What is Hierarchy Management?
Sales hierarchy management is the organization and structuring of your sales team – team roles, responsibilities, and reporting relationships. Such a system helps ensure clear communication, efficient workflow, and effective management of sales activities.
The LINEN Difference
LINEN's Hierarchy Management platform is the strategic tool for shaping your organization's GTM. Create and manage rep roster, sales territory, account, product, and even finance, or custom hierarchies effortlessly, with no need for coding or complex system changes, to support your evolving company strategies.
Nodes
200,000 +
Productivity
10x¹
Accuracy
80%+²
UX
♥♥♥
¹ Based on Planning Case Study in terms of hours saved
² Vs. Manual Spreadsheet-based planning
Who is this for?
LINEN’s Hierarchy Management is for teams who need a robust, hierarchical data management system:
Manage Geographic, Account, Territory, Product, Segment and other hierarchies. For sales and GTM planning, add to agent-to-territory assignments with ease.
Accurately roll up financial hierarchies for clear visibility. (For reporting, forecasting, compensation, and analytics). Also add any custom hierarchies like departmental hierarchies for revenue, expense and profitability metrics.
Implement Org changes with minimal impact on revenue operations, GTM planning and compensation plans. Works with any HR system- Workday, ADP, Bamboo, Rippling, etc.
Delight your business stakeholders with a powerful UX, easy maintenance and seamless integration with Salesforce® and other CRMs for streamlined hierarchy management.
How does Hierarchy Management transforms your business?
Maintain Sales Agent to Territory (Node) Relationships
LINEN seamlessly integrates with Salesforce’s® Enterprise Territory Management (ETM), enabling effortless management of Agent-to-Territory assignments. For organizations not utilizing ETM, LINEN offers robust integration capabilities with custom territory objects across various CRM platforms, including Salesforce, HubSpot, Microsoft Dynamics, SAP, and more, ensuring comprehensive coverage and flexibility. In essence, Sales Planning that complements and works with any CRM.
Integration and API Capabilities
Easily connect with any compensation (ICM) systems like Varicent, Xactly, SAP Callidus, SPIFF, etc., and downstream forecasting and BI applications like Clari, Tableau, Microsoft Power BI, MicroStrategy, etc., for a comprehensive sales planning, forecasting, and reporting ecosystem. Utilize APIs for two-way integration into CRM and other applications. Effortlessly publish to downstream applications by configuring and publishing hierarchies with one-click or through scheduled and automated pushes.
Drag-and-Drop Hierarchy Management
Our USPTO patented user interface gives you the ability to easily reconfigure hierarchies, with simple drag and drop capabilities that will delight you, and version control and notifications that ensure traceability and auditability.
Sales Crediting Integration
LINEN works in tandem with Sales Crediting, ensuring accurate compensation based on Sales, Product, Partner, Overlay, or People hierarchies. Simplicity when you need it. Yet, sophisticated enough to support your most complex use-cases.
Compatible with your existing Planning software – Territories, Quotas and Sales Crediting
Connect easily with your existing sales planning software or uses the already integrated LINEN Planning tool set.
Trusted by Fortune 500, Mid-Market & SMB companies
When companies like Cisco needed greater efficiency in planning, they turned to LINEN – learn why Fortune 500, Mid-Market SMB companies TRUST LINEN.
10X Increase In Planning Efficiency For A $50B Company
When Cisco wanted to gain automation efficiencies for their new Fiscal Year planning, they turned to LINEN Cloud for an innovative solution.
A Sales Hierarchy could represent a Geographic, Territorial, Sales Segment, Account-based or Sales agent-based view. Or it could be a view that combines all of these.
A Product Hierarchy may be used to rollup SKUs to product families, and up to Business Units (BUs) or Lines of Businesses (LOBs).
Hierarchies can get difficult to maintain and manage. Traditionally they have resided as part of MDM (Master Data Management) systems and hidden deep in the technology layer with business users having little or minimal visibility into hierarchy management. However, hierarchy management impacts many aspects of corporate planning, reporting, forecasting and business decision-making.
Decision making tools that executives use for insights include metrics highly dependent on these hierarchies. One example: Revenue is a key metric in any business. Let's assume that Revenue for US Commercial for the Video Business Unit is $20M/Qtr. This is an example of an intersection of 'Sales Hierarchy' and 'Product Hierarchy'.
These are dynamic items and need to be viewed in context. Uncoordinated changes in hierarchy management can have an adverse effect on sales compensation, planning, reporting and forecasting across the business.
An Account Hierarchy organizes your accounts using D&B's D-U-N-S Number and global hierarchies, such as Global Ultimate (GU) -> Domestic Ultimate -> HQ -> Site, etc., or any custom account grouping and hierarchies that you prefer. This structure helps manage complex relationships and reporting across different account levels.
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