Amplify created and deployed а predictive machine learning model for calculating opportunity scores, which indicates from 1- Very Low to 5-Very High the potential chance of winning an opportunity. The score is (re-)calculated at two moments of the lifecycle of an opportunity – at its creation in the CRM and when the first offer to the customer is submitted. The calculated scores are visible in the CRM and allow the Sales Reps to evaluate their winning potential and estimate the effort necessary to close the deal.
The model was trained on CRM information on the opportunity and its customer such as the equipment type to be sold, the value of the deal, the past relationship with the client, etc. The quality of the data in our client’s sales organization has improved as a result of the implementation of the CRM but still needed a lot of focused effort in order to bring it to the required level for a smooth-running AI application. Therefore, Amplify put significant effort in reviewing all available data, selecting the relevant one, and identifying specific data improvement activities which the client initiated still during the project.