TECHNIQUES FOR ALLOCATING RESOURCES BASED ON A SOCIAL PROXIMITY SCORE
Techniques for allocating sales representatives to potential new and/or existing customer accounts are described. With sonic embodiments, for each member of the social networking service in a pre-defined group of members (e.g., team of sales representatives), a social proximity score is derived to reflect a measure of how socially connected the member is to a target entity (e.g., company, school, government institution, or some other organization). The new or existing accounts are then allocated to various members in the pre-defined group, based at least in part on the social proximity scores.
1 . A method for assigning a set of companies, representing potentially new or existing customer accounts of a business organization, to individual sales representatives of a team of sales representatives for the business organization, the method comprising:
receiving a social proximity score for each combination of a sales representative and a company in the set of companies, the social proximity score representing a measure of connection strength between the sales representative and the company as derived by analyzing a social graph of a social networking service; and
with a processor-based resource allocation module, allocating each company in the set of companies to an individual sales representative with the highest social proximity score for the respective company while simultaneously ensuring that the allocation of each company to an individual sales representative satisfies each constraint in a set of rule-based constraints.
2 . The method of claim 1 , wherein a rule-based constraint in the set of rule-based constraints specifies that certain of the sales representatives are to be allocated a company having certain characteristics only when a social proximity score for an individual sales representative and the company having the certain characteristics exceeds some threshold score.
3 . The method of claim 2 , wherein the threshold score is a function of the social proximity scores of one or more sales representatives of the team of sales representatives.
4 . The method of claim 1 , wherein a rule-based constraint in the set of rule-based constraints specifies that certain of the sates representatives are to be assigned to companies located outside of a particular geographical region only when a social proximity score for an individual sales representative and a company located outside of the particular geographical region exceeds some threshold score.
5 . The method of claim 1 , wherein a rule-based constraint in the set of rule-based constraints specifies that certain of the sales representatives assigned to a particular sales tier or level are only to be allocated companies having an associated revenue opportunity for the business organization that is outside of a predefined range of revenue opportunities when a social proximity score for an individual sales representative and a company having an associated revenue opportunity outside the predefined range exceeds some threshold score.
6 . The method of claim 1 , wherein the social proximity score for each combination of a sales representative and a company is derived based on identifying the number of connections that a sales representative has to employees of the company who have member profile attributes that satisfy certain predefined criteria.
7 . The method of claim 1 , wherein the social proximity score for each combination of a sales representative and a company is derived based on identifying the number of connections that a sales representative has to employees of the company who have member profile attributes indicating a job title that satisfies some predefined criteria.
8 . The method of claim 1 , wherein the social proximity score for each combination of a sales representative and a company is derived based on identifying the number of connections that a sales representative has to employees of the company who have member profile attributes indicating a job function that satisfies some predefined criteria.
9 . The method of claim 1 , wherein the social proximity score for each combination of a sales representative and a company is derived based on identifying the number of connections that a sales representative has to employees of the company who have member profile attributes indicating a seniority level that satisfies some predefined criteria.
10 . The method of claim 1 , wherein the social proximity score for each combination of a sales representative and a company is derived based on identifying the number of connections that a sales representative has to employees of the company who have member profile attributes indicating possession of skills satisfying some predefined criteria.
11 . A non-transitory computer readable storage medium storing instructions thereon, which, when executed by one or more processors of one or more computers, cause the one or more computers to perform a method for assigning a set of companies, representing customer accounts of a business organization, to individual sales representatives of a team of sales representatives for the business organization, the method comprising:
receiving a social proximity score for each combination of a sales representative and a company in the set of companies, the social proximity score representing a measure of connection strength between the sales representative and the company as derived by analyzing a social graph of a social networking service; and
with a processor-based resource allocation module, allocating each company in the set of companies to an individual sales representative with the highest social proximity score for the respective company while simultaneously ensuring that the allocation of each company to an individual sales representative satisfies each constraint in a set of rule-based constraints.
12 . The non-transitory computer readable storage medium of claim 11 , wherein a rule-based constraint in the set of rule-based constraints specifies that certain of the sales representatives are to be allocated a company having certain characteristics only when a social proximity score for an individual sales representative and the company having the certain characteristics exceeds some threshold score.
13 . The non-transitory computer readable storage medium of claim 11 , wherein the threshold score is a function of the social proximity scores of one or more sales representatives of the team of sales representatives.
14 . The non-transitory computer readable storage medium of claim 11 , wherein a rule-based constraint in the set of rule-based constraints specifies that certain of the sales representatives are to be assigned to companies located outside of a particular geographical region only when a social proximity score for an individual sales representative and a company located outside of the particular geographical region exceeds some threshold score.
15 . The non-transitory computer readable storage medium of claim 11 , wherein a rule-based constraint in the set of rule-based constraints specifies that certain of the sales representatives assigned to a particular sales tier or level are only to be allocated companies having an associated revenue opportunity for the business organization that is outside of a predefined range of revenue opportunities when a social proximity score for an individual sales representative and a company having an associated revenue opportunity outside the predefined range exceeds some threshold score.
16 . The non-transitory computer readable storage medium of claim 11 , wherein the social proximity score for each combination of a sales representative and a company is derived based on identifying the number of connections that a sales representative has to employees of the company who have member profile attributes that satisfy certain predefined criteria.
17 . The non-transitory computer readable storage medium of claim 11 , wherein the social proximity score for each combination of a sales representative and a company is derived based on identifying the number of connections that a sales representative has to employees of the company who have member profile attributes indicating a job title that satisfies some predefined criteria.
18 . The non-transitory computer readable storage medium of claim 11 , wherein the social proximity score for each combination of a sales representative and a company is derived based on identifying the number of connections that a sales representative has to employees of the company who have member profile attributes indicating a job function that satisfies some predefined criteria.
19 . The non-transitory computer readable storage medium of claim 11 , wherein the social proximity score for each combination of a sales representative and a company is derived based on identifying the number of connections that a sales representative has to employees of the company who have member profile attributes indicating a seniority level that satisfies some predefined criteria.
20 . The non-transitory computer readable storage medium of claim 12 , wherein the social proximity score for each combination of a sales representative and a company is derived based on identifying the number of connections that a sales representative has to employees of the company who have member profile attributes indicating possession of skills satisfying some predefined criteria.