PREDICTIVE MODEL OF RECURRING REVENUE OPPORTUNITIES
A set of offers for renewal of service assets within a sales period can be differentiated. A set of parameters representative of each offer in the set of offers can be analyzed. The set of parameters can include at least one user-provided constraint on an expected outcome of each offer. A predicted outcome can be calculated for the set of offers based on an applied predictive model using the set of parameters as inputs. The at least one constraint for at least one offer of the set of offers can be updated based on at least one sales outcome occurring during the sales period, and a predicted outcome for the set of offers can be recalculated based on the set of parameters comprising the updated at least one constraint. Related methods, systems, and computer program products are described.
1 . A computer program product comprising a machine-readable medium storing instructions that, when executed by at least one programmable processor, cause the at least one programmable processor to perform operations comprising:
differentiating a set of offers for renewal of service assets within a sales period;
analyzing a set of parameters representative of each offer in the set of offers, the set of parameters comprising at least one user-provided constraint on an expected outcome of each offer;
calculating a predicted outcome for the set of offers based on an applied predictive model using the set of parameters as inputs;
updating the at least one constraint for at least one offer of the set of offers based on at least one sales outcome occurring during the sales period; and
recalculating a predicted outcome for the set of offers based on the set of parameters comprising the updated at least one constraint.
2 . A computer program product as in claim 1 , wherein the differentiating is based at least in part on an expiration date of a service asset associated with each offer of the set of offers.
3 . A computer program product as in claim 1 , wherein the predictive model comprises determinations based on outcomes of other offers for renewal of service assets.
4 . A computer program product as in claim 1 , wherein the other offers comprise at least one of other offers within a given commercial entity or other offers across aggregated data generated by more than one commercial entity.
5 . A computer program product as in claim 1 , wherein the operations further comprise performing the calculating a plurality of times to test different possible sales approaches by altering the set of parameters and iterating to identify a set of best practices based on historical sales data.
6 . A computer program product as in claim 1 , wherein the set of parameters comprise at least one of a timing of a first contact by a sales representative with a customer relative to a current service asset expiration date, and a time elapsed in a sales process from the first contact by a sales representative to delivery of a quote.
7 . A system comprising:
at least one programmable processor; and
a machine-readable medium storing instructions that, when executed by the at least one programmable processor, cause the at least one programmable processor to perform operations comprising:
differentiating a set of offers for renewal of service assets within a sales period;
analyzing a set of parameters representative of each offer in the set of offers, the set of parameters comprising at least one user-provided constraint on an expected outcome of each offer;
calculating a predicted outcome for the set of offers based on an applied predictive model using the set of parameters as inputs;
updating the at least one constraint for at least one offer of the set of offers based on at least one sales outcome occurring during the sales period; and
recalculating a predicted outcome for the set of offers based on the set of parameters comprising the updated at least one constraint.
8 . A system as in claim 7 , wherein the differentiating is based at least in part on an expiration date of a service asset associated with each offer of the set of offers.
9 . A system as in claim 7 , wherein the predictive model comprises determinations based on outcomes of other offers for renewal of service assets.
10 . A system as in claim 7 , wherein the other offers comprise at least one of other offers within a given commercial entity or other offers across aggregated data generated by more than one commercial entity.
11 . A system as in claim 7 , wherein the operations further comprise performing the calculating a plurality of times to test different possible sales approaches by altering the set of parameters and iterating to identify a set of best practices based on historical sales data.
12 . A system as in claim 7 , wherein the set of parameters comprise at least one of a timing of a first contact by a sales representative with a customer relative to a current service asset expiration date, and a time elapsed in a sales process from the first contact by a sales representative to delivery of a quote.
13 . A computer implemented method comprising:
at least one programmable processor; and
a machine-readable medium storing instructions that, when executed by the at least one programmable processor, cause the at least one programmable processor to perform operations comprising:
differentiating a set of offers for renewal of service assets within a sales period;
analyzing a set of parameters representative of each offer in the set of offers, the set of parameters comprising at least one user-provided constraint on an expected outcome of each offer;
calculating a predicted outcome for the set of offers based on an applied predictive model using the set of parameters as inputs;
updating the at least one constraint for at least one offer of the set of offers based on at least one sales outcome occurring during the sales period; and
recalculating a predicted outcome for the set of offers based on the set of parameters comprising the updated at least one constraint.
14 . A computer implemented method as in claim 13 , wherein the differentiating is based at least in part on an expiration date of a service asset associated with each offer of the set of offers.
15 . A computer implemented method as in claim 13 , wherein the predictive model comprises determinations based on outcomes of other offers for renewal of service assets.
16 . A computer implemented method as in claim 13 , wherein the other offers comprise at least one of other offers within a given commercial entity or other offers across aggregated data generated by more than one commercial entity.
17 . A computer implemented method as in claim 13 , wherein the operations further comprise performing the calculating a plurality of times to test different possible sales approaches by altering the set of parameters and iterating to identify a set of best practices based on historical sales data.
18 . A computer implemented method as in claim 13 , wherein the set of parameters comprise at least one of a timing of a first contact by a sales representative with a customer relative to a current service asset expiration date, and a time elapsed in a sales process from the first contact by a sales representative to delivery of a quote.