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 opportunity; an observational continuity-valuation layer that estimates the cost of breaking seller-account relationships using a synthetic-control-style counterfactual framework; and a multi-objective optimization layer that allocates coverage to high-value accounts while considering continuity, opportunity balance, and operational constraints. Deployed as a scenario-based decision-support system, the framework enables planners to inspect and compare allocation tradeoffs. Historical backtesting shows that optimizer-generated scenarios substantially improve assignment compliance while maintaining comparable seller-level opportunity distribution. In production planning, adopted scenarios improved both assignment compliance and opportunity balance relative to the previous baseline. Directing scarce seller capacity toward higher-value accounts also offers incremental revenue potential at enterprise scale. The key contribution is an integrated, inspectable framework that turns territory carving into a governable decision process.
Abstract (translated)
URL
https://arxiv.org/abs/2610.31701
