Top-down allocation
Corporate sets the ambition and the system cascades it through BU, geography, product, channel and organisational hierarchies.
Target & Achievement Management · Built World
Targets should flow through the whole business.
In a built-world business, targets are not simply a number assigned to a salesperson. They can start with corporate strategy, flow through business units, products, geographies, channels, partners and internal teams, and finally become actionable targets for the people and partners who create demand.
Top-downBottom-upBUProduct CategoryGeographyPartnersInternal Teams
One target architecture. Multiple ways to plan.
Set centrally, propose locally, distribute, allocate, revise and continuously measure achievement.
Corporate / Business PlanRevenue · growth · margin · strategic priorities
Market / Territory PotentialGeography · channel · opportunity
Historical PerformancePrior achievement · seasonality · run rate
KaariWorksPlan → Propose → Allocate → Accept → Execute → Track → Rebalance
Business UnitBU-wise target and contribution
Product / CategorySKU · category · premium · strategic products
Geography / ChannelRegion · state · territory · partner route
Why Built-World Targeting Is Different
A target is a network, not a number.
A single corporate target may need to be translated into different goals for different BUs, products, markets, territories, sales teams, distributors, dealers and trade ecosystems.
Bottom-up planning
Regions, sales teams and partners can propose realistic targets based on market potential, pipeline, projects and local conditions.
Multiple dimensions
Revenue alone is insufficient. Targets can be defined by value, volume, product category, new products, projects, outlets, orders, collections and more.
Geography matters
Territories have different market sizes, competition, channel structures, projects and seasonality. Equal targets are not always fair targets.
Partners are part of the plan
Distributors, dealers and other channel partners can have targets and achievements — while remaining governed separately from employee performance.
Targets can overlap
The same business may contribute to a BU target, product target, territory target, partner target and strategic initiative simultaneously.
Target Management Workflow
Plan. Distribute. Commit. Execute. Rebalance.
KaariWorks manages the full lifecycle instead of treating target assignment and achievement reporting as separate activities.
01
Define the business target
Set corporate goals by revenue, volume, margin, growth, market expansion, product priorities or strategic initiatives. What must we achieve?
02
Break it into dimensions
Map targets to BU, product/category, geography, channel, customer segment, partner and internal organisation. Where / what / who?
03
Distribute top-down
Allocate the corporate target through the hierarchy while maintaining totals, weights, contribution rules and accountability. Push targets down
04
Build bottom-up plans
Allow regions, managers and partners to propose targets using pipeline, project opportunity, capacity and market potential. Pull targets up
05
Resolve differences
Compare corporate ambition with field reality, review gaps, negotiate adjustments and approve the final operating plan. Align
06
Commit to owners
Assign targets to managers, salespeople, teams, distributors, dealers or partner networks with clear ownership and periods. Who owns it?
07
Measure achievement
Continuously calculate actuals against target from orders, invoices, collections, products, projects and partner transactions. Target vs actual
08
Adjust intelligently
Reallocate targets when markets change, products shift, projects move, territories underperform or strategic priorities change. Stay on plan
Two-Way Target Management
Top-down ambition. Bottom-up reality.
Both approaches are necessary. KaariWorks can support either model — or combine them into one planning cycle.
Top → Down
Corporate decides the ambition and systematically distributes it through the organisation and channel. Corporate₹100 Cr annual target · Business UnitsBU contribution · RegionsRegional allocation · TerritoriesMarket allocation · Teams / PartnersOwner-level commitment
Bottom → Up
Field and channel teams build a realistic view and roll their proposed targets upward for approval. Sales / PartnerPipeline + opportunity · TerritoryMarket potential · RegionAggregated proposal · Business UnitBU plan · CorporateFinal operating plan
Two-Way Target Management
Top-down ambition. Bottom-up reality.
Both approaches are necessary. KaariWorks can support either model — or combine them into one planning cycle.
Target Dimensions
One target can be sliced many ways.
The important part is not just creating targets. It is maintaining the relationship between dimensions without losing accountability.
Business Unit
Hardware · Electrical · Glass · Furniture · Interiors
Product / Category
Category · SKU · premium · strategic · new launch
Geography
Country · state · region · city · territory · PIN
Channel
Distributor · dealer · retail · ecommerce · direct
Internal Team
Region · manager · salesperson · function
Partner
Distributor · dealer · contractor · trade network
Project
Site · project value · stage · milestone
Period
Annual · quarterly · monthly · campaign
Target Dimensions
One target can be sliced many ways.
The important part is not just creating targets. It is maintaining the relationship between dimensions without losing accountability.
Target Owner+ BU+ Product+ Geography+ Channel / Partner+ Period →Actionable Target
Achievement Management
Measure what actually happened.
Achievement should be calculated from connected business transactions, not manually maintained spreadsheets.
Revenue achievement
Track billed / realised revenue against the target with period and ownership context.
Volume achievement
Measure quantities by SKU, category, product family or unit of measure.
Pipeline achievement
Compare current opportunity and project pipeline with future target requirements.
Product mix
Understand whether achievement is coming from strategic categories, premium products or low-margin volume.
Geographical performance
See target versus achievement by region, state, territory, city or market.
Partner performance
Track distributor and dealer achievement independently while connecting it to the larger channel plan.
AI Target Intelligence
Don't just show achievement. Explain it.
AI helps management understand why targets are ahead or behind, where the gap is forming and what action could change the outcome.
Ask the target system.
Management can ask questions across the complete hierarchy without opening multiple reports or reconciling spreadsheets.
Insight
“Which regions will miss this quarter's target?”
Insight
“Which BU is driving the shortfall?”
Insight
“Which product categories are ahead?”
Insight
“Which partners need attention?”
Insight
“Where should we reallocate target?”
Insight
“What is likely to happen by month end?”
Gap analysis
Identify where target gaps originate — BU, product, region, team, partner or project.
Achievement forecasting
Estimate likely period-end achievement from current run rate and connected pipeline.
Reallocation suggestions
Identify where target can be redistributed when market conditions or capacity change.
Management narrative
Generate an executive explanation of performance, risks, exceptions and recommended actions.
The KaariWorks Difference
From a target spreadsheetto a living business plan.
KaariWorks connects corporate goals to the people, products, markets and partners that actually create the business. Targets can move top-down or bottom-up, be distributed and allocated across multiple dimensions, measured continuously, and intelligently rebalanced as the market changes.