DBpedia-Enriched Company Representation for B2B Lead Recommendation
Authors: Yuyan Qian, Claude Montacie, Milan Stankovic, Victoria Eyharabide
Organizations: Sorbonne University, STIH, Paris, France · Leadbay, San Francisco, California
Abstract
Selecting which companies to approach is a central challenge in business-to-business (B2B) sales, where decisions are often based on manual research and fragmented information sources. Modern B2B sales platforms centralize company records and use learned company embeddings to support tasks such as recommending and prioritizing potential clients. In this study, we investigate whether enriching these company embeddings with Semantic knowledge from DBpedia improves downstream interaction-prediction performance, within a pipeline that integrates structured company attributes and text embeddings deployed on a real B2B platform. We evaluate the learned embeddings on a downstream interaction prediction task using real user feedback data from the platform. Results show that DBpedia enrichment improves downstream performance, with gains observed on ranking and discrimination metrics.
In the one-time selling B2B context, the buying cycle may last months or even years. During the long process, targeting customers that have a high potential to make purchases and recommending personalized campaigns accordingly are important for effective marketing. For this goal, we study the following problems, B2B customer data aggregation, customer feature generation, and prediction of whether a B2B customer would show interest in making a purchase (i.e., prediction of conversion into sales funnel). We propose an algorithm to aggregate individual contacts to the B2B customer level based on multiple keys. For non-standardized keys such as company names, we propose a novel architecture to cluster them in a domain encompassing irregularities such as spelling mistakes and spelling variants. We then define and generate a set of features and apply the CatBoost model for customer conversion prediction. Our framework achieves 91% prediction accuracy. Based on the prediction results and analysis of the model, we then discuss personalized campaign recommendations to foster conversion.
Task-agnostic tabular embeddings are increasingly used for similarity search in real-world business systems such as Product Lifecycle Management (PLM). However, leading embedding approaches are optimized primarily for prediction tasks - not for producing human preference aligned similarity rankings. We argue that standard downstream metrics are insufficient to fully assess embedding trustworthiness for similarity search and that human preference aligned evaluation is a necessary and currently missing component. We present a concrete evaluation procedure and illustrate the problem through a PLM use case.
Frederik Hoppe, Astrid Franz, Marianne Michaelis +2
Tabular data is the dominant structured-data modality, and learning table representations has become a core research direction. Table-level embeddings in particular underpin a wide range of applications, including table retrieval, data lake discovery, and table classification. Despite their importance, there is still limited understanding of how different embedding approaches behave across tasks, making systematic evaluation and analysis essential. In this work, we introduce a systematic evaluation of table-level embeddings that captures several complementary properties required for downstream effectiveness. We realize this evaluation by extending TEmBed, a recently proposed testbed for tabular embeddings, whose table-level coverage is currently limited to a single retrieval task. An empirical study over the TEmBed model pool confirms that no single model excels across all tasks, demonstrating that table-level embedding quality cannot be reduced to retrieval alone.