Tradeoff-Aware Territory Design: A Multi-Objective Decision System for Enterprise Customer-to-Seller Allocation↗ (원문, 새 창)

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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, an