Deal RADAR (Real-time Abandonment Detection and Recourse). Issue 5 (2nd September 2016)
- Record Type:
- Journal Article
- Title:
- Deal RADAR (Real-time Abandonment Detection and Recourse). Issue 5 (2nd September 2016)
- Main Title:
- Deal RADAR (Real-time Abandonment Detection and Recourse)
- Authors:
- Saxena, Nishant
Arumugam, Suresh
Roy, Chiranjiv - Abstract:
- Abstract: Almost every organization faces the challenge of static or declining revenue at some point in time. Smartuse of analytics can not only turn the tides in their favour but can also catalyze some astonishing discoveries.We elucidatethe same through 'Deal RADAR'. This paper first explains how we did data discovery by combining Naïve Bayes & Hunt's Classification Algorithmsto unearth a set of neglected deals from the big unstructured sales pipeline data.We named those deals as abandoned deals and showed how they were silently leading to loss of opportunities worth millions of dollars year-over-year. This paper then explains how Deal RADAR can be deployedtodetect potential leakages in-time for effective recourse, eventually culminating in additional revenue.Deal RADAR is builton SAS® using best in class statistical techniques like KNN &Mean of n-Mode Imputation, Proximity Based Outlier Detection and Multivariate Stepwise Logistic Regression.Deal RADAR can help you optimize your sales pipeline and can not only increase your revenue but also improve your return on investment.
- Is Part Of:
- Journal of information & optimization sciences. Volume 37:Issue 5(2016)
- Journal:
- Journal of information & optimization sciences
- Issue:
- Volume 37:Issue 5(2016)
- Issue Display:
- Volume 37, Issue 5 (2016)
- Year:
- 2016
- Volume:
- 37
- Issue:
- 5
- Issue Sort Value:
- 2016-0037-0005-0000
- Page Start:
- 819
- Page End:
- 838
- Publication Date:
- 2016-09-02
- Subjects:
- Pipeline Optimization -- Deal Abandonment -- Big Data -- Revenue Leakage -- Sales Pipeline -- Text Mining
Electronic data processing -- Periodicals
Information science -- Periodicals
Mathematical optimization -- Periodicals
519.6 - Journal URLs:
- http://www.tandfonline.com/toc/tios20/current ↗
http://www.tandfonline.com/action/journalInformation?show=aimsScope&journalCode=tios20 ↗ - DOI:
- 10.1080/02522667.2016.1191190 ↗
- Languages:
- English
- ISSNs:
- 0252-2667
- Deposit Type:
- Legaldeposit
- View Content:
- Available online (eLD content is only available in our Reading Rooms) ↗
- Physical Locations:
- British Library DSC - 5006.745000
British Library STI - ELD Digital store - Ingest File:
- 82.xml