Territory rules files

Your territory rules file is where you can define your territories and create rules for them. Your territory rules determine which sales activities are sorted into your territories when you run coin sort.

For example, you can define a territory and create rules that assign a few zip codes to the territory. So if you have a territory called Territory 123 and you assign a couple California zip codes to it, like 96156 and 96157. This means that any sales activities that occurred in these zip codes will be sorted into Territory 123. You will then be able to use the sales data for this territory to make decisions about territory and quota planning.

Formatting territory rules files

Before you get started creating your territory rules files, make sure you fully understand the file requirements. See Best practices for formatting your data.

Territory rules files require the following columns:

Column name	Description	Data format	Example
TerritoryGroupName	Contains the territory group that the territory belongs to. This name must match an existing territory group name on the battle card.	Text	Big Pharma
TerritoryID	Contains a unique ID for the territory.	Text	TER-001
TerritoryName	Contains the name of the territory.	Text	Acme Pharmaceuticals
Hierarchy	Contains the territory group type that the territory belongs to. Territory group types are based on your hierarchies. Values must match the exact name of your hierarchies, for example Customer Accounts or Geographies for built-in hierarchies, or the name of your custom hierarchy. Note If your rule type is Override, this field must be set to Customer Accounts.	Text	Customer Accounts
HierarchyInclusionKey	Contains the key (unique ID) of a hierarchy member. Note This field must match the key field from your hierarchy file exactly. If your rule includes a Geographies hierarchy member, make sure your inclusion key uses the Geographies hierarchy key format, for example, US::10002. This field, along with the HierarchyExclusionKey field are used to create your territory rules. Your rules define which activities are sorted into your territory during coin sort. Activities with this key are sorted into your territory during coin sort. You need to include a territory row for each hierarchy member you want to include. For example, if you have a territory that contains two customer accounts, Account A and Account B, you would create a row for Account A and a second row, with the same territory data, for Account B.	Text	12345
HierarchyExclusionKey	Contains the key (unique ID) of a child hierarchy member. Note This field must match the key field from your hierarchy file exactly. If your rule includes a Geographies hierarchy member, make sure your inclusion key uses the Geographies hierarchy key format, for example, US::10002. You use this field to exclude child hierarchy members from any parent hierarchy members defined in the HierarchyInclusionKey field. For example, if Account A is defined in the HierarchyInclusionKey field and it has three children, Account 1, Account 2, and Account 3, you can choose to exclude only Account 3 from the territory. Note Accounts with an Override rule cannot be associated with the HierarchyExclusionKey.	Text	54321
RuleType	Contains the type of rule that defines the territory. Accepted values are: BaseRule - this is the basic rule that defines your territory. Override - this is an exception to your base rules. For example, if your territory rule includes all accounts in Ontario, you can add an override to include an account located elsewhere. Note A few things to keep in mind when creating overrides: Currently, override rules can only reference customer accounts. Override rules should not reference the same account across multiple territories. Override rules must reference child hierarchy members.	Text	Override

Sample territory rules data

Here is an example of territory rules data. You can use this as a reference when setting up your own files.

TerritoryGroupName	TerritoryID	TerritoryName	Hierarchy	HierarchyInclusionKey	HierarchyExclusionKey	RuleType
Big Pharma	TER-001	Acme Pharmaceuticals	Customer Accounts	12345	54321	BaseRule
Big Pharma	TER-001	Acme Pharmaceuticals	Customer Accounts	56789		BaseRule
Big Pharma	TER-002	Meds R Us	Customer Accounts	22288		BaseRule
Big Insurance	TER-003	Acme Insurance	Customer Accounts	33354		BaseRule
Big Insurance	TER-003	Acme Insurance	Customer Accounts	44556		Override
New York	TER-111	New York Accounts	Geographies	US::10001		BaseRule
New York	TER-111	New York Accounts	Geographies	US::10002		BaseRule
New York	TER-111	New York Accounts	Customer Accounts	170111		Override

Importing territory rules files

You import your territory rules file at the battle card level. This creates new territories for your battle card and defines the rule logic that the coin sort tool will use to sort activities into your territories.

Before you import your territory rules data, make sure that you've completed the following tasks:

Create a battle card
Define territory groups for your battle card
Download the territory rules file template and follow the steps to format your data

On the Planning cycles home page, click the planning cycle to open.
Click the Territory view.
On the battle card canvas, select the battle card that you want to add territories to.
In the data tray, click the Territory definition tab.
Click the Add icon , and then click Load territories.
Click Choose a file.
Navigate to your pre-formatted CSV file, select it, and then click Open.
A progress bar displays as your file loads. Your file will show as Pending for a minute or so and then change to Completed.
Click Complete.

Territory rules files

Formatting territory rules files

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Sample territory rules data

Importing territory rules files

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