The purpose of this page is to centralize and document all key Go To Market policies & links for ease of use.
TSP is an automated process workflow intended to properly segment & route Salesforce accounts to the correct Sales territory & respective owner. This clarifies who should own which accounts & reduces current Ops overhead to manage manually. TSP fields are designed to be real time reflections of the best data we have, not necessarily the current Go To Market approach. Requests to override the TSP information can also be submitted in the Account Review section of the account.
[TSP] Sales Segment: Segment of the account based on the MAX employee count in that account's hierarchy (regardless if MAX is parent or child).
[TSP] Account Employees: Number of employees for this specific account
[TSP] MAX Family Employees: MAX employee count (number) in hierarchy
[TSP] Address (Street, City, State, Post Code, Country): Location of Ultimate Parent Account based on the TSP data hierarchy
[TSP] Geo Story: Source of address data from TSP Data Hierarchy
[TSP] Next Approved Owner: Owner of territory as determined by SSoT Territory Mapping File
[TSP] Transfer Date: Date when account ownership will change to
TSP Next Approved Owner
[TSP] Territory: Territory account falls under, as per the SSoT Territory Mapping File
[TSP] Region: Sales territory region the account falls under
[TSP] Subregion: Sales territory sub-region the account falls under
[TSP] Area: Sales territory area the account falls under
The current TSP design supports our Geo sales accounts & territories.
In the event our data enrichment tools are outdated or incorrect (primary address or employee count), you can submit a request to override this information.
[User Input] Employee Count
[User Input] Employee Source
[User Input] Address Street
[User Input] Address City
[User Input] Address State
[User Input] Address Post Code
[User Input] Address Country
[User Input] Address Source
[TSP] Override Statusfield:
[TSP] Effective Datepopulated by Ops.
[TSP] Decision Rationalefield.
[TSP] Decision Rationalefield.<p/>
[TSP] Effective Datepopulated will be re-routed each night to the
[TSP] Next Approved Owner.
Employeesfields will also be updated upon TSP transfer, to continually align accounts.
The Primary Quote system is a 1:1 relationship in SFDC that connects the total transaction amount on a quote with the amount on its related opportunity. This is to ensure we are forecasting the same amount that we will book and enables further automation as the quote is sent to Zuora billing. To support sales situations that require multiple quotes (for instance: a small deal option and a big deal option), sales reps can identify which one of their quote is "Primary".