4.2.15 Qualifier Rules .............................................................................................................. 4-18
4.2.16 Migrating Territories.................................................................................................... 4-18
4.3 Sales Territory Qualifiers.................................................................................................... 4-18
4.4 Service Territory Qualifiers................................................................................................ 4-20

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5 Phase II: Setting Up Territories
5.1 Overview of Creating Territories........................................................................................ 5-1
5.2 Qualifiers ................................................................................................................................ 5-2
5.2.1 Transaction Qualifiers ................................................................................................... 5-2
5.2.1.1 Sample List of Seeded Transaction Qualifiers .................................................... 5-2
5.2.1.2 Customer Name and Customer Name Range, ................................................... 5-3
5.2.2 Resource Qualifiers........................................................................................................ 5-4
5.2.3.1 Seeded Qualifiers .................................................................................................... 5-4
5.3 Territory Hierarchies ............................................................................................................ 5-5
5.4 Territory Winning Rules ...................................................................................................... 5-5
5.5 Enabling Existing Qualifiers................................................................................................ 5-7
5.6 Creating Individual Territories ........................................................................................... 5-9
5.7 Entering Transaction Qualifiers ........................................................................................ 5-11
5.8 Entering Resource Qualifiers............................................................................................. 5-13
5.9 Specifying Resources for a Territory ................................................................................ 5-14
5.10 Adding Subterritories......................................................................................................... 5-16
5.11 Running Concurrent Programs......................................................................................... 5-17
6 Phase III: Creating Named Account Territories
6.1 Overview of Creating Named Account Territories.......................................................... 6-1
6.1.1 Components of Self-Service Named Accounts.......................................................... 6-2
6.1.2 Ongoing Maintenance ................................................................................................... 6-2
6.1.3 Annual Maintenance ..................................................................................................... 6-3
6.1.4 Territory Autogeneration Mechanics.......................................................................... 6-3
6.2 Named Account Territory Process...................................................................................... 6-4
6.3 Migrating from Existing Territories to Named Account Territories ............................. 6-5
6.4 Enabling Qualifiers ............................................................................................................... 6-7
6.5 Creating a Parent Territory.................................................................................................. 6-7
6.6 Creating Territory Groups ................................................................................................... 6-7
6.7 Defining Named Account Rules ......................................................................................... 6-9
6.8 Assigning the Sales Team to Named Accounts .............................................................. 6-11
6.9 Running Concurrent Programs......................................................................................... 6-12
6.10 Usage Implementation........................................................................................................ 6-14

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Part III Post Implementation Tasks
7 Verify the Implementation
7.1 Verification Tasks .................................................................................................................. 7-1
8 Troubleshooting
8.1 Tips for Fine-tuning Territory Assignment Performance................................................ 8-1
8.2 If the Generate Territory Packages Fails ............................................................................ 8-2
8.3 Frequently Asked Questions (FAQs) about Transaction Qualifiers .............................. 8-2
8.4 Diagnostic Reports ................................................................................................................ 8-4

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Send Us Your Comments
Oracle Territory Management Implementation Guide, Release 11i
Part No. B10553-01
Oracle Corporation welcomes your comments and suggestions on the quality and usefulness of this
document. Your input is an important part of the information used for revision.
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Oracle Territory Management Documentation
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If you have problems with the software, please contact your local Oracle Support Services.

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Preface
Intended Audience
Welcome to Release 11iof the Oracle Territory Management Implementation Guide.
This guide assumes you have a working knowledge of the following:
■The principles and customary practices of your business area.
■Oracle Territory Management
If you have never used Oracle Territory Management, Oracle suggests you
attend one or more of the Oracle Territory Management training classes
available through Oracle University.
■The Oracle Applications graphical user interface.
To learn more about the Oracle Applications graphical user interface, read the
Oracle Applications User’s Guide.
See Other Information Sources for more information about Oracle Applications
product information.
How To Use This Guide
This document contains the information you need to understand and use Oracle
Territory Management.
■Chapter 1 introduces the application and what is new in this release.
■Chapter 2 provides reference information including other documentation and
dependencies for the application.
■Chapter 3 lists the sequence of tasks needed to implement the application.

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■Chapter 4 covers the planning phase of the implementation.
■Chapter 5 explains how to enable qualifiers as part of the implementation.
■Chapter 6 provides the procedures for creating territories.
■Chapter 7 covers verifying the implementation.
■Chapter 8 contains troubleshooting tips.
Documentation Accessibility
Our goal is to make Oracle products, services, and supporting documentation
accessible, with good usability, to the disabled community. To that end, our
documentation includes features that make information available to users of
assistive technology. This documentation is available in HTML format, and contains
markup to facilitate access by the disabled community. Standards will continue to
evolve over time, and Oracle Corporation is actively engaged with other
market-leading technology vendors to address technical obstacles so that our
documentation can be accessible to all of our customers. For additional information,
visit the Oracle Accessibility Program Web site at
http://www.oracle.com/accessibility/.
Accessibility of Code Examples in Documentation JAWS, a Windows screen
reader, may not always correctly read the code examples in this document. The
conventions for writing code require that closing braces should appear on an
otherwise empty line; however, JAWS may not always read a line of text that
consists solely of a bracket or brace.
Other Information Sources
You can choose from many sources of information, including online documentation,
training, and support services, to increase your knowledge and understanding of
Oracle Territory Management.
If this guide refers you to other Oracle Applications documentation, use only the
Release 11iversions of those guides.
Online Documentation
All Oracle Applications documentation is available online (HTML or PDF). Online
help patches are available on MetaLink.

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Related Documentation
Oracle Territory Management shares business and setup information with other
Oracle Applications products. Therefore, you may want to refer to other product
documentation when you set up and use Oracle Territory Management.
You can read the documents online by choosing Library from the expandable menu
on your HTML help window, by reading from the Oracle Applications Document
Library CD included in your media pack, or by using a Web browser with a URL
that your system administrator provides.
If you require printed guides, you can purchase them from the Oracle Store at
http://oraclestore.oracle.com.
Documents Related to All Products
Oracle Applications User’s Guide
This guide explains how to enter data, query, run reports, and navigate using the
graphical user interface (GUI) available with this release of Oracle Territory
Management(and any other Oracle Applications products). This guide also includes
information on setting user profiles, as well as running and reviewing reports and
concurrent processes.
You can access this user’s guide online by choosing "Getting Started with Oracle
Applications" from any Oracle Applications help file.
Documents Related to This Product
Oracle Territory Management User Guide
This guide contains procedures for updating and managing territories.
Installation and System Administration
Oracle Applications Concepts
This guide provides an introduction to the concepts, features, technology stack,
architecture, and terminology for Oracle Applications Release 11i. It provides a
useful first book to read before an installation of Oracle Applications. This guide
also introduces the concepts behind Applications-wide features such as Business
Intelligence (BIS), languages and character sets, and Self-Service Web Applications.

xii
Installing Oracle Applications
This guide provides instructions for managing the installation of Oracle
Applications products. In Release 11i, much of the installation process is handled
using Oracle Rapid Install, which minimizes the time to install Oracle Applications,
the Oracle8 technology stack, and the Oracle8i Server technology stack by
automating many of the required steps. This guide contains instructions for using
Oracle Rapid Install and lists the tasks you need to perform to finish your
installation. You should use this guide in conjunction with individual product
user’s guides and implementation guides.
Upgrading Oracle Applications
Refer to this guide if you are upgrading your Oracle Applications Release 10.7 or
Release 11.0 products to Release 11i. This guide describes the upgrade process and
lists database and product-specific upgrade tasks. You must be either at Release 10.7
(NCA, SmartClient, or character mode) or Release 11.0, to upgrade to Release 11i.
You cannot upgrade to Release 11i directly from releases prior to 10.7.
Maintaining Oracle Applications
Use this guide to help you run the various AD utilities, such as AutoUpgrade,
AutoPatch, AD Administration, AD Controller, AD Relink, License Manager, and
others. It contains how-to steps, screenshots, and other information that you need to
run the AD utilities. This guide also provides information on maintaining the
Oracle applications file system and database.
Oracle Applications System Administrator’s Guide
This guide provides planning and reference information for the Oracle Applications
System Administrator. It contains information on how to define security, customize
menus and online help, and manage concurrent processing.
Oracle Alert User’s Guide
This guide explains how to define periodic and event alerts to monitor the status of
your Oracle Applications data.
Oracle Applications Developer’s Guide
This guide contains the coding standards followed by the Oracle Applications
development staff. It describes the Oracle Application Object Library components
needed to implement the Oracle Applications user interface described in the Oracle
Applications User Interface Standards for Forms-Based Products. It also provides

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information to help you build your custom Oracle Forms Developer 6iforms so that
they integrate with Oracle Applications.
Oracle Applications User Interface Standards for Forms-Based Products
This guide contains the user interface (UI) standards followed by the Oracle
Applications development staff. It describes the UI for the Oracle Applications
products and how to apply this UI to the design of an application built by using
Oracle Forms.
Other Implementation Documentation
Multiple Reporting Currencies in Oracle Applications
If you use the Multiple Reporting Currencies feature to record transactions in more
than one currency, use this manual before implementing Oracle Territory
Management. This manual details additional steps and setup considerations for
implementing Oracle Territory Management with this feature.
Multiple Organizations in Oracle Applications
This guide describes how to set up and use Oracle Territory Management with
Oracle Applications' Multiple Organization support feature, so you can define and
support different organization structures when running a single installation of
Oracle Territory Management.
Oracle Workflow Administrator's Guide
This guide explains how to complete the setup steps necessary for any Oracle
Applications product that includes workflow-enabled processes, as well as how to
monitor the progress of runtime workflow processes.
Oracle Workflow Developer's Guide
This guide explains how to define new workflow business processes and customize
existing Oracle Applications-embedded workflow processes. It also describes how
to define and customize business events and event subscriptions.
Oracle Workflow User's Guide
This guide describes how Oracle Applications users can view and respond to
workflow notifications and monitor the progress of their workflow processes.

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Oracle Workflow API Reference
This guide describes the APIs provided for developers and administrators to access
Oracle Workflow.
Oracle Applications Flexfields Guide
This guide provides flexfields planning, setup and reference information for the
Oracle Territory Management implementation team, as well as for users responsible
for the ongoing maintenance of Oracle Applications product data. This manual also
provides information on creating custom reports on flexfields data.
Oracle eTechnical Reference Manuals
Each eTechnical Reference Manual (eTRM) contains database diagrams and a
detailed description of database tables, forms, reports, and programs for a specific
Oracle Applications product. This information helps you convert data from your
existing applications, integrate Oracle Applications data with non-Oracle
applications, and write custom reports for Oracle Applications products. Oracle
eTRM is available on Metalink
Oracle Applications Message Reference Manual
This manual describes Oracle Applications messages. This manual is available in
HTML format on the documentation CD-ROM for Release 11i.
Oracle CRM Application Foundation Implementation Guide
Many CRM products use components from CRM Application Foundation. Use this
guide to correctly implement CRM Application Foundation.
Training and Support
Training
Oracle offers training courses to help you and your staff master Oracle Territory
Management and reach full productivity quickly. You have a choice of educational
environments. You can attend courses offered by Oracle University at any one of
our many Education Centers, you can arrange for our trainers to teach at your
facility, or you can use Oracle Learning Network (OLN), Oracle University's online
education utility. In addition, Oracle training professionals can tailor standard
courses or develop custom courses to meet your needs. For example, you may want
to use your organization’s structure, terminology, and data as examples in a
customized training session delivered at your own facility.

xv
Support
From on-site support to central support, our team of experienced professionals
provides the help and information you need to keep Oracle Territory Management
working for you. This team includes your Technical Representative, Account
Manager, and Oracle’s large staff of consultants and support specialists with
expertise in your business area, managing an Oracle8iserver, and your hardware
and software environment.
OracleMetaLink
OracleMetaLink is your self-service support connection with web, telephone menu,
and e-mail alternatives. Oracle supplies these technologies for your convenience,
available 24 hours a day, 7 days a week. With OracleMetaLink, you can obtain
information and advice from technical libraries and forums, download patches,
download the latest documentation, look at bug details, and create or update TARs.
To use MetaLink, register at (http://metalink.oracle.com).
Alerts: You should check OracleMetaLink alerts before you begin to install or
upgrade any of your Oracle Applications. Navigate to the Alerts page as follows:
Technical Libraries/ERP Applications/Applications Installation and
Upgrade/Alerts.
Self-Service Toolkit: You may also find information by navigating to the
Self-Service Toolkit page as follows: Technical Libraries/ERP
Applications/Applications Installation and Upgrade.
Do Not Use Database Tools to Modify Oracle Applications Data
Oracle STRONGLY RECOMMENDS that you never use SQL*Plus, Oracle Data
Browser, database triggers, or any other tool to modify Oracle Applications data
unless otherwise instructed.
Oracle provides powerful tools you can use to create, store, change, retrieve, and
maintain information in an Oracle database. But if you use Oracle tools such as
SQL*Plus to modify Oracle Applications data, you risk destroying the integrity of
your data and you lose the ability to audit changes to your data.
Because Oracle Applications tables are interrelated, any change you make using
Oracle Applications can update many tables at once. But when you modify Oracle
Applications data using anything other than Oracle Applications, you may change a
row in one table without making corresponding changes in related tables. If your
tables get out of synchronization with each other, you risk retrieving erroneous
information and you risk unpredictable results throughout Oracle Applications.

xvi
When you use Oracle Applications to modify your data, Oracle Applications
automatically checks that your changes are valid. Oracle Applications also keeps
track of who changes information. If you enter information into database tables
using database tools, you may store invalid information. You also lose the ability to
track who has changed your information because SQL*Plus and other database
tools do not keep a record of changes.
About Oracle
Oracle Corporation develops and markets an integrated line of software products
for database management, applications development, decision support, and office
automation, as well as Oracle Applications, an integrated suite of more than 160
software modules for financial management, supply chain management,
manufacturing, project systems, human resources and customer relationship
management.
Oracle products are available for mainframes, minicomputers, personal computers,
network computers and personal digital assistants, allowing organizations to
integrate different computers, different operating systems, different networks, and
even different database management systems, into a single, unified computing and
information resource.
Oracle is the world’s leading supplier of software for information management, and
the world’s second largest software company. Oracle offers its database, tools, and
applications products, along with related consulting, education, and support
services, in over 145 countries around the world.

Part I
Getting Started
This section of the contains the following chapters:
■Chapter 1, "Introduction"
■Chapter 2, "Before You Begin"

Introduction 1-1
1
Introduction
This chapter provides information on the following topics:
■Section 1.1, "The Oracle E-Business Suite"
■Section 1.2, "Oracle Territory Management Overview"
■Section 1.3, "New in this Release"
1.1 The Oracle E-Business Suite
The Oracle E-Business Suite is a comprehensive web-based answer for
business-to-business (B2B) and business-to-consumer (B2C) selling, marketing, and
servicing through the Internet. The Oracle E-Business Suite consists of front-office
Customer Relationship Management (CRM) applications and back-office Enterprise
Resource Planning (ERP) applications. These applications automate marketing,
sales, contracts, service, manufacturing, and supply chain processes as well as
financial operations, project management, human resources operations, and
business intelligence systems.
The Oracle E-Business Suite sits on a multi-layer platform which includes:
■Oracle 9iDatabase
■Oracle 9iApplication Server
■Common Services and Components
■Oracle Internet Business Intelligence
Oracle 9iDatabase
All applications reside on the Oracle9iDatabase. The Oracle database drives
enterprise E-Business applications, online transaction processing applications

The Oracle E-Business Suite
1-2 Oracle Territory Management Implementation Guide
(OLTP), query-intensive data warehouses, and high capacity web sites. Because the
Oracle database is available on many different platforms, applications can scale
from handheld to laptop to desktop to enterprise providing consistent information
over multiple channels.
Oracle 9iApplication Server
The Oracle 9iApplication Server (Oracle 9iAS) is a middle-tier server which
independently delivers the technology needed to build web sites and applications,
create personalized portals, extract business intelligence, and manage a secure web
site infrastructure.
Common Services and Components
All the applications can leverage the common infrastructure and services
components. Functionality includes Oracle Forms, Oracle Reports, Oracle
Application Object Library (AOL), the Oracle JDeveloper and Oracle Discoverer
development tools, the coding and UI standards, and other functionality used by
the applications.
For example, you can extend the applications according to your business needs
using flexfields. You can create and assign responsibilities using the system
administrator responsibility. Also, you can use Oracle Workflow to configure
background processes and set up notifications so that all the appropriate managers
and groups are notified.
Oracle Internet Business Intelligence
Above the E-Business Suite sits the Internet Business Intelligence application. This
application integrate data from all of the E-Business Suite applications to provide
key performance measurements, operating alerts, and management reports to every
decision maker across the enterprise.
1.1.1 The Applications in the E-Business Suite
Customers can seamlessly share data from front-end applications (CRM) to backend
applications (ERP). The CRM applications include:
■the Marketing suite
■the Sales suite
■the Contracts suite
■the Service suite