Propensity to Buy
60%
greater accuracy in predicting buying window
120+
direct sales
£42m
revenue achieved
The Ask
To bolster revenue and customer satisfaction, a luxury automotive manufacturer tasked us with designing a model that would predict when customers where likely to buy a new vehicle.
Our Solution
Our experts designed an algorithm to cleanse the customer base and harmonise data, tailored individual predictive ML models for each customer segment’s unique behaviour, and improved data collection resulting in higher quality data and consequently better models.
We then built a tool that captured existing data streams, including test drives, vehicle mileage, events attendance and browsing history. Linked to the CRM, this notified the sales team of the likely buying window. To round of the project, the team performed regular evaluations and improved the model by comparing its accuracy against a control group.
Impact
The customer targeting engine predicted the exact buying window with 60% greater accuracy than any previous attempts.
Sales opportunities and conversions increased - more than 120 sales were a direct result of the project – delivering £42m in revenue since 2019.