Two Years of R&D and $30M of Investment in Advanced Machine Learning Analytics
Produces Industry’s Most Accurate Predictive Models
SAN MATEO, CA – June 9, 2014 –Today C9 unveiled C9 OppScoreTM, a powerful sales opportunity scoring and ranking service that enables sales teams to identify which deals in their current pipeline they will win—with over 80% accuracy. Early C9 OppScore deployments have identified more than twice as many winnable opportunities as conventional forecasting systems based on sales rep commitments.
The culmination of two years and $30 million in investment, C9 OppScore’s advanced machine-learning analytics have been embedded into each of C9’s predictive sales forecasting applications.
C9 OppScore accurately predicts revenues for multiple quarters and provides specific guidance for maximizing win rates so sales teams can effectively allocate resources and optimize their operations. “C9 OppScore launches a new era in sales forecasting. Its predictive analytics provide early signals that tell sales teams where they’ll land and how to mobilize around the right opportunities,” said Justin Shriber, C9’s VP of Products. “C9 OppScore could be the best hire sales teams make this year.”
Most predictive sales technologies are based on lead scoring because they can’t access the detailed data required to score sales opportunities. In contrast, C9 has built the world’s largest repository of pipeline data, including the hundreds of data changes that occur over the course of each deal. “Having all the data changes for more than two trillion dollars of opportunities over several years gives C9 OppScore a unique advantage,” said Andy Twigg, CTO at C9. “Our uniquely rich repository enables algorithms to dig deeper and see further than competitors.”
As C9 OppScore analyzes the enormous dataset, its machine-learning approach uses “ensembles” of hierarchical models to discover the dynamics that drive every opportunity score. By understanding the product, industry, account and execution factors behind each opportunity, sales teams can focus on the issues that drive its score and close the deal.
Early C9 OppScore customers have doubled or tripled the number of winning deals they uncover at the start of the quarter. “We have a disciplined sales organization and forecast accuracy is a key focus for us,” said Steve Rutledge, VP of Global Sales Operations, Genesys. “C9 greatly increases our ability to identify the deals we’ll win. Now, on the first day of each quarter, I already know where the majority of my revenue will come from—so we can focus our resources on deals that matter. I’ve seen a lot of sales tools in my career, but C9 OppScore is delivering real-world value in a new and uniquely powerful way.”
C9 OppScore Key Capabilities
- Score—C9 analyzes hundreds of internal and external signals to formulate a score for every opportunity. This enables sales managers to objectively assess the strength of their pipeline, to refactor “sandbagger” and “happy ear” forecasts, and to take early action on opportunities at risk of pushing out of the current quarter.
- Cues—C9 analyzes thousands of closed opportunities to isolate factors that fueled wins and others that derailed deals. It then finds these factors in open opportunities to identify at-risk deals and to encourage behaviors that speed the sales cycle.
- Embedded Data Science—C9 OppScore has been integrated into C9’s Pipeline, Forecasting, and Sales Execution applications to give sales teams timely access to predictive insights and advanced opportunity scores in their everyday workflow.
C9 OppScore provides the forward visibility sales organizations need to define today’s priorities based on tomorrow’s success. As an integral part of C9’s suite of predictive applications, this new offering furthers C9’s mission to accelerate revenue growth by enabling the predictive sales organization.
C9 delivers predictive sales and marketing applications that enable companies to increase revenue, generate more precise forecasts and mitigate pipeline risk. By combining data science with products that improve sales and marketing execution, C9 enables leading companies such as Yahoo!, Pitney Bowes and Google to drive predictable growth.