Challenges and solution
Capturing, assessing and processing a lead or a new customer request is time and resource consuming. The challenge is to assess these new opportunities and prioritise them based on factual information from the customer/lead, the product, the market segmentation and so on, instead of emotional discussions between sales and the assessment teams (estimated sales potential value, for example). adesso helped the client solve this issue by developing a machine learning model that scans the historical data from old flavour opportunities and generates a propensity to win for new ones.
adesso proposed and developed a solution to interpret the propensity to win value, giving both sales representatives and assessment teams more insights into the driving factors of the propensity to win.