A Generalized Flow for B2B Sales Predictive Modeling: An Azure Machine Learning Approach

-- Predicting s ales opportunities outcome is a core to successful business management and revenue forecasting . Conventionally, this prediction has relied mostly on subjective human evaluations in the process of business to business (B2B) sales decision making. Here, we proposed a practical Machine Learning (ML) workflow to empower B2B sales outcome (win/lose) pre diction within a cloud - based computing platform: Microsoft Azure Machine Learning Service (Azure ML). This workflow consists of two pipelines: 1) a n ML pipeline that trains probabilistic predictive models in parallel on the closed sales opportunities data enhanced with an extensive feature engineering procedure for automated selection and parameterization of an optimal ML model and 2) a Prediction pipeline that uses the optimal ML model to estimate the likelihood of win n ing new sales opportunities as well a s predicting their outcome using optimized decision boundaries. The p erformance of the proposed workflow was evaluated on a real sales dataset of a B2B consulting firm. In the Business to Business (B2B) commerce, companies compete to win high - valued sales opportunities to maximize their profitability. In this regard, a key factor for maintain ing a successful B2B business is the task of determining the outcome of sales opportunities.