Forecast with Territory Hierarchy
Territory Hierarchy from Salesforce enabled in Clari supports the following functionality:
- Opportunities remain with their territory, which allows for consistent reporting when the opportunity owner has been promoted, moved to another territory, or left the company.
- Users can be assigned to more than one territory and therefore forecast against the territories to which they are assigned.
- Cross-functional visibility across the same list of accounts and opportunities is available.
If you're considering Salesforce Territory Hierarchy, please contact Clari Support first.
Forecast with Territory Hierarchy
Key use cases such as player/coach, visibility across forecasts, and user movement are handled more effectively with Territories enabled in Clari. Below are visuals and key takeaways that will help you get an understanding of what you can achieve in the Forecast Module.
Key Takeaways
a. Forecast rollup and navigation is driven by Territory Hierarchy.
b. Forecast and Quota entries are assigned to Territories, not users, as seen in the COMMIT column below.
c. Users are assigned to a Territory and Tab combination, and bi-directional visibility is available across a single territory.
d. Opportunity queries are based off of Territories as opposed to Roles.
One person can manage the forecast for multiple Territories. In the example below, Jason White is a player and coach. Forecast and Quota data are assigned to each Territory, and are reflected upon the user who is designated as the Forecast Manager. In the example below, Jason White has separate quotas for each of the Territories that he manages (East, West, Central).
Key Considerations when using Territory Hierarchy
Enabling Territory hierarchy in Clari means that your organization has enabled Territory Hierarchy in Salesforce. Take the following into account when you enable Territories.
Salesforce Considerations
- One user can be assigned to many Territories
- One Territory can have many users assigned to it
- One Territory can have many opportunities assigned to it
- One opportunity can have only one Territory assigned to it
Clari Platform Considerations
When Territories is enabled in Clari, the Clari platform uses the Territory Hierarchy as defined in Salesforce.
Clari Admin and Forecast Settings Considerations
- One user can only be assigned to one Clari Forecast Role (Individual Contributor, Forecast Manager, or Viewer).
- Users will have visibility into the territories to which they are assigned in Salesforce.
Example 1: If a Sales Rep user needs to forecast for the "Silicon Valley 3" Territory, then they must be assigned the "Silicon Valley 3" Territory in Salesforce.
Example 2: If a Sales Ops user needs visibility to the "Worldwide" Territory, then they must be assigned the "Worldwide" Territory in Salesforce.
- For each Territory and Tab combination in the Forecast Module configuration, there can only be one person that occupies that spot in the Forecast Hierarchy. However, a single territory can have a Forecast Manager for each tab.
Example: If you have an "Americas" Territory that has User 1 (New Business VP) and User 2 (Renewals VP) assigned to it, and you have a New Business and Renewals setup, then you can assign User 1 as the lone Forecast Manager for the New Business forecast, and you can assign User 2 as the lone Forecast Manager for the Renewals forecast.
- Users will never be automatically added to an Territory + Tab combination
- Users will automatically be removed from a Territory + Tab combination if their Territory assignment in Salesforce is removed.
- Clari User Management will show users based on the Role Hierarchy assignment as opposed to the Territory Hierarchy assignment for ease of search.
Clari Forecast Module End User Considerations
- All forecast entries and quota entries are associated with the Territory and not the user. If a user leaves the company and is replaced by someone else, all of the forecast data will be maintained for that territory.
- Visibility across the entire Territories forecast is achievable.
Example 1: Using the same scenario as above where User 1 (Forecast Manager for "Americas" Territory in New Business) and User 2 (Forecast Manager for "Americas" Territory in Renewals) are managing their respective forecasts, it works like this:
- When User 1 logs in, they will manage and submit a forecast against the "Americas" Territory for the New Business forecast, but also have direct visibility to the Renewals (User 2) forecast.
- When User 2 logs in, they will manage and submit a forecast against the "Americas" Territory for the Renewals forecast, but also have direct visibility to the New Business (User 1) forecast.
- If a user is set up to be a Forecast Manager in more than one territory, then the first territory that they'll see upon entering the Forecast Module is the one at the highest node, followed by alphabetical order. However, the user will be able to switch between territories to manage each forecast.
Example: If a user is opted into Americas Central, Americas West, and Americas West - California, then they will see into Americas Central first as it is the highest node (tied with Americas West) and also the first in alphabetical order. The user will then be able to switch to Americas West or Americas West - Central
Frequently Asked Questions
What steps do I need to take to migrate over from Role Hierarchy to Territory Hierarchy in Clari?
Please create a Clari Support ticket to initiate discussions before moving forward with the transition from role to territory hierarchy. Note that historical forecast data will not be retained.
For User and Hierarchy management, what is controlled in Salesforce vs. Clari?
Salesforce:
- User Details
- Territory Model
- Territory Hierarchy
- User-to-Territory assignments
Clari:
- Forecast Role
- Forecast Settings
- Quotas
In Forecast, can a user have visibility into a Territory node that they are not assigned to in Salesforce?
No, all users must be assigned to the proper Territories in Salesforce in order see the territory (or territories) in Clari.
Can Forecast data be retained if we create a new territory model?
No, if you delete or archive a territory model in Salesforce, then that forecasting data in Clari is no longer available either.
Does the Forecast Manager flag in Salesforce have any impact in Clari?
No, Forecast Settings are fully managed in the User Management Admin Module in Clari.
