DYNAMIC INTELLIGENT LEAD IDENTIFIER

• US 20140358638A1
• Filed: 06/04/2013
• Published: 12/04/2014
• Est. Priority Date: 06/04/2013
• Status: Abandoned Application

• Current Assignee: SAP SE
• Original Assignee: SAP AG (SAP SE)
• Inventors: SUKUMAR, SUDEEP
• Application Number:
  US13/909,423
• Publication Number:
  US 20140358638A1
• Time in Patent Office: Days
• US Class Current: 705/7.33
• CPC Class Codes: G06Q 30/0204 Market segmentation

Abstract

Data in one or more data repositories managed by a business software framework used by a sales organization can be used in creating a set of profiles corresponding to customers of the sales organization. The profiles can reflect a set of customer characteristic parameters extracted from the data relevant to the customer. The customers can be grouped into families based on common values of the customer characteristic parameters in the customer profiles. Sales interaction data relating to a sales interaction of a customer and the customer profile of the first customer can be applied against the families of profiles to identify one or more commonalities between the sales interaction data, the customer profile, and the customer profiles of one or more other customers. A new lead can be generated for a second customer based on the one or more commonalities.

Claims

1. A computer program product comprising a machine-readable medium storing instructions that, when executed by at least one programmable processor, cause the at least one programmable processor to perform operations comprising:

accessing, as predictive model input data, data in one or more data repositories managed by a business software framework used by a sales organization;

creating a set of profiles, each profile corresponding to a customer of a plurality of customers of the sales organization;

the profiles reflecting a set of customer characteristic parameters extracted from data relevant to the customer in the accessed predictive model data;

grouping the plurality of customers into a plurality of families based on common values of the customer characteristic parameters in the customer profiles;

applying sales interaction data relating to a sales interaction of a first customer of the plurality of customers and the customer profile of the first customer against the families of profiles to identify one or more commonalities between the sales interaction data and the customer profile of the first customer and customer profiles of one or more other customers in the plurality of customers; and

generating a new lead for a second customer of the plurality of customers based on the one or more commonalities.

2. A computer program product as in claim 1, wherein the operations further comprise identifying the set of customer characteristic parameters based on a pattern analysis of the data from the one or more data repositories.

3. A computer program product as in claim 2, wherein the pattern analysis comprises determining those customer characteristic parameters that are most relevant to identifying commonalities between customer profiles.

4. A computer program product as in claim 1, wherein the sales interaction comprises an advancement of a sales process from one phase to a subsequent phase of the sale process.

5. A computer program product as in claim 1, wherein the operations further comprise at least one of re-evaluating the set of customer characteristic parameters and defining a new set of customer characteristic parameters upon detecting that a change has occurred to metadata used in a sales process of the sales organization.

6. A computer program product as in claim 5, wherein the re-evaluating comprises changing the set of customer characteristic parameters, the changing comprising at least one of adding one or more new characteristic parameters from the set of characteristic parameters, deleting one or more existing characteristic parameters from the set of characteristic parameters, modifying the one or more existing characteristic parameters in the set of characteristic parameters, and altering a prioritization of the characteristic parameters in the set of characteristic parameters.

7. A system comprising:

at least one programmable processor; and

a machine-readable medium storing instructions that, when executed by the at least one programmable processor, cause the at least one programmable processor to perform operations comprising;

accessing, as predictive model input data, data in one or more data repositories managed by a business software framework used by a sales organization;

creating a set of profiles, each profile corresponding to a customer of a plurality of customers of the sales organization;

the profiles reflecting a set of customer characteristic parameters extracted from data relevant to the customer in the accessed predictive model data;

grouping the plurality of customers into a plurality of families based on common values of the customer characteristic parameters in the customer profiles;

applying sales interaction data relating to a sales interaction of a first customer of the plurality of customers and the customer profile of the first customer against the families of profiles to identify one or more commonalities between the sales interaction data and the customer profile of the first customer and customer profiles of one or more other customers in the plurality of customers; and

generating a new lead for a second customer of the plurality of customers based on the one or more commonalities.

8. A system as in claim 7, wherein the operations further comprise identifying the set of customer characteristic parameters based on a pattern analysis of the data from the one or more data repositories.

9. A system as in claim 8, wherein the pattern analysis comprises determining those customer characteristic parameters that are most relevant to identifying commonalities between customer profiles.

10. A system as in claim 7, wherein the sales interaction comprises an advancement of a sales process from one phase to a subsequent phase of the sale process.

11. A system as in claim 7, wherein the operations further comprise at least one of re-evaluating the set of customer characteristic parameters and defining a new set of customer characteristic parameters upon detecting that a change has occurred to metadata used in a sales process of the sales organization.

12. A system as in claim 11, wherein the re-evaluating comprises changing the set of customer characteristic parameters, the changing comprising at least one of adding one or more new characteristic parameters from the set of characteristic parameters, deleting one or more existing characteristic parameters from the set of characteristic parameters, modifying the one or more existing characteristic parameters in the set of characteristic parameters, and altering a prioritization of the characteristic parameters in the set of characteristic parameters.

13. A computer-implemented method comprising:

accessing, as predictive model input data, data in one or more data repositories managed by a business software framework used by a sales organization;

creating a set of profiles, each profile corresponding to a customer of a plurality of customers of the sales organization;

the profiles reflecting a set of customer characteristic parameters extracted from data relevant to the customer in the accessed predictive model data;

grouping the plurality of customers into a plurality of families based on common values of the customer characteristic parameters in the customer profiles;

applying sales interaction data relating to a sales interaction of a first customer of the plurality of customers and the customer profile of the first customer against the families of profiles to identify one or more commonalities between the sales interaction data and the customer profile of the first customer and customer profiles of one or more other customers in the plurality of customers; and

generating a new lead for a second customer of the plurality of customers based on the one or more commonalities.

14. A computer-implemented method as in claim 13, further comprising identifying the set of customer characteristic parameters based on a pattern analysis of the data from the one or more data repositories.

16. A computer-implemented method as in claim 13, wherein the sales interaction comprises an advancement of a sales process from one phase to a subsequent phase of the sale process.

17. A computer-implemented method as in claim 13, further comprising at least one of re-evaluating the set of customer characteristic parameters and defining a new set of customer characteristic parameters upon detecting that a change has occurred to metadata used in a sales process of the sales organization.

18. A computer-implemented method as in claim 17, wherein the re-evaluating comprises changing the set of customer characteristic parameters, the changing comprising at least one of adding one or more new characteristic parameters from the set of characteristic parameters, deleting one or more existing characteristic parameters from the set of characteristic parameters, modifying the one or more existing characteristic parameters in the set of characteristic parameters, and altering a prioritization of the characteristic parameters in the set of characteristic parameters.

19. A computer-implemented method as in claim 13, wherein at least one of the accessing, the creating, the grouping, the applying, and the generating is performed by a system comprising at least one programmable processor.

15. A computer-implemented method 14, wherein the pattern analysis comprises determining those customer characteristic parameters that are most relevant to identifying commonalities between customer profiles.