NDLI: Mining company networks for marketing insights and sales leads

Content Provider	IEEE Xplore Digital Library
Author	Aggour, K.S. Hoogs, B. Leber, C. Correia, C. Senturk-Doganaksoy, D.
Copyright Year	2013
Description	Author affiliation: GE Global Res., Niskayuna, NY, USA (Aggour, K.S.; Hoogs, B.; Leber, C.) \|\| GE Capital, Norwalk, CT, USA (Correia, C.; Senturk-Doganaksoy, D.)
Abstract	Traditional sales support systems offer an insular view of companies, providing information on a target company and that company alone. This view presents each company as if it operates independently from its surroundings. However, a company can be more effectively evaluated when it is viewed not in isolation, but in the context of its network of customers and suppliers. Here we describe a system developed for GE Capital that enables sales representatives to analyze a target company's network of business relationships to gain deeper insights into its status. Mining company networks enables novel approaches to generating sales leads by taking advantage of information about the health and status of the suppliers and customers to which the company is linked. The system allows sales reps to visualize company networks and provides a variety of filters and views to mine the network information. This gives the sales reps deeper insights into their prospect pool, enabling them to be more knowledgeable and generate more actionable sales leads.
Sponsorship	IEEE Comput. Soc.
Starting Page	805
Ending Page	812
File Size	474891
Page Count	8
File Format	PDF
ISBN	9781450322409
DOI	10.1145/2492517.2500227
Language	English
Publisher	Institute of Electrical and Electronics Engineers, Inc. (IEEE)
Publisher Date	2013-08-25
Publisher Place	Canada
Access Restriction	Subscribed
Rights Holder	ACM and IEEE
Subject Keyword	Measurement Industries Social network services Conferences sales lead generation Ecosystems commercial financing Companies company network supplier network mining customer
Content Type	Text
Resource Type	Article

Sl.	Authority	Responsibilities	Communication Details
1	Ministry of Education (GoI), Department of Higher Education	Sanctioning Authority	https://www.education.gov.in/ict-initiatives
2	Indian Institute of Technology Kharagpur	Host Institute of the Project: The host institute of the project is responsible for providing infrastructure support and hosting the project	https://www.iitkgp.ac.in
3	National Digital Library of India Office, Indian Institute of Technology Kharagpur	The administrative and infrastructural headquarters of the project	Dr. B. Sutradhar bsutra@ndl.gov.in
4	Project PI / Joint PI	Principal Investigator and Joint Principal Investigators of the project	Dr. B. Sutradhar bsutra@ndl.gov.in Prof. Saswat Chakrabarti will be added soon
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