Multi-Horizon Account Propensity
Monthly-granularity refactor of the Account Propensity model, enabling month-level account prioritization alongside quarterly scores.
Akash Sharma
Primary Owner
The Problem
Quarterly propensity scoring didn't align with monthly pipeline planning cycles used by sales and marketing operations teams.
What Was Built
Refactored Account Propensity Model (P09) to score conversion likelihood at monthly granularity, producing month-level priority buckets that complement the quarterly 3-month propensity scores.
Business Impact
Enabled monthly-resolution account prioritization, bridging quarterly ML scoring with monthly operational planning cycles.
Related Propensity & Scoring Projects
Account Propensity Model
Dual propensity scoring system assigning Base Fit (long-term ICP fit) and 3-Month (short-term conversion likelihood) scores to every account.
Lead Propensity Model
Scores each lead's conversion likelihood across four quarter horizons (CQ/NQ/NQ+1/NQ+2) using engagement patterns and journey sequences.
Opportunity Propensity Model
Predicts each opportunity's close likelihood per quarter, replacing static CRM probability fields with dynamically scored multi-quarter estimates.