The Indian Dental Academy is the Leader in continuing dental education , training dentists in all aspects of dentistry and
offering a wide range of dental certified courses in different formats.for more details please visit
www.indiandentalacademy.com
Indian Dental Academy: will be one of the most relevant and exciting training center with best faculty and flexible training programs for dental professionals who wish to advance in their dental practice,Offers certified courses in Dental implants,Orthodontics,Endodontics,Cosmetic Dentistry, Prosthetic Dentistry, Periodontics and General Dentistry.
The Indian Dental Academy is the Leader in continuing dental education , training dentists in all aspects of dentistry and
offering a wide range of dental certified courses in different formats.for more details please visit
www.indiandentalacademy.com
The Indian Dental Academy is the Leader in continuing dental education , training dentists in all aspects of dentistry and
offering a wide range of dental certified courses in different formats.for more details please visit
www.indiandentalacademy.com
Indian Dental Academy: will be one of the most relevant and exciting training center with best faculty and flexible training programs for dental professionals who wish to advance in their dental practice,Offers certified courses in Dental implants,Orthodontics,Endodontics,Cosmetic Dentistry, Prosthetic Dentistry, Periodontics and General Dentistry.
The Indian Dental Academy is the Leader in continuing dental education , training dentists in all aspects of dentistry and
offering a wide range of dental certified courses in different formats.for more details please visit
www.indiandentalacademy.com
Clasps in orthodontics /certified fixed orthodontic courses by Indian dental ...Indian dental academy
Welcome to Indian Dental Academy
The Indian Dental Academy is the Leader in continuing dental education , training dentists in all aspects of dentistry and offering a wide range of dental certified courses in different formats.
Indian dental academy has a unique training program & curriculum that provides students with exceptional clinical skills and enabling them to return to their office with high level confidence and start treating patients
Anatomy and physiology of denture bearing areas /certified fixed orthodontic...Indian dental academy
Welcome to Indian Dental Academy
The Indian Dental Academy is the Leader in continuing dental education , training dentists in all aspects of dentistry and offering a wide range of dental certified courses in different formats.
Indian dental academy has a unique training program & curriculum that provides students with exceptional clinical skills and enabling them to return to their office with high level confidence and start treating patients
State of the art comprehensive training-Faculty of world wide repute &Very affordable.
Properties of orthodontic wires /certified fixed orthodontic courses by India...Indian dental academy
The Indian Dental Academy is the Leader in continuing dental education , training dentists in all aspects of dentistry and offering a wide range of dental certified courses in different formats.
Indian dental academy provides dental crown & Bridge,rotary endodontics,fixed orthodontics,
Dental implants courses.for details pls visit www.indiandentalacademy.com ,or call
0091-9248678078
Activator , bionator /certified fixed orthodontic courses by Indian dental ac...Indian dental academy
The Indian Dental Academy is the Leader in continuing dental education , training dentists in all aspects of dentistry and offering a wide range of dental certified courses in different formats.
Indian dental academy provides dental crown & Bridge,rotary endodontics,fixed orthodontics,
Dental implants courses.for details pls visit www.indiandentalacademy.com ,or call
0091-9248678078
Elastics in orthodontics /certified fixed orthodontic courses by Indian denta...Indian dental academy
The Indian Dental Academy is the Leader in continuing dental education , training dentists in all aspects of dentistry and offering a wide range of dental certified courses in different formats.
Elastic impression materials /certified fixed orthodontic courses by Indian d...Indian dental academy
The Indian Dental Academy is the Leader in continuing dental education , training dentists in all aspects of dentistry and offering a wide range of dental certified courses in different formats.
Calcium metabolism/ oral surgery courses /certified fixed orthodontic courses...Indian dental academy
The Indian Dental Academy is the Leader in continuing dental education , training dentists in all aspects of dentistry and
offering a wide range of dental certified courses in different formats.for more details please visit
www.indiandentalacademy.com
Mandibular movements occur around the TMJ which is capable of making complex movements. Temporomandibular joint is the joint connecting your lower jaw and your skull.
The movements can be categorized as follows -
Basic movements
Excursive movements
Border movements
Functional movements
Parafunctional movements
Factors affecting mandibular movements are –
Condylar path / guidance
Opposing tooth contact and Anterior guidance
Neuromuscular control
The Indian Dental Academy is the Leader in continuing dental education , training dentists in all aspects of dentistry and
offering a wide range of dental certified courses in different formats.for more details please visit
www.indiandentalacademy.com
Composite resin /certified fixed orthodontic courses by Indian dental academy Indian dental academy
The Indian Dental Academy is the Leader in continuing dental education , training dentists in all aspects of dentistry and offering a wide range of dental certified courses in different formats.
Indian dental academy provides dental crown & Bridge,rotary endodontics,fixed orthodontics,
Dental implants courses.for details pls visit www.indiandentalacademy.com ,or call
0091-9248678078
Fixed functional appliances /certified fixed orthodontic courses by Indian de...Indian dental academy
The Indian Dental Academy is the Leader in continuing dental education , training dentists in all aspects of dentistry and offering a wide range of dental certified courses in different formats.
Indian dental academy provides dental crown & Bridge,rotary endodontics,fixed orthodontics,
Dental implants courses.for details pls visit www.indiandentalacademy.com ,or call
00919248678078
Damien Lefortier, Senior Machine Learning Engineer and Tech Lead in the Predi...MLconf
Machine Learning for Display Advertising @ Scale: In this talk, we will briefly introduce the display advertising marketplace, its stakeholders and the key performance metrics. We will then present the models we have developed at Criteo for bidding in real-time auctions, product recommendation, and look & feel optimization at scale (1B+ monthly users, 3B+ products in our catalog, and 30K ad displayed / sec at peak traffic). For these tasks, we’ve moved over time from predicting rare, binary events (clicks) to predicting very rare events (sales) and continuous events (sales amounts), all of them being quite noisy, and we’ll discuss the different methods that we have tried to build these models (such as generalized linear models, trees or factorization machines). We’ll continue by discussing how we evaluate these models both offline and online. We will describe the infrastructure for large-scale distributed data processing that these algorithms rely upon and discuss different optimization techniques we have experimented with (such as SGD, L-BFGS, SVRG). Finally, we will conclude with future areas of research and discuss open challenges we are currently facing.”
Clasps in orthodontics /certified fixed orthodontic courses by Indian dental ...Indian dental academy
Welcome to Indian Dental Academy
The Indian Dental Academy is the Leader in continuing dental education , training dentists in all aspects of dentistry and offering a wide range of dental certified courses in different formats.
Indian dental academy has a unique training program & curriculum that provides students with exceptional clinical skills and enabling them to return to their office with high level confidence and start treating patients
Anatomy and physiology of denture bearing areas /certified fixed orthodontic...Indian dental academy
Welcome to Indian Dental Academy
The Indian Dental Academy is the Leader in continuing dental education , training dentists in all aspects of dentistry and offering a wide range of dental certified courses in different formats.
Indian dental academy has a unique training program & curriculum that provides students with exceptional clinical skills and enabling them to return to their office with high level confidence and start treating patients
State of the art comprehensive training-Faculty of world wide repute &Very affordable.
Properties of orthodontic wires /certified fixed orthodontic courses by India...Indian dental academy
The Indian Dental Academy is the Leader in continuing dental education , training dentists in all aspects of dentistry and offering a wide range of dental certified courses in different formats.
Indian dental academy provides dental crown & Bridge,rotary endodontics,fixed orthodontics,
Dental implants courses.for details pls visit www.indiandentalacademy.com ,or call
0091-9248678078
Activator , bionator /certified fixed orthodontic courses by Indian dental ac...Indian dental academy
The Indian Dental Academy is the Leader in continuing dental education , training dentists in all aspects of dentistry and offering a wide range of dental certified courses in different formats.
Indian dental academy provides dental crown & Bridge,rotary endodontics,fixed orthodontics,
Dental implants courses.for details pls visit www.indiandentalacademy.com ,or call
0091-9248678078
Elastics in orthodontics /certified fixed orthodontic courses by Indian denta...Indian dental academy
The Indian Dental Academy is the Leader in continuing dental education , training dentists in all aspects of dentistry and offering a wide range of dental certified courses in different formats.
Elastic impression materials /certified fixed orthodontic courses by Indian d...Indian dental academy
The Indian Dental Academy is the Leader in continuing dental education , training dentists in all aspects of dentistry and offering a wide range of dental certified courses in different formats.
Calcium metabolism/ oral surgery courses /certified fixed orthodontic courses...Indian dental academy
The Indian Dental Academy is the Leader in continuing dental education , training dentists in all aspects of dentistry and
offering a wide range of dental certified courses in different formats.for more details please visit
www.indiandentalacademy.com
Mandibular movements occur around the TMJ which is capable of making complex movements. Temporomandibular joint is the joint connecting your lower jaw and your skull.
The movements can be categorized as follows -
Basic movements
Excursive movements
Border movements
Functional movements
Parafunctional movements
Factors affecting mandibular movements are –
Condylar path / guidance
Opposing tooth contact and Anterior guidance
Neuromuscular control
The Indian Dental Academy is the Leader in continuing dental education , training dentists in all aspects of dentistry and
offering a wide range of dental certified courses in different formats.for more details please visit
www.indiandentalacademy.com
Composite resin /certified fixed orthodontic courses by Indian dental academy Indian dental academy
The Indian Dental Academy is the Leader in continuing dental education , training dentists in all aspects of dentistry and offering a wide range of dental certified courses in different formats.
Indian dental academy provides dental crown & Bridge,rotary endodontics,fixed orthodontics,
Dental implants courses.for details pls visit www.indiandentalacademy.com ,or call
0091-9248678078
Fixed functional appliances /certified fixed orthodontic courses by Indian de...Indian dental academy
The Indian Dental Academy is the Leader in continuing dental education , training dentists in all aspects of dentistry and offering a wide range of dental certified courses in different formats.
Indian dental academy provides dental crown & Bridge,rotary endodontics,fixed orthodontics,
Dental implants courses.for details pls visit www.indiandentalacademy.com ,or call
00919248678078
Damien Lefortier, Senior Machine Learning Engineer and Tech Lead in the Predi...MLconf
Machine Learning for Display Advertising @ Scale: In this talk, we will briefly introduce the display advertising marketplace, its stakeholders and the key performance metrics. We will then present the models we have developed at Criteo for bidding in real-time auctions, product recommendation, and look & feel optimization at scale (1B+ monthly users, 3B+ products in our catalog, and 30K ad displayed / sec at peak traffic). For these tasks, we’ve moved over time from predicting rare, binary events (clicks) to predicting very rare events (sales) and continuous events (sales amounts), all of them being quite noisy, and we’ll discuss the different methods that we have tried to build these models (such as generalized linear models, trees or factorization machines). We’ll continue by discussing how we evaluate these models both offline and online. We will describe the infrastructure for large-scale distributed data processing that these algorithms rely upon and discuss different optimization techniques we have experimented with (such as SGD, L-BFGS, SVRG). Finally, we will conclude with future areas of research and discuss open challenges we are currently facing.”
Embracing a Taxonomy of Types to Simplify Machine Learning with Leah McGuireDatabricks
Salesforce has created a machine learning framework on top of Spark ML that builds personalized models for businesses across a range of applications. Hear how expanding type information about features has allowed them to deal with custom datasets with good results.
By building a platform that automatically does feature engineering on rich types (e.g. Currency and Percentages rather than Doubles; Phone Numbers and Email Addresses rather than Strings), they have automated much of the work that consumes most data scientists’ time. Learn how you can do the same by building a single model outline based on the application, and then having the framework customize it for each customer.
Slide deck of my DyanmicsPower! Brussels session.
Session description:
AI Builder is here!
The Citizen Developer style tool to easily add Artificial Intelligence to your PowerApps and Flows.
In this session we will take a deep dive into this great new tool in the Power Platform stack. How to build your own models and how to embed them in your apps and flows.
We will look at the what is possible, but also what are the limits and boundaries you need to take in consideration.
We will cover best practices and tips and tricks.
In a nutshell: everything you need to know to get started yourself.
Transforming B2B Sales with Spark-Powered Sales Intelligence with Songtao Guo...Databricks
B2B sales intelligence has become an integral part of LinkedIn’s business to help companies optimize resource allocation and design effective sales and marketing strategies. This new trend of data-driven approaches has “sparked” a new wave of AI and ML needs in companies large and small. Given the tremendous complexity that arises from the multitude of business needs across different verticals and product lines, Apache Spark, with its rich machine learning libraries, scalable data processing engine and developer-friendly APIs, has been proven to be a great fit for delivering such intelligence at scale.
See how Linkedin is utilizing Spark for building sales intelligence products. This session will introduce a comprehensive B2B intelligence system built on top of various open source stacks. The system puts advanced data science to work in a dynamic and complex scenario, in an easily controllable and interpretable way. Balancing flexibility and complexity, the system can deal with various problems in a unified manner and yield actionable insights to empower successful business. You will also learn about some impactful Spark-ML powered applications such as prospect prediction and prioritization, churn prediction, model interpretation, as well as challenges and lessons learned at LinkedIn while building such platform.
Spark summit 2017- Transforming B2B sales with Spark powered sales intelligenceWei Di
B2B sales intelligence has become an integral part of LinkedIn’s business to help companies optimize resource allocation and design effective sales and marketing strategies. This new trend of data-driven approaches has “sparked” a new wave of AI and ML needs in companies large and small. Given the tremendous complexity that arises from the multitude of business needs across different verticals and product lines, Apache Spark, with its rich machine learning libraries, scalable data processing engine and developer-friendly APIs, has been proven to be a great fit for delivering such intelligence at scale.
See how Linkedin is utilizing Spark for building sales intelligence products. This session will introduce a comprehensive B2B intelligence system built on top of various open source stacks. The system puts advanced data science to work in a dynamic and complex scenario, in an easily controllable and interpretable way. Balancing flexibility and complexity, the system can deal with various problems in a unified manner and yield actionable insights to empower successful business. You will also learn about some impactful Spark-ML powered applications such as prospect prediction and prioritization, churn prediction, model interpretation, as well as challenges and lessons learned at LinkedIn while building such platform.
Building Wall St Risk Systems with Apache GeodeAndre Langevin
In this talk from the 2016 Apache Geode Summit, I discuss how Geode forms the core of many Wall Street derivative risk solutions. By externalizing risk from trading systems, Geode-based solutions provide cross-product risk management at speeds suitable for automated hedging, while simultaneously eliminating the back office costs associated with traditional trading system based solutions.
#GeodeSummit - Wall St. Derivative Risk Solutions Using GeodePivotalOpenSourceHub
In this talk, Andre Langevin discusses how Geode forms the core of many Wall Street derivative risk solutions. By externalizing risk from trading systems, Geode-based solutions provide cross-product risk management at speeds suitable for automated hedging, while simultaneously eliminating the back office costs associated with traditional trading system based solutions.
Transforming B2B Sales with Spark Powered Sales IntelligenceSongtao Guo
This is the presentation we delivered in Spark Summit 2017, San Francisco
Title: Transforming B2B Sales with Spark Powered Sales Intelligence
Presenters: Songtao Guo and Wei Di
It gives an overview of our Apache Spark powered B2B intelligence engine we developed at Linkedin and its use cases.
From 6 hours to 1 minute... in 2 days! How we managed to stream our (long) Ha...Dataconomy Media
Hadoop jobs are great to compute and aggregate tons of data. However, getting a feedback from batches can take up to hours depending on the workflow. In some contexts, a minute of latency to get the feedback can cost money. At Big Data Berlin on April 30th, Sofian talked about how Criteo switched from a batch-only architecture to a lambda architecture during our internal Hackathon.
How we reduced our Hadoop batch processing time from 6 hours to 1 minute by implementing a Lambda Architecture with the addition of Storm and Twitter's SummingBird during our internal hackathon.
Analysis insight about a Flyball dog competition team's performanceroli9797
Insight of my analysis about a Flyball dog competition team's last year performance. Find more: https://github.com/rolandnagy-ds/flyball_race_analysis/tree/main
06-04-2024 - NYC Tech Week - Discussion on Vector Databases, Unstructured Data and AI
Discussion on Vector Databases, Unstructured Data and AI
https://www.meetup.com/unstructured-data-meetup-new-york/
This meetup is for people working in unstructured data. Speakers will come present about related topics such as vector databases, LLMs, and managing data at scale. The intended audience of this group includes roles like machine learning engineers, data scientists, data engineers, software engineers, and PMs.This meetup was formerly Milvus Meetup, and is sponsored by Zilliz maintainers of Milvus.
Techniques to optimize the pagerank algorithm usually fall in two categories. One is to try reducing the work per iteration, and the other is to try reducing the number of iterations. These goals are often at odds with one another. Skipping computation on vertices which have already converged has the potential to save iteration time. Skipping in-identical vertices, with the same in-links, helps reduce duplicate computations and thus could help reduce iteration time. Road networks often have chains which can be short-circuited before pagerank computation to improve performance. Final ranks of chain nodes can be easily calculated. This could reduce both the iteration time, and the number of iterations. If a graph has no dangling nodes, pagerank of each strongly connected component can be computed in topological order. This could help reduce the iteration time, no. of iterations, and also enable multi-iteration concurrency in pagerank computation. The combination of all of the above methods is the STICD algorithm. [sticd] For dynamic graphs, unchanged components whose ranks are unaffected can be skipped altogether.
Learn SQL from basic queries to Advance queriesmanishkhaire30
Dive into the world of data analysis with our comprehensive guide on mastering SQL! This presentation offers a practical approach to learning SQL, focusing on real-world applications and hands-on practice. Whether you're a beginner or looking to sharpen your skills, this guide provides the tools you need to extract, analyze, and interpret data effectively.
Key Highlights:
Foundations of SQL: Understand the basics of SQL, including data retrieval, filtering, and aggregation.
Advanced Queries: Learn to craft complex queries to uncover deep insights from your data.
Data Trends and Patterns: Discover how to identify and interpret trends and patterns in your datasets.
Practical Examples: Follow step-by-step examples to apply SQL techniques in real-world scenarios.
Actionable Insights: Gain the skills to derive actionable insights that drive informed decision-making.
Join us on this journey to enhance your data analysis capabilities and unlock the full potential of SQL. Perfect for data enthusiasts, analysts, and anyone eager to harness the power of data!
#DataAnalysis #SQL #LearningSQL #DataInsights #DataScience #Analytics
Levelwise PageRank with Loop-Based Dead End Handling Strategy : SHORT REPORT ...Subhajit Sahu
Abstract — Levelwise PageRank is an alternative method of PageRank computation which decomposes the input graph into a directed acyclic block-graph of strongly connected components, and processes them in topological order, one level at a time. This enables calculation for ranks in a distributed fashion without per-iteration communication, unlike the standard method where all vertices are processed in each iteration. It however comes with a precondition of the absence of dead ends in the input graph. Here, the native non-distributed performance of Levelwise PageRank was compared against Monolithic PageRank on a CPU as well as a GPU. To ensure a fair comparison, Monolithic PageRank was also performed on a graph where vertices were split by components. Results indicate that Levelwise PageRank is about as fast as Monolithic PageRank on the CPU, but quite a bit slower on the GPU. Slowdown on the GPU is likely caused by a large submission of small workloads, and expected to be non-issue when the computation is performed on massive graphs.
Adjusting primitives for graph : SHORT REPORT / NOTESSubhajit Sahu
Graph algorithms, like PageRank Compressed Sparse Row (CSR) is an adjacency-list based graph representation that is
Multiply with different modes (map)
1. Performance of sequential execution based vs OpenMP based vector multiply.
2. Comparing various launch configs for CUDA based vector multiply.
Sum with different storage types (reduce)
1. Performance of vector element sum using float vs bfloat16 as the storage type.
Sum with different modes (reduce)
1. Performance of sequential execution based vs OpenMP based vector element sum.
2. Performance of memcpy vs in-place based CUDA based vector element sum.
3. Comparing various launch configs for CUDA based vector element sum (memcpy).
4. Comparing various launch configs for CUDA based vector element sum (in-place).
Sum with in-place strategies of CUDA mode (reduce)
1. Comparing various launch configs for CUDA based vector element sum (in-place).
4. DATA SCIENCE @ C9!
• Opportunity Scoring!
• What is Pr(win) for this deal?!
• What is Pr(win in quarter) for this deal?!
• How does this compare to sales team commits?!
• Which deals can we influence most?!
• Forecasting!
• How much will we close this quarter?!
5. SALES PIPELINES & OPPORTUNITIES!
• Opportunities are temporal creatures; while ‘open’ they proceed through a number of observations
and terminate in one of a discrete set of ‘closed’ states – typically won or lost!
• Usually they proceed through ‘stages’, except:!
• An opportunity can be entered into the CRM system as closed (no open observations)!
• Stages are only a partial order - can skip / revisit stages!
• Can be re-opened after closed!
• As the opportunity evolves, we get more and more data about the opportunity!
• A pipeline is a set of open opportunities!
Lead
created!
Stage:
Qualifying!
Email
sent!
Email sent:
response!
Amount=
$1000! Call!
Stage:
demo!
Meeting! Demo!
Push
close
date!
Stage:
negotiation!
Closed/
won!
Reopened
Amount=
$2000!
Closed/won!
7. ANATOMY OF AN OPPTY!
Pushed out
Pulled back
in
Final outcome:
won
Committed
here (by the
sales rep)
8. ANATOMY OF AN OPPTY!
Pushed out
Pulled back
in
Final outcome:
won
Committed
here (by the
sales rep)
Predicted
won from
the start
Predicted won
in the correct
quarter
9. PREDICTIVE ENGINE!
Build a fine-grained
history of closed
opportunities
• Cleaning!
• Preprocessing!
• Featurizing!
• ~10 GB/customer!
• ~ 1M training rows!
!
1,000s of raw
signals per
opportunity
• Structured (CRM, ERP)!
• Unstructured (NLP)!
• Firmographic!
• Gov sources!
• SEC filings!
• Crunchbase!
• …!
!
Identify historic deals
with similar behavior
Continuously re-score
opportunities as they
evolve
Update model as
opportunities close
• Fully-automated model rebuilding and scoring platform!
• Model input features:!
• Historic observations of opportunity!
• Sales-specific features e.g. momentum!
• Temporal features e.g. std(amount over last 30 days)!
• Industry-wide features e.g. avg_sales_cycle(target)!
• Continuously cross-validated model tuning!
• Extensible, scalable platform using Hadoop (HDFS), Python!
10. Win/Loss Model (Random Forest)
Estimate Pr(win)
Duration Model (Poisson Regression)
Estimate Pr(win in quarter)
Influencer Model (Linear)
Positive/Negative Drivers
• Standard Features
• Temporal Features
• Derived Features
BEHIND THE SCORES!
14. sales team: good precision (~70-80%) but poor recall (~10-40%)!
C9 won precision ~ sales team won precision!
C9 won recall ~ 3 x sales team won recall!
First observation Last observation
precision recall f1 precision recall f1
C9 scoring 0.65 0.86 0.74 0.75 0.93 0.83
Commit 0.70 0.07 0.13 0.87 0.45 0.59
15.
16. FORECASTING: TOP-DOWN VS BOTTOM-UP!
Top-down: Predict current quarter based on
previous quarters!
!
Accounts for seasonality and trending!
!
Ignores state of current pipeline!
0.0e+002.5e+08
observed
5.0e+072.5e+08
trend
−5e+065e+06
seasonal
−1e+075e+06
2013.0 2013.2 2013.4 2013.6 2013.8 2014.0 2014.2 2014.4
random
Time
Decomposition of additive time series
Bottom-up: Predict current quarter based
on currently open pipeline!
!
Considers quality of deals in pipe!
!
Ignores trends, deals not in pipe!
$265,410!
$157,000
77%
$200,000
37%
$82,000
86%
+!
-!
+!
-!
17. HYBRID FORECASTING!
top down + bottom up!
20
40
60
11 10 9 8 7 6 5 4 3 2 1
Weeks to EOQ
Amount($M)
C9
Final Amount
Actual Amount
Amount Forecast
• Augment time-series model with
side information from bottom-up
model, e.g.:!
• Amount predicted to close
in current quarter!
• Average score of currently
open opportunities!
• Average predicted days to
close!
!
• Sometimes known as ARIMAX!
log(yt) ∼
12
i=1
log(yt−i) + log(x
(1)
t−12) + log(x
(2)
t−12) + log(x
(3)
t−12)
Editor's Notes
why is data science work @ c9 different to other MLaaS/BI/SaaS companies? it’s ML put to work for a specific application, using domain knowledge
Answering each of these questions uses different techniques
Let’s dig deeper into what goes into the scores.
We take more than 1,000 raw signals per opportunity – this is structured CRM data, unstructured text data (NLP), firmographic data including government sources (registration filings, credit unions, SEC filings), and other sources such as job postings, crunchbase, etc. This data is noisy so a lot of effort goes into cleaning and preparing this data, removing highly correlated subsets of fields, matching across tables, etc. Finally, this preprocessed data is transformed into a form that can be used for machine learning.
For each customer, we have a large, fine-grained history of closed opportunities, stored in a temporal database. Each customer will typically have around several GB of raw historical data.
The predictive model pipeline is fully automated and runs in production using HDFS, Java and Python.
The
This shows some of the detail surfaced by our predictive models for a specific opportunity.
We surface three main results:
Is the deal likely to win?
Is it likely to be win this quarter?
What are the main positive/negative influencers?
Can I win:
Random forest model, estimating Pr(win) regardless of time horizon
# signals ~ 200-500 raw fields, covering > 1000 signals after cleaning
Structured CRM data, NLP on unstructured data, ~30 government sources (registration filings, credit unions, SEC filings - # employees, revenue), crunchbase,
NLP
Can I win this quarter:
We construct a duration model that attempts to estimate the number of days until the opportunity will close, assuming the eventual outcome is a win. We then transform this into an estimate of Pr(win in quarter).
Key indicators:
We use a model to that takes in specific influencing features, such as ‘budget secured, deal momentum’ etc. It includes both standard features in CRM data (eg industry), but also domain-specific and temporal features (eg ‘momentum’, ‘amount is fluctuating’)
It then surfaces the 3 features that most strongly positively or negatively influence the overall score of the deal
Constructing these fields requires domain expertise – in knowing what measures are importance, and which are also actionable by the managers and sales reps
This shows clearly the temporal nature of an opportunity
Opportunities are (usually) either open/closed
Usually proceed through stages, but:
Can go straight to closed
Stages are only a partial order - can skip / revisit stages
Can be re-opened after closed
As the opportunity evolves, we get more and more data
A pipeline is a set of open opportunities
Let’s dig deeper into what goes into the scores.
We take more than 1,000 raw signals per opportunity – this is structured CRM data, unstructured text data (NLP), firmographic data including government sources (registration filings, credit unions, SEC filings), and other sources such as job postings, crunchbase, etc. This data is noisy so a lot of effort goes into cleaning and preparing this data, removing highly correlated subsets of fields, matching across tables, etc. Finally, this preprocessed data is transformed into a form that can be used for machine learning.
For each customer, we have a large, fine-grained history of closed opportunities, stored in a temporal database. Each customer will typically have around several GB of raw historical data.
The predictive model pipeline is fully automated and runs in production using HDFS, Java and Python.
The
This shows some of the detail surfaced by our predictive models for a specific opportunity.
We surface three main results:
Is the deal likely to win?
Is it likely to be win this quarter?
What are the main positive/negative influencers?
Can I win:
Random forest model, estimating Pr(win) regardless of time horizon
# signals ~ 200-500 raw fields, covering > 1000 signals after cleaning
Structured CRM data, NLP on unstructured data, ~30 government sources (registration filings, credit unions, SEC filings - # employees, revenue), crunchbase,
NLP
Can I win this quarter:
We construct a duration model that attempts to estimate the number of days until the opportunity will close, assuming the eventual outcome is a win. We then transform this into an estimate of Pr(win in quarter).
Key indicators:
We use a model to that takes in specific influencing features, such as ‘budget secured, deal momentum’ etc. It includes both standard features in CRM data (eg industry), but also domain-specific and temporal features (eg ‘momentum’, ‘amount is fluctuating’)
It then surfaces the 3 features that most strongly positively or negatively influence the overall score of the deal
Constructing these fields requires domain expertise – in knowing what measures are importance, and which are also actionable by the managers and sales reps
Let’s dig deeper into what goes into the scores.
We take more than 1,000 raw signals per opportunity – this is structured CRM data, unstructured text data (NLP), firmographic data including government sources (registration filings, credit unions, SEC filings), and other sources such as job postings, crunchbase, etc. This data is noisy so a lot of effort goes into cleaning and preparing this data, removing highly correlated subsets of fields, matching across tables, etc. Finally, this preprocessed data is transformed into a form that can be used for machine learning.
For each customer, we have a large, fine-grained history of closed opportunities, stored in a temporal database. Each customer will typically have around several GB of raw historical data.
The predictive model pipeline is fully automated and runs in production using HDFS, Java and Python.
The
This shows some of the detail surfaced by our predictive models for a specific opportunity.
We surface three main results:
Is the deal likely to win?
Is it likely to be win this quarter?
What are the main positive/negative influencers?
Can I win:
Random forest model, estimating Pr(win) regardless of time horizon
# signals ~ 200-500 raw fields, covering > 1000 signals after cleaning
Structured CRM data, NLP on unstructured data, ~30 government sources (registration filings, credit unions, SEC filings - # employees, revenue), crunchbase,
NLP
Can I win this quarter:
We construct a duration model that attempts to estimate the number of days until the opportunity will close, assuming the eventual outcome is a win. We then transform this into an estimate of Pr(win in quarter).
Key indicators:
We use a model to that takes in specific influencing features, such as ‘budget secured, deal momentum’ etc. It includes both standard features in CRM data (eg industry), but also domain-specific and temporal features (eg ‘momentum’, ‘amount is fluctuating’)
It then surfaces the 3 features that most strongly positively or negatively influence the overall score of the deal
Constructing these fields requires domain expertise – in knowing what measures are importance, and which are also actionable by the managers and sales reps
what’s the competition? reps’ commits
we have found that typically, sales people have good won precision (~70%) but poor recall (30-45%)
but they aren’t good at identifying _which_ deals will close
we can identify about 2x as many deals that will eventually win, at the start of the quarter
def f1(p,r): return 2.0*(p*r)/(p+r)
Many customers follow this pattern.
world’s most interesting salesman
Slide Objective: Present the unique capabilities of C9 OppScore, show those capabilities in the demo and then connect those capabilities to business benefit.
Questions: Let’s dive into the product. We’ll start by talking about how C9 OppScore helps reps determine which deals they should focus on and the specific actions they can take to improve the probability of winning.
How much quality coaching time do managers have with reps each week?
How do your reps prioritize which deals to pursue and how do they determine when to walk away?
How long does it take a new rep to ramp and what are you doing to enable new reps?
How do you ensure they reps are identify and execute on the sales strategies that have had the highest rate of success?
Talking Points:
C9 can help you address all of these points. In the next few minutes you’re going to see how C9 allows you understand how data science can be used to get reps focused on the right deals and applying the best actions to close those deals.
After the demo recap the business benefits
Slide Objective: Present the unique capabilities of C9 OppScore, show those capabilities in the demo and then connect those capabilities to business benefit.
Questions: Let’s dive into the product. We’ll start by talking about how C9 OppScore helps reps determine which deals they should focus on and the specific actions they can take to improve the probability of winning.
How much quality coaching time do managers have with reps each week?
How do your reps prioritize which deals to pursue and how do they determine when to walk away?
How long does it take a new rep to ramp and what are you doing to enable new reps?
How do you ensure they reps are identify and execute on the sales strategies that have had the highest rate of success?
Talking Points:
C9 can help you address all of these points. In the next few minutes you’re going to see how C9 allows you understand how data science can be used to get reps focused on the right deals and applying the best actions to close those deals.
After the demo recap the business benefits