Infoblox CRO | Territory Builder

📖 CRO Territory Builder — Guidance & Instructions

🎯 What this tool does

Aggregates account-level data into territories and lets you model "what if I move N accounts from Territory A to Territory B?" before touching Salesforce. Designed for in-cycle rebalancing and pre-cycle planning between Sales Ops, Field Ops, and RD.

📦 Data source & freshness — important

This tool runs on a static snapshot of account data that you upload — typically the Account Details extract from Salesforce (or the equivalent BI export). It does not connect live to Salesforce, Glean, or any Infoblox system. That means:

Numbers reflect the data as of when the file was extracted, not real-time.
If pipeline, ARR, or ownership changes after the extract, the simulation will not reflect it. Re-export and re-upload for the latest view.
This is intentional — it lets you run "what-if" scenarios offline, share files privately, and produce reproducible exports for review without polluting Salesforce.
Recommended cadence: refresh the upload weekly during planning, or before every approval review.

📁 Step 1 — Upload your file

Click 📤 Upload File in the header (or drag-drop on the empty state).
Accepted formats: .csv, .tsv, .txt, .xlsx. UTF-16 CSVs (typical SFDC export) are auto-detected. Large files (50+ MB) may take 5–10 seconds to parse — a "Reading…" status appears.
The file is parsed locally in your browser. Nothing is uploaded anywhere — the tool works fully offline once the page loads.

📋 Required columns (auto-detected, trailing spaces tolerated)

Field	Header aliases recognized
Territory	CFY Territory · NFY Territory · Territory
Owner	CFY Account Owner · NFY Account Owner
Geo	Account Owner Geo (incl LATAM) · Geo
Region	Account Owner Region · Region
Segment	Account Segment · Segment
Industry	Industry · RCN Industry · Uber Ultimate Industry
Account	Account Name · Reporting Customer Name
AP ($)	Account Potential (AP) · AP
N-ACV ($)	N-ACV (orders) · N-ACV · ARR
Pipeline ($)	CFY Qualified Pipeline (NB) · Pipeline
Country / State	Account Bill Country · Account Bill State

🔍 Step 2 — Filter

Narrow by Geo, Region, Owner, Segment, Industry, Country, or free-text. Filters apply to all three views: KPIs, Territory Hierarchy, and the simulator's source/destination pickers — making it easy to scope a rebalancing exercise to one geo or segment.

🔧 Step 3 — Run a simulation

Source — territory accounts move out of.
Destination — pick existing, or "NEW Territory" to model a hire.
Accounts — slider sets count (capped at source size).
Logic — chooses which accounts move:
- AP-weighted — highest-potential first (default)
- AP-balanced — same; framed for TAM equalization
- ARR-weighted (high) — concentrates renewal dollars (watch churn)
- ARR-weighted (low) — moves growth/whitespace; source keeps revenue
- Industry-aligned — match destination vertical first
- Geo-optimized — match destination country first (less travel)
Click ▶ Run Simulation.

🔁 Step 3.5 — Cumulative runs & undo

Each run is applied to the working data. The accounts you move actually transfer — the source territory shrinks, the destination grows, and the next run sees that new state. This lets you build a sequence of moves: split one territory, then rebalance another, then create a NEW territory with a hire — all in one session.

After your first run, a Run Status strip appears at the top of the simulator card. It changes appearance based on whether the most recent run has been downloaded:

Yellow strip — "X runs applied · NOT downloaded". Shows download buttons inline (⬇ Download Scenario, ⬇ Download Full) plus undo/reset. This is your reminder that closing the tab loses everything.
Green strip — "Saved as TerrSim_….xlsx". Confirms the most recent download. Still shows undo/reset so you can keep iterating.

The strip exposes two reversal controls:

↶ Undo Last Run — reverts only the most recent move; earlier runs remain applied.
⟲ Reset to Original — discards all runs and reverts to the data as originally uploaded.

Both actions ask for confirmation. Download any scenarios you want to keep before resetting — undo cannot recover a run after you've cleared it.

⚠️ Step 4 — Save your simulation (IMPORTANT)

This app does NOT save your simulations. Closing the tab, refreshing the page, or losing power discards your runs. The yellow strip at the top of the simulator card is your warning — it turns green once you've downloaded, confirming the scenario is safely on disk.

⬇ Step 5 — Export options

Two download choices appear after every simulation:

Button	Contents	When to use
`Export Scenario`	4 sheets: Cover & Summary, Moved Accounts, Source Remaining, Destination Final	Standard — share the move with stakeholders
`Export Full + Scenario`	Same 4 sheets plus: All Territories rollup & All Accounts snapshot	For audit trails, downstream BI, or when a reviewer needs to verify against the underlying data

Both files have:

Bold headers, frozen header rows, and proper column widths so they're immediately readable
A Cover & Summary sheet listing the source, destination, logic, active filters, and full before/after math
Numbers stored as real numbers (sum/filter/pivot in Excel works without conversion)
TOTAL rows at the bottom of every account-level sheet
A Source column on Destination Final showing whether each account was existing or moved-in

Filename format: TerrSim_YYYY-MM-DD_HH-MM.xlsx (Full version: TerrSim_Full_YYYY-MM-DD_HH-MM.xlsx) — sorts naturally by run time in Finder/Explorer.

🔒 Governance

All territory moves require Field Ops + RD approval. Review active B&V opportunities and pipeline before executing — delay accounts with open pipeline to post-quarter. New territories require a hire (62-day avg time-to-fill + 6-month ramp).

🔁 Switching files

Click ↻ New File in the header to clear current data and load a fresh extract. Any unsaved scenario is lost — export first if you need it. Press Esc to dismiss this panel.

Rebalancing Scenario