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Sales Forecasting: Machine Learning Solution to B2B Sales Opportunity Win-Propensity Computation

Lambert, Marina (2018) Sales Forecasting: Machine Learning Solution to B2B Sales Opportunity Win-Propensity Computation. Masters thesis, Dublin, National College of Ireland.

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Abstract

This research is focused on finding an optimal machine learning solution for computation of a sales win-propensity score for B2B software sales. Currently sales propensity scoring at opportunity level is a manual, time-consuming and subjective task carried out by a salesperson. Customised model stack involving Random Forests, GLM, boosting, trees, and neural networks is a proposed solution in this research. Unlike reviewed related works, research focused on developing an approach using open-source tools and commonly met sales variables, hence proposed solution can be lifted and re-purposed cross-industry. Integration of provided solution into CRM will allow for accuracy improvement in sales forecasting, result in better planning, more effective resource management, saving time and costs.

Item Type: Thesis (Masters)
Subjects: Q Science > QA Mathematics > Electronic computers. Computer science
T Technology > T Technology (General) > Information Technology > Electronic computers. Computer science

Q Science > QA Mathematics > Computer software
T Technology > T Technology (General) > Information Technology > Computer software
Divisions: School of Computing > Master of Science in Data Analytics
Depositing User: CAOIMHE NI MHAICIN
Date Deposited: 06 Nov 2018 11:01
Last Modified: 06 Nov 2018 11:01
URI: http://trap.ncirl.ie/id/eprint/3437

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