Tradeoff-Aware Territory Design: A Multi-Objective Decision System for Enterprise Customer-to-Seller Allocation
arXiv:2610.31701v1 Announce Type: new Abstract: Enterprise customer journeys are shaped not only by product experiences and marketing, but also by recurring resource-allocation decisions. In B2B go-to-market (GTM) organizations, territory carving determines which accounts receive seller coverage, which seller-account relationships are preserved, and how limited field capacity is distributed. Yet the process often remains manual, making it difficult to compare opportunities, value continuity, and evaluate tradeoffs among growth, balance, capacity, and feasibility. We present a production decision system for tradeoff-aware customer-to-seller allocation in enterprise GTM planning. It integrates three components: a multidimensional account-value layer that combines predictive signals to score
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