Configuring Book of Accounts / Territory

  • Updated on Nov 5, 2025
  • Published on Oct 4, 2024
  • 4 minute(s) read
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Why configure the Book of Accounts / Territory

How do you make sure prospects & recommendations are surfaced to sellers for their accounts and not for accounts owned by others? The answer is by configuring their Book of Accounts in HG Insights.

The Book of Accounts defines which people / accounts will be surfaced to a seller in a Playbook in their HG Insights Inbox and Feed, which people/accounts will show in their Daily Digest and which will appear in their Explore view. You can subscribe to others’ accounts by following the steps below.

How to setup your teams Book of Accounts / Territory

The configuration will depend on:

If your organization uses a specific Salesforce Account field to assign accounts to reps

In this scenario, you assign accounts to your reps in Salesforce based on one or more account fields

For example:

  • SDRs are assigned accounts based on SDR_Owner__c

  • AEs based on OwnerID

  • CSMs based on CS_Owner__c

To reflect the account assignment in the Book of Account in HG Insights, you’ll configure this at the team level. For each team, you will be able to select the appropriate Salesforce Account Owner field that will determine account ownership.

Pre-requisite

  • You must be an Admin

Step by Step

  1. Log into HG Insights app

  2. Navigate to Settings > Users & Teams, then click on the Teams tab

    Settings page showing user and team management options with highlighted steps.

  3. Click the “Create Team” button to create a new team

  4. Or, click the three dots to edit an existing team

  5. Select the appropriate Salesforce Account Owner Field from the dropdown

Need more information on setting up teams? Visit our Managing Teams documentation.

If your organization is pairing SDRs with AEs

In this scenario, you assign accounts to your AEs in Salesforce using the Account OwnerID, and SDRs are informally paired with AEs without a specific field assignment in Salesforce.

Example: Sam, SDR is working on accounts with Adrian, AE. Adrien is the owner via the Account ownerID. By default the Book of Accounts is configured on the Account ownerID unless you've configured some teams with different ownerships (see above). Sam wouldn't see any accounts in his book of accounts because he has no account assigned to him via ownerID.

If you are in this case, each user/rep will be prompt to configure their book of account during the onboarding flow when accepting their invitation to HG Insights. If they want to edit it, they’ll be able to do so in settings. See how below.

Step by Step

  • Log in HG Insights Copilot (Chrome extension or embed in Salesforce / Outreach / Gong Engage)

  • Open the top right menu clicking on the 👤 avatar icon

  • Click on My Book of Accounts (or My Territory)

  • Select the people owning accounts

Tip: If you have the AE to SDR pairing in a list for all your team, please send a spreadsheet with each

  • user email

  • user name

  • salesforce account owner field

  • and / or email of AEs they are paired with

Please submit to our support team who will configure it for everyone on their behalf

FAQ

Where do the Salesforce Account Owner Fields in the dropdown come from?

During the onboarding process, we automatically identify and create Computations for all potential ownership-related Salesforce fields. This is based on name patterns and field types, and includes:

  • Fields containing "Owner" in their name

  • Fields containing team names (e.g., "BDR", "SDR", "AE", "CSM", "CS", "Customer Success", "AM", "Manager", "Client Success", "ADR" , "SA", "Architect" , "Sponsor", "SE", "Sales Engineer", "Rep", "Partner", etc.)

  • Reference type fields

How long do changes take to apply?

When you select (or update) a team’s Salesforce Account Owner Field, the system automatically queues a territory refresh. This refresh ensures that the new ownership rules are applied across the Book of Accounts.

In most cases, reps will see their updated territories reflected within an hour.

What if I do not see the Salesforce Account Owner Fields I want to use?

There may be a case where you do not see the Salesforce Account Owner Field you wish to use for your team. In this case, you would need to head over to the Data Studio to create a computation associated with the appropriate Salesforce field.

Reach out to support@madkudu.com if you have any questions!

How will territory computations show up in the Admin app?

Once you choose a Salesforce Account Owner Field for a team (or if you have just created a computation using the appropriate field) this will show up in the Data Studio with a territory tag. To confirm:

Overview of MadKudu Data Studio features including customer profiling and scoring models.

  • Navigate to the Computations section

  • You should see a yellow territory tag next to your territory computations

    Overview of computations storing information for leads and accounts in CRM systems.

    Note: When a computation becomes the account owner field, it is locked. This means it cannot be deleted, since it is being used for territory.

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