SYSTEMS AND METHODS OF INITIATING CONTACT WITH A PROSPECT

• US 20140372168A1
• Filed: 02/25/2014
• Published: 12/18/2014
• Est. Priority Date: 06/14/2013
• Status: Abandoned Application

• Current Assignee: Salesforce.com, Inc.
• Original Assignee: Salesforce.com, Inc.
• Inventors: Markham, Blake
• Application Number:
  US14/190,030
• Publication Number:
  US 20140372168A1
• Time in Patent Office: Days
• US Class Current: 705/7.29
• CPC Class Codes: G06Q 30/01 Customer relationship services

Abstract

The technology disclosed relates to easily and efficiently initiating contact with a prospect. In particular, it relates to identifying colleagues of a sales representative that are connected to the prospect and further determining strength of relationships between the colleagues and the prospect. The strength of relationships is determined by logging levels of communication between the colleagues and the prospect on one or more communication media and calculating proximity metrics dependent on commentary provided by the colleagues about the prospect.

Claims

1. A method, including:

receiving a selection of a particular entity by a sales representative who wants to establish or strengthen contact with the particular entity;

accessing an entity database and presenting a list of employees of the particular entity, wherein the list identifies respective titles and job functions of the employees;

accessing a social network database and identifying colleagues of the sales representative that are connected to respective employees listed in the list of employees;

evaluating strength of relationships between the identified colleagues and the respective employees, wherein the evaluation includes

determining levels of communication between the identified colleagues and the respective employees on one or more communication media; and

calculating proximity metrics dependent on commentary provided by the identified colleagues about the respective employees; and

in response to receiving a selection of one or more identified colleagues of the sales representative, sending an introduction request to the identified colleagues for establishing or strengthening the contact with the particular entity through the respective employees.

2. The method of claim 1, wherein determining the levels of communication between the identified colleagues and the respective employees is dependent on number of emails exchanged between the colleagues and the respective employees on email clients.

3. The method of claim 1, wherein determining the levels of communication between the identified colleagues and the respective employees is dependent on number of chat messages exchanged between the colleagues and the respective employees on chat facilities.

4. The method of claim 1, wherein determining the levels of communication between the identified colleagues and the respective employees is dependent on number of check-in events, linked to the respective employees, logged by the identified colleagues.

5. The method of claim 1, wherein determining the levels of communication between the identified colleagues and the respective employees is dependent on at least:

number of voice communication events, with the respective employees, logged by the identified colleagues; and

duration of the voice communication events.

6. The method of claim 1, wherein the commentary provided by the identified colleagues about the respective employees specifies how the identified colleagues know the respective employees.

7. The method of claim 1, wherein the commentary provided by the identified colleagues about the respective employees includes lengths of time the identified colleagues have known the respective employees.

8. The method of claim 1, wherein the commentary provided by the identified colleagues about the respective employees includes a specification of strength of their relationships with the respective employees.

9. The method of claim 1, wherein the commentary provided by the identified colleagues about the respective employees assigns one or more labels to types of their relationships with the respective employees.

10. The method of claim 1, further including presenting a ranked colleagues list that ranks the identified colleagues dependent on strength of their relationships with the respective employees of the particular entity.

11. A system, including:

a processor and a computer readable storage medium storing computer instructions configured to cause the processor to;

receive a selection of a particular entity by a sales representative who wants to establish or strengthen contact with the particular entity;

access an entity database and present a list of employees of the particular entity, wherein the list identifies respective titles and job functions of the employees;

access a social network database and identify colleagues of the sales representative that are connected to respective employees listed in the list of employees;

evaluate strength of relationships between the identified colleagues and the respective employees, wherein the evaluation includes

determining levels of communication between the identified colleagues and the respective employees on one or more communication media; and

calculating proximity metrics dependent on commentary provided by the identified colleagues about the respective employees; and

in response to receiving a selection of one or more identified colleagues from the sales representative, send an introduction request to the identified colleagues for establishing or strengthening the contact with the particular entity through the respective employees.

12. The system of claim 11, wherein determining the levels of communication between the identified colleagues and the respective employees is dependent on number of emails exchanged between the colleagues and the respective employees on email clients.

13. The system of claim 11, wherein determining the levels of communication between the identified colleagues and the respective employees is dependent on number of chat messages exchanged between the colleagues and the respective employees on chat facilities.

14. The system of claim 11, wherein determining the levels of communication between the identified colleagues and the respective employees is dependent on number of check-in events, linked to the respective employees, logged by the identified colleagues.

15. The system of claim 11, wherein determining the levels of communication between the identified colleagues and the respective employees is dependent on at least:

number of voice communication events, with the respective employees, logged by the identified colleagues; and

duration of the voice communication events.

16. The system of claim 11, wherein the commentary provided by the identified colleagues about the respective employees specifies how the identified colleagues know the respective employees.

17. The system of claim 11, wherein the commentary provided by the identified colleagues about the respective employees includes lengths of time the identified colleagues have known the respective employees.

18. The system of claim 11, wherein the commentary provided by the identified colleagues about the respective employees includes a specification of strength of their relationships with the respective employees.

19. The system of claim 11, wherein the commentary provided by the identified colleagues about the respective employees assigns one or more labels to types of their relationships with the respective employees.

20. The system of claim 11, further configured to present a ranked colleagues list that ranks the identified colleagues dependent on strength of their relationships with the respective employees of the particular entity.