C06 BB GestionTerritorial En

SAP CRM 7.00

September 2010

English

CRM Territory Management (C06)

SAP AGDietmar-Hopp-Allee 1669190 Walldorf

Building Block Configuration Guide

Germany

SAP Best Practices CRM Territory Management (C06): Configuration Guide

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Contents

1 Purpose....................................................................................................................5

2 Preparation...............................................................................................................5

2.1 Prerequisites............................................................................................................5

2.2 SAP Notes................................................................................................................5

3 Features and Additional Information - Overview......................................................5

3.1 Initial Setup and Assignment....................................................................................5

3.2 Restructuring............................................................................................................6

3.3 Continuous Management.........................................................................................6

3.4 Import of Territories..................................................................................................6

4 Business Process Configuration..............................................................................7

4.1 Defining Number Range Intervals for Territory Hierarchy Levels.............................7

4.2 Defining Territory Hierarchy Levels..........................................................................7

4.3 Maintaining Additional Attributes (Optional).............................................................8

4.4 Defining Territory KPIs.............................................................................................9

4.5 Rule Policies and Rules.........................................................................................10

4.5.1 Defining Rule Policy Type....................................................................................10

4.5.2 Defining Rule Policy.............................................................................................10

4.5.3 Defining Rule Policy and Rule Set........................................................................11

4.6 Partner Determination for Territory Management...................................................12

4.6.1 Defining Access Sequence...................................................................................12

4.6.2 Defining Partner Determination Procedure...........................................................13

4.6.3 Assigning Partner Function to Assignment Function Category.............................13

4.6.4 Assigning Partner Determination Procedure to Opportunity Business Transaction Type.....................................................................................................................14

4.7 Assigning Authorizations for Territory Management to User..................................14

4.8 Setting Up Job for Update of Master Data Relationships.......................................16



CRM Territory Management: Configuration Guide

1 Purpose This configuration guide provides the information you need to set up the configuration of this building block manually.

2 Preparation

2.1 PrerequisitesBefore starting with the installation of this building block, please see the document Quick Guide to Installing SAP Best Practices for CRM.

2.2 SAP NotesBefore you begin the installation and configuration, read the relevant SAP Notes. These SAP Notes contain important information for installation and configuration, and also corrections concerning this building block.

Make sure that you have the most up-to-date version of SAP Notes. You can find the SAP Notes on the SAP Service Marketplace (http://service.sap.com/notes).

The following SAP Notes are relevant for CRM Territory Management scenario:

SAP Note Number Description

Currently there are no relevant Notes.

PrerequisitesFor information on Customizing and settings for Territory Management, see the IMG in CRM Enterprise for Customer Relationship Management under Master Data ® Territory Management.

3 Features and Additional Information - Overview

3.1 Initial Setup and AssignmentThe initial setup of territories includes defining territory hierarchy levels, creating territories, assigning business rules to a territory to define its scope, assigning employees who will be responsible for them.

You create and structure territories in a territory hierarchy. A territory hierarchy consists of different levels, such as country, region and area, and is also time-dependent, meaning that it has a validity period. This enables you to create territory hierarchies in the future as well as keep a record of territory hierarchies in the past, when you change them.

You can also auto-generate territory IDs during creation, if this has been specified in Customizing


http://service.sap.com/notes


3.2 RestructuringYou can simulate changes to territories before actually doing them. This is especially useful if you use key performance indicators (KPIs) assigned to territories and want to analyze “what if” scenarios by simulating changes to territories. For this purpose, access the Web UI using the role Sales Manager, select the territories you would like to realign and click Simulate.

Select the Key Performance Indicators (KPIs), and model the KPIs criteria you have selected, to form business rules. You could also group them into logical rule sets. Review the impact of these changes before saving.

3.3 Continuous ManagementIf a change you make to a territory affects that territory's relationship with accounts, products or sales area [master data changes], you have to run the Update Territory Relationships report. This ensures that the territory relationships you see are the latest and most up-to-date. Creating or changing rules, saving simulated changes are some of the activities after which you have to run this report.

3.4 Import of TerritoriesYou can import existing from an external tool to SAP CRM.

But this is not part of the SAP Best Practices configuration scope.

If you have existing territories in an external planning tool, you can import them to CRM Enterprise in the IMG for Customer Relationship Management under Master Data ® Territory Management ® Data Transfer ® Import Territory Hierarchy and Territories.

To migrate territory attributes to the rule builder, go to Master Data ® Territory Management ® Data Transfer ® Migrate Territory Attributes to the Rule Builder. The Rule Builder is a tool to define the territories via attributes. You can enter direct values or define ranges using operators such as is between, excludes, and, or. The rule builder is technically based on the Business Rule Framework plus (BRFplus) which is used in Territory Management and Loyalty Management.

Once you have imported the territories, you can maintain them in CRM Enterprise.



4 Business Process ConfigurationThis chapter describes all local settings that are necessary for each required component.

4.1 Defining Number Range Intervals for Territory Hierarchy Levels

UseYou assign a number object interval to a territory hierarchy level, to automatically generate unique IDs for territories, created at that level.

Procedure1. Access the activity using the following navigation options:

SAP CRM IMG menu Customer Relationship Management ® Master Data ® Territory Management ® Define Number Range Interval for Territory Hierarchy Levels

Transaction code SPRO

2. Choose Change Intervals.

3. Choose Insert Interval.

4. Create two new intervals with the following values:

No From Number To Number Current Number Ext.

Y1 1000 9999 0

Y2 100 999 0

5. Save your entries.

4.2 Defining Territory Hierarchy Levels

UseYou can define the structure of the Territory Hierarchy according to your business scenario.

You can use this function to create or change a territory hierarchy or a territory. If you download territories to CRM Enterprise from an external planning tool, you can use this function to make changes to these territories.

You use “n” hierarchy levels to represent, for example, your business units, product lines, or regions.

A sample territory hierarchy will be created in this section. You can adapt this hierarchy according to your specific requirements.




SAP CRM IMG menu Customer Relationship Management ® Master Data ® Territory Management ® Define Territory Hierarchy Levels


2. Choose New Entries.

The following hierarchy level parameters have to be set:

Territory Hierarchy Level Parameters Description

Territory level Design your Territory HierarchyYou can have a maximum of 9 (0 – 8) hierarchy levels

Description Describes the Territory Hierarchy level name

Offset Offset is the position in which the territory ID for a territory level (e.g. a product group) appears in the Territory Hierarchy ID.

If you enter “0”, the territory ID appears in the first position of the territory hierarchy ID.

Length Length is the length of the territory ID for this level.

3. Enter the following values:

Level Description Offset Length Number Object Interval

0 Company 2

1 Product Line 2 4 Y1

2 Region 6 3 Y2

3 Country 9 3 Y2

4 Subregion 12 3 Y2


4.3 Maintaining Additional Attributes (Optional)

UseThis step only needs to be performed if an additional attribute has to be defined for a more detailed description of the territory scope.

For details, please see the documentation of the corresponding IMG activities.

The following sections describe exemplarily how to add the field PO Box from the business partner master data.




SAP CRM IMG menu Customer Relationship Management ® Master Data ® Territory Management ® Territory Attributes ® Maintain Territory Attributes


2. Select Condition BP for Dialog Structure Rule Objects.

3. Choose Attributes in the Dialog Structure.

4. Choose Change.

5. Choose New Entries and enter the following values:

Field name User action and values

Rule Policy Type ID TM

Condition Group ID BP

Condition Attribute ID <Empty>

Description PO Box

Help Type Input Field without Value Help

Data Type String

Active Selected

Reference Table SMOADRC

Reference Field PO_BOX

Ref Object Type BUS1006

Applicable Operators Select all except “Contains Pattern” and “Does not contain”


You can also maintain the data being described above directly in table CRMV_FDT_ATTR (using transaction SE16).

4.4 Defining Territory KPIs

UseIn Territory Management, you use Key Performance Indicators (KPIs) to restructure territories by comparing and measuring performance of territories within a territory hierarchy according to known benchmarking criteria.


SAP CRM IMG menu Customer Relationship Management ® Master Data ® Territory Management ® Territory KPIs ® Activate / Deactivate KPIs




2. Select the Inactive Attributes NO_OF_RELATIONS, NO_OF_LEADS and REVENUE and set them to active by choosing Move to the Right.

3. Choose Save.

4.5 Rule Policies and Rules

4.5.1 Defining Rule Policy Type

UseYou use rules to define the scope of a territory. To be able to implement rules, you initially need to define a rule policy and one or several rule sets. A rule policy is a collection of logically related rule sets. Rule sets are logically related rules.


SAP CRM IMG menu Customer Relationship Management CRM Cross-Application Components Rule Builder Define Rule Policy Types


2. Set the rule policy type for Territory Management to TM.

3. Choose Save.

4.5.2 Defining Rule Policy

UseRules are used to define a territory. The scope of a territory tells you which accounts, products, and sales areas are part of a territory. Rules help you do this via conditions. Conditions consist of attributes (from condition groups) + operators + values. A rule can have any number of conditions.

1. Log on to the CRM WebClient UI as sales manager with user SALES_MAN and password welcome.

2. Access the activity using the following navigation options:

SAP CRM WebClient menu Sales Operations ® Rule Policy

You will be able to create rule policies and rule sets only if authorization object CRM_FDT is assigned to your business role. Further, you need display authorization to CRM_FDT, to display rules.

3. Click on New and create a new Rule Policy using the following values.




Context Opportunity Distribution

Rule Policy Y_Territoryman

4. Save your entries. A new rule policy has been created.

5. Create a Rule by selecting the new node Draft Rules and clicking New. Enter the following values:


Name Postal Code

Description Postal Code Assignment

6. Choose Save (Ctrl+S).

In order to translate the new rule's name and description into other necessary languages (for example, into German), log on to the CRM WebClient UI as sales manager with user SALES_MAN and the relevant logon language (for example, German). Just edit the rule again, change name and description, and release the rule again.

4.5.3 Defining Rule Policy and Rule Set

UseRule Sets logically group rules and define their parameters.

PrerequisitesYou are logged on to the CRM WebClient UI as sales manager with user SALES_MAN.


SAP CRM WebClient menu Sales Operations Search: Rule Policies for Rule Builder

2. Choose button New and select rule policy type TM - Territory Management from the web page dialog. Enter the description BP Territory Management for your Rule Policy.

3. Highlight the new policy and choose button Node (create) to enter a new rule set.

4. In the web page dialog, select the option Rule Set to create a new rule set from scratch. You can also select the option Rule Set with Template if you would like to create a new rule set based on a previously created set. Enter a description:


Description Postal Code Assignment

5. Choose Save.



6. For further definition of rule sets or rules, you can subsequently create new rule sets as nodes to structure your rules.

4.6 Partner Determination for Territory Management

4.6.1 Defining Access Sequence

UseThe purpose of this activity is to define a new access sequence for the determination of the partner function Employee Responsible from the entered Opportunity Partner.


SAP CRM IMG menu Customer Relationship Management ® Basic Functions ® Partner Processing ® Define Access Sequences


2. Select sequence 0030, Preceding Document -> Territory Management -> User and choose Copy as…

3. Replace the Sequence with the entry ”Y030” and the Description with the entry “BP Preceding Document ® Territory Management ® User” and press ENTER.

4. Confirm the warning message Choose the key from the allowed namespace by pressing ENTER.

5. Choose Copy all.

6. Confirm the warning message Choose the key from the allowed namespace by pressing Enter for each entry to be copied.

7. In the left-hand Dialog Structure, double-click on Individual Accesses.

8. Select and delete this following entry:


Batch Seq: 10

Dialog Seq: 10

Source COM_PARTNER_A Preceding document

9. Select batch sequence 15 and choose details.

10. Make the following entries:


Partner Function 00000021 Sales Prospect (CRM)

11. Choose Save (Ctrl+S).



4.6.2 Defining Partner Determination Procedure

UseBased on the territory, the system can automatically determine the employee responsible in the business transaction.


SAP CRM IMG menu Customer Relationship Management ® Basic Functions ® Partner Processing ® Define Partner Determination Procedure


2. Select Procedure “00000004” (Opportunities) and choose Copy as..

3. Replace the existing entries with following values:


Procedure Y0000010

Description BP Opportunity Territory Mgmt.

4. Choose Enter.

5. Choose Copy all.

6. Choose Save.

7. Select the newly created procedure.

8. In the Dialog Structure double-click on Partner Functions in Procedure.

9. Select partner function 00000014 Employee Responsible and choose Details.



Access Sequence Y030 BP Preceding Document Territory Management User

11. Choose Save.

4.6.3 Assigning Partner Function to Assignment Function Category

UseYou can specify in which partner function an employee can be assigned to the territory via the position.

In addition the system can be customized to ensure that only the sales representative is determined automatically as employee responsible in the business transaction.




SAP CRM IMG menu Customer Relationship Management ® Master Data ® Territory Management ® Assign Partner Function to Assignment Function Category



Function Terr. AFC

00000012 Sales Representative 0000 = Relevant for partner determination

00000054 Key Account Manager 0000

00000010 Sales Manager 0002 = Not relevant for partner determination

3. Choose Save.

4.6.4 Assigning Partner Determination Procedure to Opportunity Business Transaction Type

UseThe purpose of this activity is to assign the partner determination procedure previously created for Territory Management.


SAP CRM IMG menu Customer Relationship Management Transactions Basic Settings Define Transaction Types


2. Choose Position… and type Y002. Then, choose Continue (Enter).

3. Select Trans. Type “Y002” and choose Details.

4. On the Definition of transaction types screen, in the Profiles area, change the “Partner Determ.Proc.” value: 00000004 Opportunities to Y0000010.

5. Choose Save.

4.7 Assigning Authorizations for Territory Management to User

UseThe maintenance of territories requires specific authorizations.



SAP Best Practices only allows territory maintenance for the system users POWER_USER, SALES_MAN and SALES_EMPL.Therefore, relevant authorization objects are assigned to the according authorization roles BP_POWERUSER, BP_SLS_MANAGER and BP_SLS_EMPLOYEE as follows:

Role Authorization Object

Authorizations

BP_SLS_MANAGER CRM_TERRMA Activity: Create, Change, DisplayTerritory Hierarchy ID: All (*)

BP_SLS_MANAGER,BP_POWERUSER

CRM_FDT Activity: Create, Change, DisplayRule Policy and Rules: All (*)

BP_POWERUSER CRM_TERRMA Activity: Create, Change, DisplayTerritory Hierarchy ID: All (*)

BP_SLS_EMPLOYEE CRM_TERRDY Activity: DisplayScope of Territory: B = Own Territories and Territories Under These

These authorization objects have the following impact:

Authorization Object Description

CRM_TERRMA Allows user to maintain territory hierarchies, depending on the permitted territory hierarchy IDs.

CRM_TERRDY Allows user to maintain only territories to which he (she) is assigned, or which are below in the hierarchy of a territory to which he (she) is assigned.

CRM_FDT Allows user to maintain rules and rule policies which are necessary to define territories.

In case these settings do not fulfill your requirements change the settings of these authorization objects as described in the following otherwise skip this activity.


SAP CRM GUI menu Cross-Application Components ® Classification System ® Authorization Management ® Maintain Roles

Transaction code PFCG

2. Enter role one of the roles mentioned above.

3. Choose Change.

4. Choose tab Authorizations.

5. Choose Change Authorization Data.

6. Choose Utilities (M) ® Technical Names On.



7. Choose Edit ® Find.

8. Search for Authorization Object CRM_TERRMA, CRM_FDT or CRM_TERRDY.

9. Choose Change in front of the field names Activity, Territory Hierarchy ID or Scope of Territory respectively to adjust the settings.

10. In the pop-up window Define Values change the settings by selecting the required flag and choosing Save.

11. Choose Save again.

12. Choose Generate.

13. Choose Back.

14. Choose User tab.

15. Choose User Comparison.

16. Choose Complete Comparison.

17. Choose Save.

4.8 Setting Up Job for Update of Master Data Relationships

UseAccounts, products and sales areas are used as attributes that define the scope of a territory. Changes to the respective master data could affect the account-territory, product-territory and sales area-territory relationships. These master data changes have to be updated so that the Territory Management application reflects the latest information. This function allows you to perform this update. It uses the Rule Builder to process rules associated with territories where data has changed and regenerates those relationships.

Procedure Once you have created the required rules, execute the Update Territory Relationships report to display the latest territory relationships.

1. Access the activity by using

SAP CRM menu SAP Easy Access screen

Transaction code CRM_TERR_PROC_REL

2. Create variants for the initial and delta update mode. Create variants as follows: On the Process Territory Relationships screen, choose Initial. Then choose Goto Variants Save as Variant.

3. Enter a Variant Name and Meaning. Save the variant.

4. Save a variant for the delta mode in the same manner.

5. Schedule a batch job for this activity. Access:

SAP CRM menu SAP Easy Access screen

Transaction code SE38

6. Enter program CRM_TERRMAN_PROC_REL and choose Variants as the sub-object.



7. Choose Program Execute Background.

8. Enter Variant Name and choose Schedule. Provide the necessary scheduling details and the territory relationships will be updated at the scheduled time.

When the system is set up for the first time and you have completed data migration, schedule the report program to run in the initial mode. You can run subsequent report programs in the delta mode - as and when new rules are created or modified.


Documents

C06 BB GestionTerritorial En