Scenarios are an effective Territory planning capability. Scenarios are hypothetical versions of a Territory which have not been made effective and therefore do not exist on the effective-dated timeline for the underlying object. Scenarios allow users to propose changes, analyze and monitor the changes, and request approval before changes are committed. Scenarios also allow users to compare the effects of potential changes.
Scenarios can be viewed alongside object versions by selecting the Manage Versions option in the Detail Tab for any Territory Program. You can:
Create Territory Scenario
To create a scenario:
In the Territory Program > Territory Tree tab, click Details.
Click Manage Versions.
Click Create Scenario and choose hypothetical effective dates for the new scenario, as well as a label and description.
Click Save. T&Q will begin creating the scenario in the background by making a copy of the territory definition, including any alignments. When scenario creation is complete, the notification banner on the top of the application will turn green and a message will indicate that the Scenario has been created.
Optionally, you can create a scenario by selecting the Save As Scenario after making changes to a Territory.
Once created, scenario details can be modified. This includes changing territory details such as territory name, team members, adding or removing alignments or altering quotas.
Compare Territory Scenarios
Scenarios can be compared against other Scenarios or Versions so that users can see the difference between proposed changes.
To compare scenarios, select two scenarios from the Manage Versions pane and click Compare. A pop up provides details of the two territories, and the differences between them.
Territories are compared against a variety of factors, such as the number of accounts (customer or prospect), the total history of accounts in the territory, the pipeline for accounts in each territory, etc. The “Churn” factor is a number between 1 and 100 that indicates how different the two territories are in terms of the accounts assigned to them. A value of 100 indicates that they are 100% alike. A value of 0 means the territories have no identical accounts. This is useful for understanding the extent of any differences in account alignment for the purposes of keeping territories consistent.
Adopt Territory Scenario
To make the scenario “effective” (part of the effective timeline), select the scenario in the Manage Versions pane and click Adopt.
This will have the effect of placing the scenario on the effective timeline for the dates specified. Any overlapping existing versions will be truncated accordingly to accommodate the scenario.