AUTOMATED SALES FORECASTING BASED ON MACHINE LEARNING

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We enhanced our clients' sales operations by baselining the current forecasting process, benchmarking it against industry best practices and leveraging state-of-the-art machine learning techniques, to improve the quality and efficiency of the forecast.

Services
Finance Excellence
Expertise
Digital CFO

CLIENT CHALLENGE

Our client’ sales forecasting process was manually driven by different experts, distracting them from other higher value added tasks. This was complicated by a required input from various data sources as well as a heterogenous IT and tool landscape. The dynamic market environment required an adaptable, unbiased and transparent approach to estimate sales within the organization.

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Our Approach

We baselined the current forecasting process and benchmarked it against industry best practices. To enhance the quality of the forecast, as well as to increase operational efficiency and improve productivity we leveraged state-of-the-art machine learning techniques. We developed dynamic visualizations by customized dashboards allowing for drill downs to different levels and export format for direct transfer to other tools and applications. To assist the team and to enable a roll out across relevant entities we established sustainable digital solutions, integrated within the organization.

The Impact

We helped our client by increasing the forecast efficiency through automation. The machine leaning forecast quality was on par, or better than manual estimation of sales figures. We achieved transparency of the sales forecast during the whole process due to customized and interactive visualization.

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