6.

Use test data to answer question: Suggest a deployment strategy for approaching
customers that will result in Maximum profit. WSES can approach a maximum of 100
clients and there should be at least 10% from each product. (4 points)
The model developed in question no. 2 above is used to get the probability of clinching a
deal (P(Y=1)) for every deal in the test data. The dataset is then arranged in the following
successive steps:
1. decreasing order of probability of clinching a deal which is obtained from the developed
model
2. increasing order of profit of the customer
3. increasing order of profit % of WSES
4. increasing order of Relative strength in the segment
5. decreasing order of Joint bid-WSES portion.

It gives us the dataset arranged according to the chances of winning a deal and decreasing
order of the discrimination power of the variables. The top 100 clients are selected from the
resultant dataset such that each product has at least 10% deals. The profit values are then
calculated for each deal according to the revenue-split in the sales.
The maximum profit WSES can earn this way comes out to be 364.04mn, and profit based
on size comes out to be 112.4mn for a year.
Exhibit: 100 clients for maximum profit

Opportunity Score Product Relative Profit of Sales Profit % Joint Profit Profit Rank
No. Strength customer Value Bid - Margin Based
in the - $Mn - WSES on
segment $Mn Portion size
Test797 1 Finsys 57 (0.453) 8.3 19 67 1.6019 0.53 1
Test581 1 Lifesys 46 0.075 9.4 28 70 2.6602 0.89 2
Test561 1 Logissys 36 0.535 9.3 41 63 3.8502 1.28 3
Test914 1 Procsys 15 0.541 10.0 38 68 3.84 0.96 4
Test45 1 GTMSys 30 0.556 7.8 56 70 4.368 1.46 5
Test170 1 GTMSys 32 0.561 8.4 40 63 3.3852 1.13 6
Test153 1 Finsys 31 0.604 9.4 42 63 3.9104 1.30 7
Test859 1 GTMSys 23 0.608 8.3 45 47 3.7267 1.24 8
Test578 1 Logissys 36 0.646 5.3 22 57 1.166 0.39 9
Test120 1 Finsys 31 0.691 6.4 37 73 2.368 0.79 10
Test809 1 Procsys 22 0.700 12.4 49 80 6.0388 1.51 11
Test714 1 Finsys 57 0.834 8.5 35 65 2.9325 0.98 12
Test418 1 Finsys 31 1.277 9.1 42 67 3.8402 1.28 13
Test704 1 Finsys 57 1.348 8.5 17 60 1.411 0.47 14
Test89 1 Lifesys 46 1.455 6.9 22 72 1.5111 0.50 15
Test905 1 GTMSys 30 0.886 5.8 38 61 2.1924 0.73 16
Test826 1 Finsys 57 0.608 4.8 35 80 1.6608 0.83 17
Test370 1 Procsys 68 0.556 6.5 52 74 3.3475 1.12 18
Test778 1 GTMSys 30 0.935 10.0 30 56 3.01 0.75 19
Test385 1 GTMSys 55 0.691 9.9 38 68 3.7917 1.26 20
Test533 1 Procsys 68 0.783 9.6 39 65 3.7536 1.25 21
Test972 1 Finsys 62 0.271 9.7 38 57 3.686 1.23 22
Test426 1 Finsys 31 0.071 4.0 40 65 1.616 0.81 23
Test460 1 Logissys 79 0.863 7.7 19 58 1.4399 0.48 24
Test510 1 Lifesys 46 0.347 8.3 37 72 3.0627 1.02 25
Test148 1 Finsys 31 0.266 11.4 34 60 3.9216 0.98 26
Test250 1 GTMSys 32 0.935 6.9 41 68 2.8152 0.94 27
Test939 1 LearnSys 74 0.580 11.0 33 68 3.575 0.89 28
Test324 1 GTMSys 58 0.855 5.7 41 67 2.3085 0.77 29
Test676 1 GTMSys 23 0.574 12.8 43 37 5.4784 1.37 30
Test700 1 Finsys 57 0.725 7.0 28 69 1.932 0.64 31
Test600 1 Procsys 44 0.674 7.1 46 38 3.266 1.09 32
Test122 1 Finsys 57 0.608 6.6 45 64 2.9766 0.99 33
Test730 1 Procsys 34 1.168 7.9 42 46 3.3496 1.12 34
Test340 1 GTMSys 55 0.707 8.9 38 65 3.4176 1.14 35
Test852 1 GTMSys 55 0.406 10.2 49 57 4.9572 1.24 36
Test217 1 GTMSys 32 0.855 5.3 54 49 2.8726 0.96 37
Test528 1 GTMSys 67 0.274 7.8 48 46 3.7596 1.25 38
Test597 1 GTMSys 63 0.541 8.9 40 50 3.5867 1.20 39
Test489 1 Logissys 36 (0.561) 7.9 42 45 3.3022 1.10 40
Test687 1 Finsys 57 (0.338) 9.6 56 66 5.3952 1.80 41
Test527 1 Logissys 36 (0.238) 10.5 52 80 5.502 1.38 42
Test344 1 GTMSys 55 (0.230) 8.2 39 46 3.1652 1.06 43
Test892 1 GTMSys 55 (0.215) 6.2 28 70 1.7236 0.57 44
Test64 1 Procsys 76 (0.213) 11.0 36 56 3.982 1.00 45
Test884 1 GTMSys 83 (0.210) 7.5 58 59 4.3425 1.45 46
Test3 1 Finsys 77 (0.172) 8.4 60 57 5.0736 1.69 47
Test8 1 GTMSys 73 (0.130) 9.9 31 58 3.0492 1.02 48
Test24 1 GTMSys 73 (0.077) 11.3 50 74 5.6952 1.42 49
Test159 1 LearnSys 40 (0.055) 7.9 24 55 1.896 0.63 50
Test144 1 Finsys 31 (0.048) 9.1 49 56 4.4681 1.49 51
Test670 1 Procsys 44 (0.039) 8.7 43 70 3.7758 1.26 52
Test938 1 Finsys 77 (0.032) 10.8 47 53 5.1192 1.28 53
Test104 1 Finsys 57 (0.027) 12.1 60 52 7.1995 1.80 54
Test843 1 Finsys 57 (0.008) 6.4 43 55 2.7392 0.91 55
Test305 1 GTMSys 58 (0.004) 6.2 38 49 2.3312 0.78 56
Test601 1 Procsys 44 0.001 10.5 44 44 4.5885 1.15 57
Test806 1 Procsys 75 0.003 8.1 37 50 2.9727 0.99 58
Test775 1 GTMSys 19 0.020 9.1 57 65 5.187 1.73 59
Test725 1 LearnSys 74 0.022 9.8 39 53 3.822 1.27 60
Test476 1 Procsys 76 0.042 11.8 35 44 4.0828 1.02 61
Test264 1 LearnSys 74 0.055 9.4 47 59 4.4556 1.49 62
Test745 1 Finsys 57 0.072 8.2 51 61 4.1574 1.39 63
Test107 1 Finsys 77 0.081 8.5 52 60 4.386 1.46 64
Test563 1 Lifesys 64 0.099 7.6 43 53 3.2528 1.08 65
Test445 1 GTMSys 55 0.102 10.5 38 37 4.011 1.00 66
Test410 1 GTMSys 55 0.103 12.0 53 80 6.396 1.60 67
Test621 1 Procsys 53 0.108 7.6 34 42 2.5536 0.85 68
Test522 1 Procsys 71 0.110 8.4 43 80 3.6456 1.22 69
Test320 1 GTMSys 52 0.115 9.1 52 69 4.7047 1.57 70
Test158 1 GTMSys 55 0.117 9.2 58 55 5.3176 1.77 71
Test440 1 Procsys 75 0.121 10.6 45 67 4.7276 1.18 72
Test251 1 GTMSys 32 0.122 7.3 61 60 4.4603 1.49 73
Test314 1 GTMSys 52 0.129 8.1 43 62 3.4425 1.15 74
Test14 1 GTMSys 43 0.130 9.6 57 56 5.4432 1.81 75
Test562 1 Logissys 36 0.140 9.3 63 67 5.8869 1.96 76
Test412 1 Logissys 79 0.150 7.2 41 59 2.9232 0.97 77
Test380 1 Procsys 76 0.165 6.6 48 55 3.1944 1.06 78
Test883 1 GTMSys 55 0.169 6.2 56 73 3.4782 1.16 79
Test443 1 GTMSys 50 0.175 9.5 45 46 4.237 1.41 80
Test267 1 GTMSys 39 0.177 10.8 16 63 1.7388 0.43 81
Test97 1 Procsys 75 0.183 10.9 35 46 3.7823 0.95 82
Test138 1 Logissys 79 0.207 10.5 45 73 4.767 1.19 89
Test587 1 Logissys 36 0.287 9.5 34 55 3.2585 1.09 106
Test152 1 Logissys 79 0.303 7.9 31 54 2.4332 0.81 109
Test326 1 LearnSys 78 0.349 10.8 43 60 4.6332 1.16 116
Test32 1 LearnSys 78 0.375 7.4 48 68 3.5446 1.18 123
Test419 1 LearnSys 40 0.443 9.8 45 80 4.361 1.45 135
Test271 1 Lifesys 46 0.444 8.9 47 67 4.1919 1.40 136
Test272 1 LearnSys 45 0.458 9.2 13 57 1.2328 0.41 139
Test650 1 LearnSys 82 0.459 12.9 47 100 6.063 1.52 140
Test59 1 Lifesys 64 0.469 7.7 40 67 3.0492 1.02 142
Test757 1 LearnSys 45 0.512 8.2 49 73 3.9852 1.33 148
Test685 1 Lifesys 27 0.572 9.9 37 53 3.6531 1.22 159
Test509 1 Lifesys 46 0.730 10.1 39 56 3.8986 0.97 183
Test920 1 ContactSys 59 0.907 11.1 35 71 3.9072 0.98 219
Test997 1 Lifesys 46 1.247 8.0 44 80 3.552 1.18 259
Test269 1 Lifesys 46 1.636 10.1 21 67 2.0806 0.52 282
Test921 1.58E- ContactSys 59 1.093 10.1 39 60 3.9693 0.99 638
10
Test338 1.58E- ContactSys 59 1.797 8.3 42 62 3.4611 1.15 847
10