Optimizing Territory Accounts Alignment with AI

Objectives

After completing this lesson, you will be able to:

  • Optimize territory accounts alignment with AI

Optimizing Territory Accounts Alignment with AI

The AI Optimization process is designed to help you optimize your territory account alignments with data-driven recommendations. You can then accept or reject those recommendations.

The territory you plan to optimize must have at least two child territories and at least one account aligned.

Also, if you want the AI Optimization to consider any specific account fields as constraints, it can help with analysis if those fields are displayed in the Account workspace, as well as in the AlignmentsAccounts workspace.

Optimize Territory Account Alignment with AI

Steps

  1. Navigate to Territory AdminTerritory Programs and open the territory program to which the territory belongs. The territory program opens, and the Territory Tree tab is displayed.

  2. On the Territory Tree tab, open the territory for which you want to run the AI Optimization feature.

  3. In the Territory detail pane on the right, navigate to the Alignments tab, then the Accounts tab.

  4. Choose Optimize. The Optimize Territory Wizard opens. The territory from which you started the service, as well as its children, are listed under Territories with a total number of accounts for each territory. Use the Column Selector () to customize the columns showing in the table.

  5. Select Territories. Step 1 of the Optimization wizard.

    1. Filter by Alignment Type: in this optional step of the wizard, you can filter the accounts that are to be considered for optimization. The filter defaults to All, but one or more Alignment Types can be selected as a filter.
    2. Planning Entity: selecting the Planning Entity option enables the additional Account Attribute, Operator, and Account Value fields to be used as a filter.
      1. Account Attribute, Operator, Account Value: select the account attribute on which you wish to filter the accounts. Then to filter accounts based on that attribute, create a conditional statement by selecting the Operator and entering an Account Value.
      2. Choose Refresh to see the account values in the table updated to reflect the accounts that meet the Planning Entity criteria.
    3. Source and Target Territories: once the filters are completed, to finalize which accounts are to be included in the Optimization, the territories need to be identified. Select which territories are the Source territories and which territories are the Target territories. During the Optimization the accounts are distributed from the Source territory to the Target territory.
  6. Choose Next.

  7. Job Settings: In this second step of the wizard, the constraints being used for optimization are selected and the weights are set. Churn (age of existing alignments) and Workload (number of assigned accounts) are set by default, and additional constraints can be selected for the AI Optimization to consider. For each constraint, the higher the weight of the constraint, the more the AI Optimization will take that constraint into consideration during the optimization process.

    1. Set the Churn and Workload values or exclude the properties from consideration during the optimization.
    2. Choose Add () to add additional constraints. The Table View Settings window opens.
      1. Select each account field you want to use during the optimization process and choose Add. The fields will be moved to the right. Change the order of any fields.
      2. Choose Add to Model.
    3. Choose the weight of each constraint: Excluded, Low, or High.
    4. Collocate Accounts Where Possible - enables you to optimize account alignments based on drivetime data. Drivetime data is only available if the application's map functionality is enabled in your environments.
    5. Allocate Unassigned Accounts - enable this option to consider only the unassigned accounts in the respective territories compared to the source territory.
    6. Group Accounts by Attribute - enable this option to view both the custom and standard account fields. Note that only number and currency data types are accepted in the dropdown.
    7. Honor Alignment Exceptions - enabling this option honors the territory account alignment exceptions during the process of rebalancing the territory account alignments.
    8. Planning Entity – carries over the conditional statement set as a filter in step 1 of the wizard, or a filter can be enabled at this point. There is also an Apply to Children option. When enabled, the application checks related child accounts and aligns them along with the parent account to a territory.
  8. Select Save Preferences if you wish these settings to be used for future optimizations.

  9. Choose Run. Once the process completes, the application displays the optimized configuration that the AI Optimization proposes based on the constraints and options you've specified. If you're not satisfied with the AI Optimization feature's proposal and want to run the AI Optimization feature again using a different configuration, choose Change Simulation.

  10. Generate Scenarios: to create a scenario using the proposal created by the AI Optimization, choose Generate Scenarios.

    1. Enter a Scenario Label that will help you search for the scenario later.
    2. Choose Run Now, or if it’s a large territory choose Run in Background. The scenario window closes, and the Optimize Territory Wizard is shown again, with Generating Scenario running on the left and Running showing in the Status column on the right.
  11. Once the scenario is generated, the Optimization Summary screen is shown again with the Status column showing the optimization is complete.

  12. Choose View Results. The Optimization Results screen opens. Select each territory on the left to see a territory comparison on the right. Choose the Column Selector () to customize the columns showing in the table. You can add up to 10 account attributes to the comparison table.

  13. Choose Save as Scenario to save these results to the scenario you named in the earlier step, then choose OK for the confirmation message and to exit. A banner message will notify you when the creation of the scenario has been completed.

    1. You can download the optimization results by choosing Download () to the left of Territory Comparison. The results are downloaded in an Excel file with a separate worksheet for each territory.
    2. Choose Change Simulation Model to enter different constraints and rerun the optimization.
  14. To compare and adopt the scenario, navigate to the Details tab of any of the territories that were optimized. Choose Manage Versions to access the scenario. Additional information about working with Scenarios is available in Unit 6, Lesson 10.

    1. When adopting scenarios, an additional "Adopt all scenarios with label [Scenario Label]" option will be available. Selecting this will adopt all scenarios created from the AI Optimization with the same label.
    Compare and Adopt Optimized Territory Scenario

Using the AI Engine

To learn more about AI Territory Optimization, watch the following videos:

Optimize Territory Account Alignment with AI

Business Example

In this exercise, you'll learn to save time by optimizing your territory account alignment using AI.

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