Opportunity Propensity Model
Predicts each opportunity's close likelihood per quarter, replacing static CRM probability fields with dynamically scored multi-quarter estimates.
4
Quarter Horizons
Daily
Scoring Frequency
The Problem
CRM probability fields are manually set and rarely updated — they don't reflect actual close likelihood. Pipeline projections using these fields were systematically miscalibrated.
What Was Built
XGBoost Classifier trained on opportunity type, forecast category, stage timestamps, journey sequences, and close-date-relative temporal features. Scored daily across four quarter horizons. Feature selection via Feature Importance, Chi-squared, ANOVA F-test.
Business Impact
Improved pipeline readiness projections by replacing static CRM probability fields with daily ML-scored multi-quarter conversion likelihoods.
Tech Stack
Domain Tags
Details
- Role
- Primary Owner
- Status
- Production
- Tier
- Tier 1
- Period
- Apr 2022 – Dec 2024
- Employment
- ADA Asia