# How should we model account hierarchies for enterprise customers?

Model the hierarchy the way you sell and compensate, not the way the customer's corporate structure looks. If reps own business units, the hierarchy needs a level per business unit; if the contract is global, roll revenue to the top and keep the children for reporting only.

Decide three things explicitly: where the contract sits, where the revenue rolls, and where ownership and quota credit sit — they are not always the same node. Getting this wrong shows up later as territory disputes and as renewal opportunities appearing under the wrong parent.

## Sources

- **Method** — [Sales Territory Design playbook](https://www.leanscale.team/knowledge/playbooks/sales-territory-design-playbook/)

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Cluster: Data_model · https://www.leanscale.team/knowledge/answers/account-hierarchy-design/