Life sciences territory alignment data model
Key Takeaway
Territory2 records define territories, and alignment rules decide which accounts belong to each one. To bring in accounts affiliated with accounts a territory already covers, define an affiliation alignment rule by account type and affiliation role, then run the Territory Management jobs.
In Life Sciences Cloud, territory alignment decides which healthcare providers (HCPs) and healthcare organizations (HCOs) belong to which field territories, so it also decides which reps can see and engage each account. The model builds on the Territory2 object from Salesforce Enterprise Territory Management. Life sciences objects add geography-based rules, affiliation-based rules, and a record for each account-territory pairing.
Territories and the alignment data model
Territory Management in Life Sciences Cloud organizes territories and aligns HCPs and HCOs to them to optimize resource allocation and engagement. Its industry-specific features are integrated with Salesforce Enterprise Territory Management, so it isn't a separate territory engine.
Each territory is a Territory2 record, which represents a geographic or organizational market segment. You can nest territories into national, regional, and local levels.
A pharma company creates a United States territory for national coverage. Under it sits a Northeast territory for regional coverage. Under Northeast sits a Boston territory for local coverage.
The Territory Management alignment data model contains six objects: Account, Territory2, Territory Geo Assignment Rule, Territory Provider Affiliation Alignment Rule, Provider Account Territory Information, and Care Specialty.