Our client is the sales and marketing group of a Fortune 100 technology company, with a worldwide footprint.
They needed a lead scoring model with a comprehensive view of the quality of their sales pipeline through a standardized approach of predicting win rates and risks, even as opportunities across different groups within the company differ in their conversion behavior. This would help them to focus sales efforts on opportunities that require attention and put out a reliable forecast of quarterly performance.
Trained the client sales managers in using the analytic dashboard(s) to prioritize sales actions.
The scoring model based analytics solution is now being used to prioritize USD 20B worth of opportunities in the client sales pipeline every quarter.