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Six Degrees

Can who your employees know make a difference in your sales?

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This story appears in the January 2004 issue of Entrepreneur. Subscribe »

Entrepreneurs know the importance of networking. Sometimes it is all about who you know. And now, with some new software technology that's on the market, it's all about who you and your employees know. You can call it relationship mining, but relationship capital management is more accurate. Three leading companies in this area are start-ups Spoke Software Inc. (www.spoke.com), Visible Path Corp. (www.visiblepath.com) and ZeroDegrees Inc. (www.zerodegrees.com).

Essentially, the software maps out networks of who everyone in your organization knows, partly by hooking up with a CRM company like SalesForce.com Inc. Antony Brydon, president and co-founder of Visible Path, says, "We're helping people capitalize on their relationships on an individual level and on a corporate level." The intent is to arm your salespeople with quality personal introductions to potential customers, generate sales leads and accelerate the sales process.

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