A Model for Clustering and Predicting Customer Behavior in a Structured Data Set
Journal Title: Journal of Economics, Finance and Management Studies - Year 2023, Vol 6, Issue 03
Abstract
The main goal of the work is to study the process of leads coring. In this paper, two ways of lead generation are explained – manual and using predictive models. This condones, per investigation, is the most efficient way to score a lead.The analytical review starts with an overview of existing lead scoring methods, describing each and comparing the pros and cons. There is an analytical comparison of the products that already exist on the market, such as HubSpot, Infer, PipeCandy and Maroon.ai. As a conclusion from this comparison, the effect of this study has a benefit in that it is a low-weight plugin with a significantly lower price than the market median. To provide a list of methods and algorithms used and describe why each was selected for a specific goal. Four aggregations were made to choose the best-fitting model, resulting in the LightGBM selection. There is a comprehensive description of the LighGBM features and math background, along with an explanation of GOSS. Also, after the model was selected, the set data manipulations were done, such as aggregation, class weight balance, tuning and exhaustive analysis, and correction of disbalance. In part to the results, there is an extensive analysis of the model performance after studying the data set and usage in a real-case CRM – Salesforce. As results showed – the created plugin can be easily integrated into any CRM solution using the native marketplaces or package-delivery systems.
Authors and Affiliations
Nataliya Boyko
Keywords
Related Articles
- EP ID EP726851
- DOI 10.47191/jefms/v6-i3-06
- Views 23
- Downloads 0
The Effect of Work Motivation, Work Discipline, And Work Environment on Lecturer Performance with Lecturer's Job Satisfaction as a Moderating Variable
Lecturers are educators at universities who are specially appointed for the purpose of teaching. The main mission of higher education is to develop and establish knowledge through the experience of the three dharmas of h...
Impact of Company Characteristics on Leverage of the Textile and Garment Sector in the Indonesia Stock Exchange
A company in running its business is always directed at predetermined goals, including maximizing profitability for the welfare of shareholders and company owners. Many factors can affect the profitability of a company....
Analysis of the Impact of System Quality, Safety Perception, and Price on the Level of Satisfaction of Pay-Later Service Users in the Gajah Mungkur Semarang Region
This study aims to determine the effect of system quality, perceived security, and price on pay-later user satisfaction in the Gajah Mungkur sub-district, Semarang, with an unknown population. Determining the number of s...
External Debt Burdens and Economic Growth: A Vector Error Correction Approach from Nigeria
This study examined the effect of external debt burden on the growth of Nigeria economy. Time series data was sourced from Central Bank of Nigeria Statistical Bulletin from 1986-2019. Nigeria real gross domestic was prox...
Predicting Bankruptcy on Oil Companies Before and After the Pandemic Using Two Altman's Z-Score Models. Industrial and Emerging Markets. Evidence from Greece
This paper is prepared with the aim of establishing whether there is a possible bankruptcy of the Greek oil companies Listed on the Athens Stock Exchange in the last six years 2016-2021. This period under consideration a...