Learning a Faceted Customer Segmentation for Discovering new Business Opportunities at Intel

Itay Lieder, Meirav Segal, Eran Avidan, Asaf Cohen, Tom Hope

Research output: Chapter in Book/Report/Conference proceedingConference contributionpeer-review

Abstract

For sales and marketing organizations within large enterprises, identifying and understanding new markets, customers and partners is a key challenge. Intel's Sales and Marketing Group (SMG) faces similar challenges while growing in new markets and domains and evolving its existing business. In today's complex technological and commercial landscape, there is need for intelligent automation supporting a fine-grained understanding of businesses in order to help SMG sift through millions of companies across many geographies and languages and identify relevant directions. We present a system developed in our company that mines millions of public business web pages, and extracts a faceted customer representation. We focus on two key customer aspects that are essential for finding relevant opportunities: industry segments (ranging from broad verticals such as healthcare, to more specific fields such as 'video analytics') and functional roles (e.g., 'manufacturer' or 'retail'). To address the challenge of labeled data collection, we enrich our data with external information gleaned from Wikipedia, and develop a semi-supervised multi-label, multi-lingual deep learning model that parses customer website texts and classifies them into their respective facets. Our system scans and indexes companies as part of a large-scale knowledge graph that currently holds tens of millions of connected entities with thousands being fetched, enriched and connected to the graph by the hour in real time, and also supports knowledge and insight discovery. In experiments conducted in our company, we are able to significantly boost the performance of sales personnel in the task of discovering new customers and commercial partnership opportunities.

Original languageAmerican English
Title of host publicationProceedings - 2019 IEEE International Conference on Big Data, Big Data 2019
EditorsChaitanya Baru, Jun Huan, Latifur Khan, Xiaohua Tony Hu, Ronay Ak, Yuanyuan Tian, Roger Barga, Carlo Zaniolo, Kisung Lee, Yanfang Fanny Ye
PublisherInstitute of Electrical and Electronics Engineers Inc.
Pages6136-6138
Number of pages3
ISBN (Electronic)9781728108582
DOIs
StatePublished - Dec 2019
Externally publishedYes
Event2019 IEEE International Conference on Big Data, Big Data 2019 - Los Angeles, United States
Duration: 9 Dec 201912 Dec 2019

Publication series

NameProceedings - 2019 IEEE International Conference on Big Data, Big Data 2019

Conference

Conference2019 IEEE International Conference on Big Data, Big Data 2019
Country/TerritoryUnited States
CityLos Angeles
Period9/12/1912/12/19

Keywords

  • AI for Enterprise
  • NLP
  • Web Mining

All Science Journal Classification (ASJC) codes

  • Artificial Intelligence
  • Computer Networks and Communications
  • Information Systems
  • Information Systems and Management

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