Phase I: Develop Your Predictive Model
We believe data science is the most reliable way to predict revenue results.
Historically the data fueling analysis came from two primary sources, digital engagement and system captured human feedback. While these sources are still critically important, an untapped source has yet to be utilized at scale - human to human call interactions.
Yes, there are many tools boasting the capability to record and even summarize a call, but the value of the interaction has never been quantified at scale. With AI and machine learning tools reaching maturity, we now have an opportunity to evaluate and grade the phone interactions of sales teams bringing a new source data into predictive analytics.
Opportunity Autopsy
Breaking new ground can be exciting and incredibly rewarding however, a new approach is not without risk. To mitigate this risk, we start with a focused proof of concept analysis. By gathering your sales call recordings and CRM data, we evaluate positive and negative outcomes to create the first version of a custom linguistics dictionary. This custom dictionary serves as the basis for your custom predictive model.
This analysis includes:
Discovery Assessment
To further ensure the partnership with Structure Digital creates accurate and impactful results for your organization, we execute a discovery assessment in parallel with the opportunity autopsy. The assessment evaluates key areas of your business across strategy, process, and technology to ensure we have the necessary context to develop a truly predictive model.
Potential Areas of assessment include:
Application & Research Recommendations
This exercise reveals the value of further research on the accuracy of the predictive model. Leveraging these key pieces of information, we will create a prioritized roadmap of the highest impact research to support the evolution of the predictive model.
Recommendations Include:
- Extended quantitative and qualitative research roadmap to improve predictive accuracy.
- Testing opportunities including new sales approaches, talk tracks targeted at specific loss pathways, and messaging and positioning opportunities.
Our buyer is highly technical so our sales cycles are longer than average. Having a rating for trust, value, and pain is super valuable as we’re investing a ton of time into pipeline. We can see a dashboard of where we’re making progress and where we’re wasting time.
Josh Wagner
Chief Revenue Officer
