6/13/2014 ? Data Preparation: The key was to build a 360 degree view of the Customer, from when they were a lead, turned into an opportunity & when they closed business & how they renewed, along with various other indicators. ? Predictive/Prescriptive Modeling: Usage of ML techniques to identify the best fit modeling technique and having a thorough understanding of the business/sales goals to build the prescriptive layer to translate the Predi

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