Lead Conversion Probability
Business Issue
Many leads look promising prima facie but after a
lot of effort nothing comes out of the lead. The subjectivity in decision
making could be creating the noise.
Model
Lead conversion probability will give the probability score
of getting the first lead getting converted once the client is introduced to the
client rep/manager.
Outcome Expected
Focus on time and resources on leads with a better
conversion probability.
Features, which could be used
Client_Manager_Job_Title, Customer_ID, Client_Manager_Department,
Relationship_Type, LeadId, LeadType, SalesRep, LeadStatus
Account growth or loss probability in next quarter/HY/FY
Business Issue
If there is no preparation for growth in accounts in terms
of allocating front-end and support staff, it can lead to missed opportunities.
Losing accounts without a chance to rectify the situation can lead to missed
targets and adverse top-line and bottom-line impact.
Model
Score for growth (out of 100) with negative score for loss
Outcome Expected
Tap into growth or rectify issues that could lead to loss of
business in an account
Generate upcoming Skill HeatMap for existing Accounts
Demand of skills have a variability built into it. Tapping
into deals pertaining to our higher capability areas can lead to higher
margins. We might be missing on the crest of the demand for solution areas.
Model
Visually show the segments, which are in high demand.
Outcome Expected
Increase the margins and spread for each hire.
Predict top sales performers for key accounts
Some sales personnel are seen to perform much better than
the rest. Performance of the rest could be improved.
Model
Based on past data of the sales reps, provide probability of
a sales rep’s performance. Performance will be analyzed for the demand received,
revenue generated and cost optimized.
Outcome Expected
The key traits that the top performing sales people show can
be inculcated in others as well.
Contact Journal Analysis (Misses, Focus,
Predictions, Patterns)
Business Issue
Plethora of information in the contact journal is not
utilized optimally.
Model
Analyze sales rep’s text entries from the contact journals,
find the correlation with performance.
Outcome Expected
Identify sales rep with negative/non-actionable entries and
suggest course correction.
Predict target billing rates for Commercial negotiations
Business Issue
At times, clients need ball-park billing rates to move the
communication forward.
Model
Based on skills, geographical area, relationship history
with the client, past margins/spread/GPM provide deal size against a requirement, the sales rep who can use it to negotiate with the client
Outcome Expected
An algorithm based output to give target billing rates will
help in more and faster deal closures
Prioritize Top Contacts
Business Issue
Top contacts with historically high yield (deal size, horizontal and vertical expansion) needs focus
Model
Based on past deal trends, contact journal mining (positive
business terms) and relationship status prioritize top contacts
Outcome Expected
Focus on relationship building with top contacts.
Predict/spot cost to Serve an account
Business Issue
The costs are not apportioned adequately with the business
outcome, which does not allow timely process change or technological
intervention
Model
Based on past expenses, provide cost per deal closure and cost to
service deal
Outcome Expected
Pinpoint the reasons for cost escalation or margin/spread
dilution.
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