Table of Content


Enterprise account management programs are essential to unleash the revenue power and spend power of your organization. The complexity of global accounts (e.g., multiple sites and organizational structures) and multiple contact points makes the aggregation of account information virtually impossible.

Global customers and suppliers are becoming increasingly more complex and more difficult to manage and understand. Companies that can map these complex relationships have the power to identify massive untapped potential in their existing global accounts, resulting in significant positive bottom-line impact for their business.

Xoriant's Hierarchy Manager™ (XHM) addresses real world requirements to model and manage both complex customer relationships and internal operations that service those customers. Hierarchy Manager is a web-based application that provides visual models to define and manage customer hierarchies. Business users can modify hierarchy definitions to create their own hierarchies or groupings to directly affect their business goals. Hierarchy Manager can give your business the ability to reduce cost of goods sold, improve marketing campaigns, ease sales territory assignment and management, calculate sales credits for global accounts, manage credit risks and capture the untapped potential in global accounts.

Xoriant Customer Integrator™ (XCI) provides all the necessary tools, data models and best practices to rapidly deploy your customer data integration strategy. Customer Integrator enables real-time integration of customer data from incongruent data sources within your enterprise to achieve a unified customer view.

The Xoriant HM Solution is available with combined integration technology and professional services. Xoriant HM is a phased solution with two components:

  • Building a Reference Hierarchy

  • Creating Custom Hierarchies or "Family Tree Structures"

Building a Reference Hierarchy

Xoriant Hierarchy Manager can be used to build a reference hierarchy of customers. Most companies begin with the legal hierarchy as a foundation for building the reference hierarchy.

Xoriant HM provides seamless integration with data from authoritative sources such as Dun & Bradstreet to quickly build legal hierarchies. Often the reference hierarchy is a modified version of the legal hierarchy that supports company-specific business rules, such as:

  • Two customer companies have merged to form a single legal entity but you still want to treat them as separate customers

  • The nature of your business may require defining a hierarchical relationship between two customers which is not legally based (e.g., distributors and their customers)

Creating Custom Hierarchies or "Family Tree Structures"

Although the reference hierarchy is the primary view of customers, different functions require varying views of global accounts. For example, sales organizations need to group customers based on regions, territories, lines of business and product lines; marketing organizations need to have access to demographics such as industries, size, and location; and sales operations/finance departments want to assign sales credits based on sales organization hierarchy. It is virtually impossible to keep track of the different views that exist in your business and develop the customized hierarchies or groupings necessary support them.

Using Xoriant HM, each individual within your organization can visually model and manage customized hierarchies from the reference hierarchy. These hierarchies can be published for access by your employees and made accessible to business applications such as sales credit assignment, sales territory assignment, and global reporting.


Types of Hierarchies

Xo allows you to define two types of hierarchies: an enterprise Master Hierarchy and locally-customized Local Hierarchies.

The following table lists the differences between the Master Hierarchy and the Local Hierarchies.

Master Hierarchy Local Hierarchies
There can be only one Master Hierarchy. You can have multiple Local Hierarchies. There is no limit on the number of Local Hierarchies.
You cannot create a Master Hierarchy using the User Interface. You can create Local Hierarchies using the User Interface.
You can create new entity nodes in the Master Hierarchy using well-defined Application Programming Interfaces (APIs). You cannot create an entity node in a Local hierarchy. It can, however, be copied from the Master Hierarchy.


Using Master and Local Hierarchies you can create interconnected hierarchy models to suit your diverse business requirements: functional, geographical, operational, or others.

Hierarchy Relationships

XHM allows you to represent three basic kinds of relationships in hierarchies:

  • A parent-child relation between two customer entity nodes

  • A Logical Group consisting of one or more customer entity nodes

  • A parent-child relation between two logical entity nodes

The first type of relationship is created between two existing customer entity nodes. To create the second and third types of relationship, Xoriant HM provides a facility to create a logical entity node to represent a group and then copy one or more customer or logical entity nodes under the logical node. The three relationships are illustrated in Figure 1 on the next page.

Hierarchy Synchronization

Because each hierarchy has a “parent” from which it is copied, and the changes between any hierarchy and its parent are recorded in a comprehensive change log, it is possible to modify any parent hierarchy and then have that change “propagate down” into each of its child hierarchies. This powerful feature allows you to maintain a tight link between custom hierarchies designed to meet the needs of different business groups and a single “master” hierarchy that represents the perspective of the enterprise as a whole.


Xoriant Hierarchy Manager includes the following feature set:

  • Ability to create a Reference Hierarchy based on third party authoritative data.

  • Ability to copy the Reference Hierarchy as an enterprise-wide Master Hierarchy and customize it to suit business needs.

  • Ability to copy the Master Hierarchy as a Local Hierarchy for a business function within the enterprise and customize it to suit its business. Several local hierarchies can co-exist at the same time. There is no limit.

  • Process to synchronize the Master Hierarchy with the Reference Hierarchy and all the Local Hierarchies with the Master Hierarchy.

  • Flexibility to view a hierarchy in two modes: Tree view and List view.

  • Ability to search for a node within a hierarchy.

  • Well defined web-based User Interface to manage hierarchies.

  • Well defined APIs to integrate with other business applications.

  • Change Control log to keep track of all the changes.

  • Ability to perform hierarchy roll-ups and roll-downs to get a consolidated view of strategic business data.

  • Scalable to support any number of nodes.

  • Pre-configured and ad hoc reporting.

  • Synchronization of hierarchies.

  • Role-based authentication and authorization.

  • Ability to annotate nodes with attributes like revenue, DUNS number, SIC code and other user-defined attributes.

The Xoriant Hierarchy Manager features can be accessed via a graphical user interface as well as a set of APIs.


The Xoriant Hierarchy Manager User Interface provides an intuitive environment for viewing, managing and manipulating hierarchy models.

The Hierarchy page displays two hierarchy lists: Master Hierarchy and the Local Hierarchy. By default, the working/editable hierarchy is always shown on the right pane and the source hierarchy is shown on the left-hand pane of the Hierarchy Page.

Control Description
Search Box Enables you to locate a node that you want to view or edit, by selecting the Master/Local hierarchy from the drop-downbox. In search text field, enter the text you want to search and click Go. HM displays the nodes it locates and allows you to navigate to the desired node. This feature is very useful when you have thousands of nodes in a hierarchy.
Master Hierarchy Toolbar Enables you to perform various operations on the Master hierarchy such as viewing the hierarchy as a tree or a list, copying a node, refreshing the view, and viewing node details.
Local Hierarchy Toolbar Enables you to perform various operations on the Local hierarchies such as cutting and pasting nodes, refreshing the view, viewing the hierarchy as a tree or as a list, locking and unlocking a node, adding and deleting nodes, viewing node details, and synchronizing hierarchies.
Master Hierarchy path Displays the complete traversed path from the hierarchy root to the node that you have selected in the Master hierarchy list.
Local Hierarchy Path Displays the complete traversed path from the hierarchy root to the node that you have selected in the Local hierarchy list.
Master Hierarchy Navigation bar Helps you navigate to the next or previous page in the Master hierarchy.
Local Hierarchy Navigation bar Helps you navigate to the next or previous page in the Local hierarchy you have selected.
Master Hierarchy Lists the Master hierarchy. Next to the hierarchy, in a parenthesis, you will see a number, which indicates the number of immediate nodes within the hierarchy.
Local Hierarchy Lists the Local hierarchies that you create. Next to the hierarchy, in a parenthesis, you can see the number of immediate nodes within the Local hierarchy.


Xoriant Hierarchy Manager is architected as a modular set of standards-based components to ensure performance, reliability, scalability and adaptability. As illustrated below, this component-based architecture allows XHM to be easily integrated into any technical environment without requiring significant retrofitting of existing systems.


Reference Hierarchy Server

  • Utilizes Extraction Services to interface with and remote data services (such as Dun & Bradstreet) to acquire hierarchical company data

  • Contains, populates and updates a Local Reference Hierarchy database

  • Ensures the integrity of the reference model

  • Provides reference model services to the Hierarchy Server and other applications

Hierarchy Server

  • Defines and exposes Web Services and Synchronization Services for utilizing and managing hierarchy models stored in the Hierarchy Database

  • Allows creation and customization of logical groupings in existing models via the Hierarchy Manager (UI) interface

  • Serves hierarchy models to other applications via Web Services and Synchronization Services – for example, to organize reports, feed analytic programs, etc.

  • Invokes Change Control Services to save an audit trail in the Change Control changes to hierarchy models

Hierarchy Database

  • Persistent storage of all hierarchy models-enterprise master, customized copies, copies of copies

  • Accessed via services exposed by Hierarchy Server

Hierarchy Manager

  • Drag-and-drop graphical interface for creating, modifying and managing hierarchy models.

  • Provides a user interface for viewing and modifying hierarchy models

  • Provides an interface for copying hierarchy models and synchronizing models with "parent" models

  • Utilizes hierarchy structure rules (via Business Rule Manager) to legal manipulations

  • Allows reporting on hierarchy model attributes

  • Utilizes Access Manager to protect models from unauthorized changes

Web Services & Synchronization Services

  • Provide “request/reply” hierarchy model information services

  • Get parent, Get Children, Get Tree, Get Global Ultimate, etc.

  • Provide "push" hierarchy model services.

  • Copy Hierarchy, Synchronize Hierarchies, Replace Hierarchy, etc.

Change Control Services and Change Control Database

  • Synchronize "child" hierarchies to changes in higher-level ("parent") hierarchies.

  • Alert hierarchy owners when parent hierarchy changes cannot be automatically synchronized with copy hierarchies

  • Propagate reference model and master model updates to copies



Application server

J2EE (with EJB 2.0) compliant application server (e.g. Web logic 6.0 SP2)

Database server

Oracle RDBMS version 8.1.7

Operating systems

Windows NT4.0, Windows 2000, Solaris 7.0 onwards

Development platform

Java JDK 1.3 with EJB 2.0

Web Server

WebLogic web server

Client Browser

Internet Explorer 5.0 and above, Netscape Communicator 4.5 and above


Intel based PC/Server

800MHZ or more CPU

512MB RAM (Minimum requirement) 1GB (Recommended)

20 GB Hard drive, additional disk needed based on size of data

Sun Platform

400 MHZ or more Sparc CPU

512MB RAM (Minimum requirement) 1GB (Recommended)

20 GB Hard drive, additional disk needed based on size of data