A carregar...
Publicação
Selecting accounts in A B2B context: a data-driven approach
| Nome: | Descrição: | Tamanho: | Formato: | |
|---|---|---|---|---|
| 1.24 MB | Adobe PDF |
Autores
Orientador(es)
Resumo(s)
The process of selecting accounts in the Business-to-Business context has been mainly reliant on the gut feeling of the sales personnel. With the emergence of advanced analytics and vast volumes of data, this panorama is changing. This project presents an end-to-end pipeline to assess the propensity to buy of an account, before there is any interaction between the parts. It covers the challenges faced throughout the implementation of a data-driven approach in the cloud industry. The results indicate that it is possible to properly rank accounts in order to better allocate the resources of the company, even though a proper baseline comparison is missing.
Descrição
Palavras-chave
Data-drivendecision making Outsystems Account selection Business-to-business (B2b) Machine learning