The AI Optimization feature can help you optimize your territory program by providing data-driven alignment recommendations based on parameters that you specify. This feature works to ensure balance while considering the given constraints and the specified weight, or importance, of each constraint. It then provides recommendations for the account or geography alignments, depending on the optimization process you run. You can save the recommendations as a scenario to check the alignments before adopting them.
The following two constraints are considered by the AI Optimization:
- Churn - the Churn value reflects the age of existing alignments. For example, if an account has been aligned with the source territory for 10 months and then gets realigned to another territory as part of the optimization recommendations, then the churn will be 10 for that account. The AI Optimization attempts to keep churn to the lowest value possible. You can either choose to exclude Churn as a constraint or you can consider it with Low importance.
- Workload - Workload is the number of assigned accounts for a specific territory. The AI Optimization attempts to keep the number of accounts balanced between the target territories. There are 3 options for the Workload: Excluded, Low or High. You can choose to exclude the constraint or consider it with Low importance or High importance.
You can also customize the AI recommendations by adding up to 5 standard or custom attributes as constraints for the AI Optimization to consider.
The AI Optimization detects the pattern based on predefined inputs or adjusted versions of the parameters, and then predicts the outcome. The result of the model is a scenario that provides an optimized solution for existing territory alignments. Sales managers can compare the differences between current and proposed scenarios and accept or reject individual recommendations from the scenario.
In order for the Territory Alignments AI Optimization to reach an acceptable level of confidence for recommendations, the following data must be available:
- Minimum of two territories
- Minimum of one account for territory account alignment optimizations OR minimum one geography for territory geography alignment optimizations