Reassignment and reconciliation for multi-dimensional sales territories

Abstract

Embodiments of the invention provide systems and methods for using multi-dimensional modeling techniques to handle gaps, overlaps, and reassignments of opportunities for sales territory management. Embodiments use multi-dimensional modeling to define territories in such a way that accounts for applicable territory criteria as sets with logical boundaries, rather than as a defined rule-based architecture (e.g., as dimensions in a territory hypercube). The multi-dimensional model is de-normalized to capture the multi-dimensional nature of the sales territory definitions while, for example, flattening hierarchical trees and minimizing or eliminating the need for ordinal processing of the data. In some embodiments, the de-normalized territory definitions are used to facilitate efficient and reliable gap and / or overlap processing (e.g., detection, reconciliation, etc.). In other embodiments, the de-normalized territory definitions are used to optimize identification of territory regions where reassignment of opportunities is appropriate and / or to reassign opportunities in those regions.

Description

BACKGROUNDEmbodiments of the present invention relate generally to multi-dimensional modeling, and, more particularly, to gap, overlap, and reassignment handling in the context of multi-dimensional jurisdictional territories.Many types of commerce involve sales territories for selling products or services. Sales territories may define jurisdictions of responsibility of sales representatives over sales accounts, and may effectively form a foundational infrastructure for sales management. Typically, the sales territories may be created and managed in such a way as to optimize certain sales metrics, like return on sales investment. Territory design optimizations often involve balancing trade-offs between large numbers of factors, which may be independent, interrelated, hierarchical, ordered, etc.Many typical techniques for defining and managing sales territories use a rule-based algorithm to define a territory, and apply the rule-based algorithm to sales account attributes and opportun...

AI Technical Summary

Benefits of technology

Among other things, systems and methods are described for using multi-dimensional modeling techniques to handle gaps, overlaps, and reassignments of opportunities for sales territory management. Embodiments use multi-dimensional modeling to define territories in such a way that accounts for applicable territory criteria as sets with logical boundaries, rather than as a defined rule-based architecture. For example, territory criteria are modeled as hierarchical dimensions of a territory hypercube. The multi-dimensional model is de-normalized to capture the multi-dimensional nature of the sales territory definitions while, for example, flattening hierarchical trees and minimizing or eliminating the need for ordinal processing of the data. In some embodiments, the de-normalized territory definitions are used to facilitate efficient and reliable gap and / or overlap processing (e.g., detection, reconciliation, etc.). In other embodiments, the de-normalized territory definitions are used to optimize identification of territory regions where reassignment of opportunities is appropriate and / or to reassign opportunities in those regions.

Problems solved by technology

Using rule-based algorithms in this way can be undesirable for a number of reasons.

Over time, the many levels of interdependent rules in a typical sequential algorithm for defining territories can become difficult to comprehend, inefficient to apply, and difficult (and possibly dangerous) to test and / or change.

When the number of rules becomes large and / or the relation between the rules becomes complex, it may take very experienced information technology professionals to thoroughly understand, use, and manipulate the rules.

Moreover, even those experienced professionals may find it difficult or impossible to conclusively and efficiently determine whether the rules are correct (e.g., whether defined territories have gaps, overlap, exceed the jurisdiction of their higher level sales hierarchy, etc.).

Even further, while experienced information technology professionals may have the skill sets to define and maintain territories, they may not have practical experience using the territories for actual sales management.

For at least these reasons, rule-based territory definition and management may result in suboptimal territory definitions, unpredictable results from territory changes and opportunity assignments, inconclusive rule verifications, and / or other undesirable effects.

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