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Two places. Routing becomes folklore — nobody can say why northern enquiries go to one person, and the rule that does it was written two years ago.
And permissions drift: people change team, old access is never removed, and after a while nobody can say who can see what.
Territories are routing rules — an ordered, readable list, where each lead records which rule assigned it. A misrouted enquiry traces to a specific line rather than being argued about.
Visibility derives from the reporting structure in Nest, so a change of team takes effect immediately rather than needing an access review.
It will not design a fair territory. Rules execute your model of the market faithfully, including the parts that no longer match how you sell.
And it will not resolve a disputed account. Splits divide credit on the record; who owns the relationship is a management decision.
Each team runs its own pipelines with its own stages and probabilities, because renewals and new business rarely share a shape.
Reporting rolls up through the structure: a manager sees their team, a director sees the line, and the totals are the same rows counted once.
Yes — separate pipelines with their own stages and probabilities.
Derived from reporting lines in Nest, so a team change applies the same day.
Yes, each lead records the rule that assigned it.
We will run it end to end on your own numbers in half an hour, and tell you honestly which parts Treepie does not improve.