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Churn prediction in Sales Analytics

  • June 23, 2023
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Meet the Author : Mr. Bharani Kumar

Bharani Kumar Depuru is a well known IT personality from Hyderabad. He is the Founder and Director of Innodatatics Pvt Ltd and 360DigiTMG. Bharani Kumar is an IIT and ISB alumni with more than 17 years of experience, he held prominent positions in the IT elites like HSBC, ITC Infotech, Infosys, and Deloitte. He is a prevalent IT consultant specializing in Industrial Revolution 4.0 implementation, Data Analytics practice setup, Artificial Intelligence, Big Data Analytics, Industrial IoT, Business Intelligence and Business Management. Bharani Kumar is also the chief trainer at 360DigiTMG with more than Ten years of experience and has been making the IT transition journey easy for his students. 360DigiTMG is at the forefront of delivering quality education, thereby bridging the gap between academia and industry.

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Introduction

One of the crucial components of any domain's analytics is churn prediction, particularly for sales analysis. Churn, a phrase used in business, refers to customers who cease using specific goods or services. One of the crucial measures for assessing an organization's success rate is churn prediction. Customers are unsatisfied with certain organisations' goods or services if the firm has a high turnover rate. They therefore used to approach rivals. The churn rate informs us of the number of clients departing your company. Therefore, the turnover rate has a direct influence on the company's revenue. It is challenging to win back a consumer once they have left the firm. In some cases, clients never even return. Therefore, it is important for every organisation to take the necessary precautions to guarantee that the churn rate is kept low and to maintain the monitoring and assessment necessary to keep the client inside the company.

Churn prediction use cases

The customer churn prediction method is varying from Company strategies, entire operational flow, and data architecture. So the prediction model should be suited to the company’s wants and vision and expectations. Some of the below use cases in Sales.

1. Retail - for example, customers have recently switched to competitor products.

2. Subscription-based method – For example, an amazon customer’s group switched to a Netflix subscription.

3. Financial products - banking. Insurance and mortgage companies sell products.

4. Telecommunications - In telecom industries customers change from one network to another network. So this also will affect the sales of the company.

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Designs of churn predictions flow

By using the methods listed below, we may attempt to transform generic structures used in data science into ML scope architecture.

1. Specify the issue and objective:

We are taking this project on since we are all aware that the first step in every project is to grasp the business challenge. For initiatives involving data science, this is not unusual. Having a deeper knowledge of the issue and the company's objectives will be the first steps in our procedure.

2. Data origin:

Accessing the data source should be the next action. The data set may have any shape and come from any number of sources. As a result, we must be clear about how and where we collected our data. Therefore, we must specify our data collection and our sources. Customer feedback, analytical consulting, and CRM are a few common data sources.

3.Data preparation and exploration:

Because the data was gathered from outside sources, it is not in a format that machine learning algorithms can use. Thus, a high error model will result. Therefore, in order to prevent such occurrences, the data must be translated into a format compatible with machine learning algorithms. The accuracy of any model in machine learning techniques will thus benefit from this.

4. Modeling & Testing :

Another essential component of machine learning approaches is modelling and testing. In this stage, we select the model that will forecast the rate of client turnover or their purchasing behaviour. Model evaluation is necessary after model construction to determine if the model provides excellent accuracy or not.

5. Deployment & Monitoring :

This is the last step of machine learning approaches to anticipate the churn rate predictions. We may advance to this phase after we are pleased with the accuracy. The best model will be submitted to production at this point. The programme can then be integrated with it.

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