The Manufacturer’s Guide to Marketing Through Partner Enablement in 2021
Learn how partnerships allow manufacturers to scale revenue growth beyond what’s possible with direct sales alone.
I recently blogged here about the top three reasons that you would consider enabling Territory Management 2.0, a Beta feature that Salesforce release this summer that can be enabled in place of the original Territory Management. While it offers some very exciting features, there are three limits that every organization should be aware of before deciding to make the switch:
- Opportunities are not assigned to a specific territory and thus you cannot forecast by territory. While you can take advantage of Collaborative Forecasting, your forecast hierarchy is based off the role hierarchy, not your territory model.
- You cannot filter down by “My Territories” or “My Team’s Territories” in reports. If this is critical to the way you do reporting (i.e. If you have a very basic role hierarchy and rely upon the territory hierarchy from a reporting perspective), you may want to hold off on making the switch.
- You cannot create sharing rules to territory members. This means that if you have a child object off Account that is not Master-Detail and you would like to share its records to all territory members, you will need to create a public group and maintain the territory members both inside that group and the territory.
If these are deal breakers, you may want to wait to make the switch. If you look at how many new features are rolled out by Salesforce, the first iteration is typically quite limited with new features being introduced in each subsequent release until the feature becomes so robust that it becomes a no brainer to use the feature. So if Territory Management 2.0 as it is today will not fit your current use cases, give the product a few releases and check back. I imagine that you will be pleasantly surprised with what it offers in the future!