Native vs extended
Territory assignment.
Start with the owner field. Leave it only when one company can fairly belong to two teams at once.
One owner per company
Country or state property, a workflow, and round-robin inside that list. Enough for a single product and clean borders.
A map, not a model
A mapping app helps reps see pins. It does not decide ownership. Do not buy it to solve a rules problem.
Overlapping territories
A Territory object associated to companies, with product family and region. Workflows assign the owner from the matching territory.
How to choose
- 1
Write the rule in one sentence
If you cannot, you are not ready for a workflow either.
- 2
Count the exceptions
Named strategic accounts can be a manual owner plus a “do not reassign” checkbox. That is still native.
- 3
Stop at two dimensions
Region plus product family is the usual moment to create the territory object. A third dimension, such as partner tier, belongs in the partner recipe, not in the same workflow.