Territory Management Framework
Healthcare & Life Sciences
3,000+ employees
BigSolve unified territory routing for a global organization, eliminating manual reassignment and accelerating ownership consistency across the entire sales lifecycle.
The Challenge
A global healthcare organization lacked consistent territory assignment across Leads, Accounts, and Opportunities, resulting in ownership disputes, delayed follow-up, and manual reassignment. Spreadsheet-driven updates slowed routing and created reporting drift across regions and specialties.
Salesforce Enterprise Territory Management was evaluated but did not support lifecycle-wide automation or specialty-based routing. The organization required a scalable routing framework embedded directly into Salesforce workflows.
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Summary
BigSolve designed a metadata-driven territory framework that automates assignment across Leads, Accounts, and Opportunities using native Salesforce architecture.
Differentiator
Built to automate operational routing behavior across the sales lifecycle without relying on static territory hierarchies or activation cycles.
Process Overview
Uncovered routing bottlenecks and ownership gaps across object types.
Built a scalable Territory and Territory Mapping data model.
Automated cross-object routing with record-triggered Flows and custom LWCs.
Standardized ownership logic across regions with validated rule accuracy.
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