Territory and Quota for Administrators » Territory Admin » Accounts » Account Classifier Hierarchies


Account Classifier Hierarchies

Quick Links

The Account Classification Hierarchy feature enables you to organize accounts and customers into common groups based on attributes of the account. You can achieve this by creating rules to match attributes of a classifier within the hierarchy against values, or a range of values, on the account records. This allows the accounts to be organized hierarchically by groups and sub-groups based on similar relationships and attributes. Account Classifier Hierarchy allows selecting multiple account properties, including custom and standard values.

Once organized, Territory rules (account assignment rules, per Doc Content outline) can utilize these classifications to identify which accounts should be assigned to which territory. To access the workspace, go to Territory Admin > Accounts Classifier Hierarchies

Account Classifier Hierarchies are not used in Alignment Rules. Instead, a function to enable pre-processing of Classifier Hierarchy definitions which populates Account values (standard or custom) with the values of your choice is provided. These properties can then be used to create alignment rules. 

When you open the workspace, Territory and Quota displays a list of all existing entities and the following options:




Create a new entity.


Copy an entity.


Upload a spreadsheet to add entity data. You cannot update information for existing entities using this feature.


Download a spreadsheet that contains data for all existing entities.


Delete an entity.
Run Now
This option evaluates Existing Account records against rules in an Account Classifier Hierarchy. If an account matches against one or more rules, properties of that account (standard or custom attributes) may be set by the job. The Account Classifier Hierarchy Detail page allows you to set parameters of the job. For example, it is possible to filter the accounts that will be evaluated, determine whether or not Accounts that are tagged with properties should be versioned, and consider or ignore lockout periods for future changes. See Time Locks for more information).
To start the Account Classifier Hierarchy evaluation, choose an Account Classifier Hierarchy from the Account Classifier Hierarchy workspace, and then click Run Now. Note that the Enable Segmentation Job attribute must be set to true for that Account Classifier in the Detail page for the Job to evaluate those rules.

Click on a record to view details. You can also edit the details of a record,  delete the record, or access record versions.

Note: You can upload and download individual Segmentation Rules via the excel Data Loaders. Also, you can upload and update Segmentation rules using the Account Classifier Hierarchy data template.  

Create New Classifier Hierarchy

Classification Rules define the criteria by which accounts will be classified in the Classification Hierarchy. The rules include the ability to identify an attribute on the Account record that will be used to match against a value or range of values on the Classifier based on the selected operator.

When Accounts are arranged in a hierarchical structure, Account Classifier Hierarchies can be configured to consider only specific types of Accounts in that hierarchy.  These are called Planning Entities.  It is often convenient to segment some, but not all Accounts in a hierarchy.  For example, if one account record represents a company headquarters, it may be desirable to look at details of that account to determine how to segment it.  Any children of that Headquarters account could then inherit the values set at the parent level. To specify in the Account Classifier Hierarchy what types of Account records represent Planning Entities, go to the Planning Entity section of the Account Classifier Hierarchy detail screen and specify an attribute to evaluate (custom or standard), and a value that identifies those accounts records that are considered planning entities.

You can also create versions of Account Classifier Hierarchies to track the evolution of rules over time. Versions for Account Classifier Hierarchies can be accessed from the More button on the Account Classifier Hierarchy Detail Tab.

To create a new Account Classifier Hierarchy, go to Territory Admin > Account Classifier Hierarchies
  1. Click the  Create icon on the Account Classifier Hierarchies panel.
  2. Scroll to the bottom panel and complete these fields on the Detail tab: 
    • Name: Enter a unique and descriptive name.
    • Value Range: When this checkbox is selected, the classifier contains a numerical range of values that are compared to a numerical attribute on the Account during classification. When this option is enabled, you do not need to create Account Classification Rules. 
    • Account Classification Rule: Complete these attributes: 
    • Time Lock Defaults: Time Locks indicate to the Account Classifier Hierarchy job to ignore accounts from the classification process if the current date is not past the time lock date. Time lock dates are set when an account matches a rule in an Account Classifier Hierarchy node which results in the setting of a property on that account. To set the default date for the time lock, choose an account property that will hold the time lock (must be a custom date attribute), and a date to use for the time lock itself. Both values are set in the detail pane of the Account Classifier hierarchy.
      In some cases, it may be desirable to prevent future invocations of the Account Classifier Hierarchy job from changing properties that have already been set.
      Provide the following information: Segmentation Lock Account Field, Segmentation Lock Account Value, and the Segmentation Job Defaults.
      • Account Attribute: Select the name of the attribute (field) you wish to compare. Only standard fields appear on the list.
      • Operator: Select the comparative operator from the list. 
      • Classifier: Select from these options: 
        • Name
        • Parent
        • Leaf Classifier
        • Start Number
        • End Number 
      • Account Value
      • Cascade Segmentation to Child Account
  • The Time lock supports in segmentation job in the following way:
    • Go to Territory Admin > Accounts > Account Classifier Hierarchies
    • Allows the Account Classification Engine to “audit” specific rules.
    • When the audit rule evaluates to true, the admin's choice account field appends with the name of the field.
    • Useful for debugging and when it is desirous in know all rules that were true for an account.
    • The audit field is overwritten when the accunt subsequently evaluated.

     3. When you create your Account Classification Rule, you can select from these operators: Matches, Does not match, Equals, or Not equals.

About Leaf and Non-Leaf Nodes

Leaf Node Evaluation Rules: Leaf Nodes in the Account Classifier Hierarchy can be configured to set an account property (custom or standard) if an account matches the evaluation criteria. This is done by configuring the Segmentation Property section of the Leaf Node Detail page. Leaf nodes can also have a rule evaluation priority. The Account Classifier Hierarchy evaluates nodes in order in relation to their peers.

Non-Leaf Classifier Nodes: Non-leaf Nodes allow you to choose whether when any child node can is true, the parent node can be considered true as well. Alternatively, it is possible to require that all children of the node be true in order for the parent node to also be true. To determine whether to consider all children (an “AND” relationship), or any children (an “OR” relationship), set the “Child Rule Evaluation” value in the Segmentation Property section of the Node Detail page. Based on this condition, it is also possible to set properties of any account that match a non-leaf classifier node. To configure this, set the Account Property to Set and Account Value to Set fields in the Segmentation Property section of the Leaf Node Detail page.

Segmentation Properties are updated at the top level. Multi-level property updates for all properties in standard fields and custom fields are supported in the hierarchy.

Ability to run all segmentation Account Classifier Hierarchy rules even if a match is found at a higher priority rule

The segmentation rules create a list of prospects and apply a segmentation action based on specific criteria. Segmentation rules run when it evaluates the current retroactive database and match the prospects that meet the rules' criteria. It must match the prospects of the rules’ criteria when the rule runs. However, we need the rules to continue to re-run even you find the right match. E.g.: Reason Code 5 & then set the property based on actions & update accordingly.

Account Classification Hierarchy evaluation

To access ACH evaluation:

  • Go to Territory Admin > Accounts>Account Classifier Hierarchies
  • Instructs the Account Classification Engine to evaluate all child rules even if only 1 needs to qualify in order for the parent to be considered “true”. 
  • Useful for situations when you want to set account properties based on multiple rules.

Split Screen Account Classifier Hierarchy Editing

To edit the Split Screen Account Classifier Hierarchy:

  • Go to Territory Admin> Accounts> Account Classifier Hierarchies
  • Navigate between nodes of your Account Classifier Hierarchy rules to view and update them in the same layout. 

New Account Classifier Option - Account Audit

To Audit Account Classifer Option:

  • Go to Territory Admin>Accounts>Account Classifier Hierarchies 
  • Allows the Account Classification Engine to “audit” specific rules.
  • When the audited rule evaluates to “true”, an account field of the admin’s choice will be appended with the name of the field.
  • Useful for debugging and when it is desirous in know all rules that were true for an account.
  • The audit field is overwritten when the account subsequently evaluated.

Compare Account Classifier Hierarchy Versions and Scenarios

To compare ACH versions and scenarios:

  • Go to Territory Admin> Accounts > Account Classifier Hierarchies
  • Create scenarios of your ACH and simulate the impact.
  • Compare different versions of your ACH rules to see how your customer base is impacted by rule changes.
  • Compare ACH versions or scenarios or both.

Related Articles