Modeling Data Requirements

The basic data requirements for models are as follows:

Positive Data:

  • At least 400-600 records, if you have more, please include them

  • Positives should represent the desired outcome of the model

  • Typically closed/won opportunities or opportunities

House List Data:

  • 10x records compared to the positive set (If you have more than 10x, please include more data if you have it.)

  • Typically non-converted accounts/leads

  • Records in the house list should represent the type of accounts/leads that

    you would be interested in scoring in the future against the model

Note:

  • For all reports, be sure to include any fields where the data would need to be filtered on

     

Data Fields to Include in Reports:

 

ABM Data Fields to Include in Reports:

ABM

Positive List

House List

Required

Company Name

Company Website

Company Name

Company Website

Good to Have

Closed Date

Company Status/Stage

Closed Date

Company Status/Stage

Optional

Email

Company Address

Region Segments

Product

Record Source

Email

Company Address

Region Segments

Product

Record Source

 

LBM Data Fields to Include in Reports:

LBM

Positive List

House List

Required

Company Name

Company Website

Lead Name

Lead Email

Lead Title

Company Name

Company Website

Lead Name

Lead Email

Lead Title

Good to Have

Closed Date

Company Status/Stage

Closed Date

Company Status/Stage

Optional

Company Address

Region

Segments

Product

Record Source

Company Address

Region

Segments

Product

Record Source

 

Example Reports:

ABM:

ABM Example Use Case 1 – Accounts to Close Won:

Identify prospective accounts most likely to become a customer

Account Report (House List) Opportunity Report (Positives)

The report should include all prospective accounts.

Timeframe: Last 24 months based on creation date.

Fields:

Account ID

Company (account) name

Company website/domain

Account creation date

Current status

Flag to denote whether an opportunity was ever attached to the account

 

The report should include all opportunities of all stages.

Timeframe: Last 24 months based on creation date.

Fields:

Account ID

Company (account) name

Company website/domain

Opportunity ID

Opportunity name

Opportunity creation date

Opportunity close date

Opportunity stage

 

ABM Example Use Case 2 – Opportunities to Close Won (High ASP):

Identify open opportunities most likely to close with high ASP

Account Report (House List): Opportunity Report (Positives)
  1. The report should include all prospective accounts.

  2. Timeframe: Last 24 months based on creation date.

  3. Fields:

  • Account ID
  • Company (account) name
  • Company website/domain
  • Account creation date
  • Current Status
  • Flag to denote whether an opportunity was ever attached to the account


     
  1. The report should include all opportunities of all stages.
  2. Timeframe: Last 24 months based on creation date.

  3. Fields:

  • Account ID

  • Company (account) name

  • Company website/domain

  • Opportunity ID

  • Opportunity name

  • Opportunity creation date

  • Opportunity close date

  • Opportunity stage

  • Opportunity value ($)

 

 

LBM

LBM Example Use Case 1 – Inbound Leads to Close Won:

Identify inbound leads most likely to become a customer

Opportunities with Contacts Report (Positives) Leads Report (House List)
  1. The report should include all contacts associated to all opportunities

  2. Timeframe: Last 24 months based on creation date

  3. Fields:

  • Company (Account) Name

  • Company Website/Domain

  • Email Address

  • Contact ID

  • Full Name

  • Job Title

  • Contact Status

  • Contact Creation Date

  • Opportunity ID

  • Opportunity Name

  • Opportunity Creation Date

  • Opportunity Stage

  • Opportunity Close Date

  1. The report should include all leads

  2. Timeframe: Last 24 months based on creation date

  3. Fields:

  • Company (Account) Name

  • Company Website/Domain

  • Email Address

  • Lead ID

  • Full Name

  • Job Title

  • Lead Status

  • Lead Source

  • Lead Creation Date



 

 

LBM Example Use Case 2– Qualified Leads to SQLs:

Identify marketing qualified leads most likely to become sales qualified

Contacts Report with Opportunities Information Qualified Leads Report
  1. The report should include all contacts associated to all opportunities
  2. Timeframe: Last 24 months based on qualified date
  3. Fields
  • Company (Account) Name

  • Company Website/Domain

  • Email Address

  • Contact ID

  • Full Name

  • Job Title

  • Contact Status

  • Contact Creation Date

  • SQL date

  • Opportunity ID

  • Opportunity Name

  • Opportunity Creation Date

  • Opportunity Stage

  • Opportunity Close Date

  1. The report should include all contacts associated to all opportunities
  2. Timeframe: Last 24 months based on qualified date
  3. Fields
  • Company (Account) Name

  • Company Website/Domain

  • Email Address

  • Lead ID

  • Full Name

  • Job Title

  • Lead Status

  • Lead Source

  • Lead Creation Date

  • Marketing Qualified Date


 
 
 
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