Node Level Account Family Control

The first place you will encounter Account Families is in the Territory Model builder. In the Node Info tab, you will find a section titled Account Hierarchy Management with several controls.

Children follow account family parent

This switch controls how child accounts behave when their parent or ultimate parent is routed into a Node.

When switched ON, all related child accounts (those sharing the same ParentId or UltimateParentId) will automatically flow into the same Node, even if those children don’t meet other qualifying logic such as company size, industry, or geography.

When switched OFF, each account is independently evaluated against the Node’s logic builder filters and balancing rules.

Why this is important

In many organizations, large enterprise customers are managed as families of related entities, with shared buying committees, centralized contracts, or consolidated forecasting.

Keeping these accounts together ensures that:

• All divisions of a single customer roll up under the same owner
• Revenue, quota, and coverage reporting stay consistent
• Account assignments reflect real customer relationships, not arbitrary filters
• Complex customers aren’t fragmented across multiple territories

This setting is especially valuable when managing global or multi-entity accounts like hospital systems, holding companies, or multi-branch retailers.

Implications

Turning this setting ON effectively overrides normal routing filters for child accounts.

What happens:

• All children of a qualified parent will be included in the same Node