Adapting predictive models for complex B2B data

Challenge:
You cannot simply apply AI to get insights from B2B data. We figured that predictive models could provide meaningful impact only if tailored to a company sales process and have manual “guardrails” controlled by RevOps.

Approach:
Serving public enterprises, we are developing a nested statistical model, enhanced with AI layer on top, to predict deal close dates. Such approach led to a high degree of accuracy and trust. We would like to share our learnings and exchange on ideas how to address challenges of B2B revenue analytics.