Allocating bandwidth for bursty connections
STOC '97 Proceedings of the twenty-ninth annual ACM symposium on Theory of computing
Costa: Contribution Optimizing Sales Territory Alignment
Marketing Science
Stochastic Load Balancing and Related Problems
FOCS '99 Proceedings of the 40th Annual Symposium on Foundations of Computer Science
Analytics-driven solutions for customer targeting and sales-force allocation
IBM Systems Journal
Scheduling: Theory, Algorithms, and Systems
Scheduling: Theory, Algorithms, and Systems
On approximations for multiple multidimensional stochastic knapsacks
ACM SIGMETRICS Performance Evaluation Review
Estimating Post-Event Seller Productivity Profiles in Dynamic Sales Organizations
ICDMW '11 Proceedings of the 2011 IEEE 11th International Conference on Data Mining Workshops
| Hi-index | 0.00 |
We describe a quantitative analytics and optimization methodology designed to improve the efficiency and productivity of the IBM global sales force. This methodology is implemented and deployed via three company-wide initiatives, namely the Growth and Performance (GAP) program, the Territory Optimization Program (TOP), and the Coverage Optimization with Profitability (COP) initiative. GAP provides a set of analytical models to measure and optimize sales capacity and profitable sales growth. TOP develops a set of analytical models and methods for the analysis and optimization of assigning customers to sellers and other sales channels. COP provides additional recommendations on sales-coverage adjustment on the basis of an improved estimation of customer profit. We discuss these three programs in detail and describe how they work together to provide an analytics-driven transformation of the IBM global sales force to improve various sales metrics, such as revenue and cost.