The client’s overarching business problem was losing market share to competition due to inefficient deal scoring. The sales teams were losing deals they expected to win, causing gaps in the sales pipeline. Sales managers were not sure which opportunities to best spend their time on for maximum return.
We conducted opportunity profiling of a deal’s historical data & customer profiling, then scored each opportunity with a win/loss probability. We built a self-learning gradient-boosting predictive model to predict the outcome of open opportunities.
We focused client’s efforts on must-win customers. The client managed to increase conversion rate by 3% in key EMEA markets.