Addressable Market and Lead Scoring Application
- A global healthcare consulting company wanted to bolster its GTM services by creating an ML-based addressable market estimation and lead prioritization platform
- The client needed to enhance its ability to identify and prioritize high-potential leads and opportunities to improve sales efficiency
- To configure, test, and deploy an ML-based addressable market and propensity model that could size and prioritize CRM leads to develop a more focused sales strategy
- Understood the current GTM methodology, its limitations, and the unmet needs of healthcare end-clients
- Collected and consolidated leads data from end-client CRM, web portal, 3P lead partners, and 3P company databases
- Trained and tested ML models for both addressable market sizing using sales/bookings data, and propensity scoring using historical win/loss data
- Selected the optimal price based on:
- – Selected the best-performing algorithm – logistic, random forest, ensemble, and NN
- Tested, automated, and deployed the solution in coordination with the application team
- Visualized outcomes on a dashboard that was integrated with the application
- The client monetized the application as a core offering for any GTM service
- New deployments took 7-8 weeks, with refreshes executed in 1 week
