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ML-based Optimizer to Streamline Territory and Quota Planning Processes for a Fortune 500 Software Company specializing in 3D Design and Engineering Solutions

SPM- Quota Management

ML-based Optimizer to Streamline Territory and Quota Planning Processes for a Fortune 500 Software Company specializing in 3D Design and Engineering Solutions

Desafío

  • Challenges in setting sales targets.

  • Tedious quota assigning and calculation process.

  • Absence of a uniform platform for planning and collaboration.

  • Lack of structured global territory planning and complex quota-setting process.

Solución

  • Designed allocation methodology to assign sales targets at regional level.

  • Implemented a tool to manage complex territory hierarchies for accounts.

  • Developed an ‘Optimizer’ engine to allocate accounts within sales portfolios.

  • Modeled new and renewed deal contact values and set up multiple deal scenarios.

Beneficios

  • Enhanced forecast accuracy.

  • Boosted in-staff/manager productivity.

  • Deployed intuitive interface and self-service tool​​.

  • Simplified territory management.

  • Optimized sales planning and performance.

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