Territories

Territories is where you assign a wholesaler to the states they own, optionally per product. The assignment decides who certain work goes to, so a task or a product-fit alert reaches the right wholesaler instead of landing with no one.

:::tip Why This Page Matters Territory assignment is what turns your coverage universe into a real book for each wholesaler. Without it, the work below falls back to whoever triggered it, or reaches no one. :::

What Territories Route

Three things look up the territory owner for a state (and product, when one is involved):

• Create Task The Create Task action on an advisor's workspace assigns the HubSpot task to the territory owner for the advisor's state. When no owner is set, it is assigned to the person creating it, and they are told so.
• Product-fit Slack posts The monthly per-product Slack post, listing firms that newly qualify for or strengthen on a product after each Form ADV update, mentions the territory owners of those firms' states for that product.
• Signal outreach grouping When someone drafts outreach for a group of advisors from Slack, the advisors are split by the territory owner of their firm's state: the person who clicked, other wholesalers (named in the thread so they know), and advisors with no owner, which stay with the person who clicked.

The Work Queue does not use this page. It routes each firm to the HubSpot owner of that firm's company record, so keep HubSpot company owners current too.

Assigning Coverage

A glance band at the top shows your Total Assignments, how many States are Covered, and, when the firm universe is built on your install, States With No Owner: states that have firms in the universe but no assignment at all. That last number is the gap worth closing.

Each assignment is a row in a table with these columns:

• State The state the assignment covers.
• Product The product it applies to. Leave this blank and the assignment covers all products.
• Assigned To The wholesaler responsible for work that matches this row.
• Notes Anything else worth recording about the assignment.

The most specific row wins: a row for a state and product beats the state-wide row for that state. To set up coverage, add a state-wide row for each state a wholesaler owns, then add product rows only where a different wholesaler owns one product there.

Use Assign Territory to add a row, including the first one on a new install. Edit changes that row in place, even when you change its state or product; if another row already covers the new state and product, you are told so and nothing changes. Clearing the assigned wholesaler removes the row entirely rather than leaving it unassigned, so to hand a territory to someone else, pick the new wholesaler instead of clearing it.

Channel Rows

Earlier setups could scope a row to a distribution channel. No routing path supplies a channel today, so a channel row never matches and lookups use the other rows for that state. The form no longer creates channel rows. Any you already have show a Channel column labelled "Not used in routing"; remove them when you no longer need the record.

Keep assignments current as people change roles or you reorganize coverage. A stale assignment means tasks and alerts reaching the wrong person.

Related

• Territory Intelligence: organizes each wholesaler's book by the territory you assign here and surfaces movement inside it.
• People: the staff roster that Assigned To draws its wholesalers from.