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The Territory Management ES bundle provides Enterprise Services for SAP CRM Territory Management that collaborate with third-party map-based Territory Alignment and Optimization applications. Enterprise sales managers will be able to track and adjust territorial coverage of their staff through CRM for maximum efficiency.

One of the most expensive human resource investments in a company is the sales department. To increase productivity from a sales force, companies are using Sales Force Automation (SFA) systems to organize the sales team into manageable units that cover a target market area. Sales territories, often geographic in nature, may become out of balance from one zone to another. Some areas with high potential customers may be underserved; too much effort may be expended against low potential customers, while other areas are saturated.

In the past, customers had two options:

  • Carry out Territory Alignments manually, by moving re-aligning each Territory one at a time.
  • Run an integration project on their premises to integrate SAP CRM with a third-party application.

Now, the Territory Management bundle enables to leverages the Enterprise Services in ERP to provide integration with third-party territory management applications.

Good territory alignment, which can be maintained at a relatively low cost, increases revenue and customer coverage, reduces travel time and associated costs, provides a competitive advantage, and fosters equity and morale among sales people.

Territory Management (click to enlarge)


Territory realignment software packages offered by third party vendors use such parameters as geographies and product lines. Rather than develop all these features within CRM, ES services are being applied to leverage the third party software basically to perform three operations: one is create territories in CRM; the second one is update territories in CRM; and the third one is read territories from CRM.

Audience

All managers of sales teams in large enterprises will find this bundle of benefit for maximizing the strengths of the sales force, and adjusting for any personnel changes.

For details on Service Operations, Business Objects and Process Components, please check the ES Workplace.


How to Use This ES Bundle

When "create a new territory" or "update a territory" is invoked, CRM updates the relationships in the backend system without invoking any enterprise service.
There are three types of read services that take place when this function is invoked. One reads the basic data and employees of the territory; another reads the rules and attributes of the territory; and the third one reads the relationship of a territory. A territory can have a relationship with a town, a product, a sales team, a sales area, or a combination of all of these things. A territory also can have three types of attributes: accounts, product and the sales area. The basic relationships and attributes are maintained in the CRM, but the implicit relationships are understood and updated in the third party system.
The following series of use cases for the Territory Management ES bundle show how different outcomes can be achieved by using the enterprise services in different combinations. While these examples illustrate a few of the ways that this ES bundle could be used, the intention is to show the flexibility and reusability of these business objects and enterprise service operations so that you will have a clearer understanding of how to best deploy them in your own environment.
This wiki is also a space for you to share knowledge and collaborate with others who are implementing the Territory Management ES bundle.

Use Case 1: Creation of New Territories

Due to acquisition, mergers, partnering or restructuring, new territories must be created.

The following table summarizes these steps and the associated enterprise services:

Step

Enterprise Service Invoked

Step 1: Create a new Territory

Create Territory

Step 2: Read Territory Data

Read Territory Data

Step 3: Read Associated Attributes of a Territory

Read Territory Attributes

Step 4: Read Territory-Account relationships

Read Territory Relationship

Step 5: Update Territory - Associated attributes and relationships

Update Territory

Use Case 2: Adjustment of Territory Structure

As sales employees join or leave an organization, customers frequently need to re-align their territory structure.

The following table summarizes these steps and the associated enterprise services:

Step

Enterprise Service Invoked

Step 1: Read Territory Data

Read Territory Data

Step 2: Read Associated Attributes of a Territory

Read Territory Attributes

Step 3: Read Territory-Account relationships

Read Territory Relationship

Step 4: Update Territory - Associated attributes and relationships

Update Territory

Use Case 3: Alter Extant Territories to Create New Territories

Unbalanced sales/customer coverage results in lost opportunities and missed sales revenue. To correct the imbalance, the user elects to reduce the scope of the existing territory and then create a new territory.

The following table summarizes these steps and the associated enterprise services:

Step

Enterprise Service Invoked

Step 1: Update Territory - Associated attributes and relationships

Update Territory

Step 2: Read Territory Data

Read Territory Data

Step 3: Read Associated Attributes of a Territory

Read Territory Attributes

Step 4: Read Territory-Account relationships

Read Territory Relationship

Step 5: Create a new Territory

Create Territory

Step 6: Update Territory - Associated attributes and relationships

Update Territory

Future Directions

SAP may consider partnering with a few third-party application providers, thereby providing an out-of-the-box solution for Territory Alignment and Optimization.

System Requirements

  • SAP CRM 7.0
  • Business-suite (CRM)
  • Third-party applications or components

Related ES Bundles

  • Account and Product Bundle

End-to-end Processes Where This ES Bundle Is Used