Territory product alignment versus account-level product restrictions
Key Takeaway
Product territory alignment decides which products a territory's users can work with. An account-level product restriction stops one product from being detailed, sampled, or ordered at one account, either everywhere or only within one selected territory, and it leaves the territory's alignment unchanged.
Agentforce Life Sciences has two separate controls over which products field users can work with. Product territory alignment works at the territory level and uses the territory hierarchy to decide which products and product messages are available to a territory's users. An account-level product restriction works at the account level and stops a specific product from being detailed, sampled, or ordered at a specific account. Picking the right control matters, because changing an alignment affects a whole territory, while a restriction affects one account.
How product territory alignment works
Product territory alignment controls how products and product messages are assigned to territories. Users access only the products approved for their territory, which supports compliance and reduces errors.
A territory's product alignment is resolved in three ways:
- Explicit (direct) alignment makes a product available in that territory regardless of other hierarchy rules. A child territory aligned directly to a product has access to it even when its parent territory is not aligned.
- Inheritance makes a product aligned to a parent territory available to its child territories.
- Explicit exclusion makes a product unavailable to a child territory even when the parent is aligned.
The products available to users in a territory are the ones that are not excluded, whether they were directly aligned or inherited from a parent.
The territory East has two child territories, East Metro and East Rural. The admin aligns the product Respiva to East. Users in East Metro and East Rural can work with Respiva, because both child territories inherit it. The admin then excludes Respiva from East Rural. East Rural users lose Respiva, while East Metro users keep it. Last, the admin aligns the product Dermalyn directly to East Metro, even though East is not aligned to Dermalyn. East Metro users can work with Dermalyn, because direct alignment doesn't depend on the parent.
Alignment also drives messaging and call preparation. Product messages are assigned to territories aligned with the product. The priority order of products aligned to a territory sets the sort order of product details on the Visit page.