Session 1: Commercial Finance Account Management Scorecards - Risk & Propensity
Presentation Type
Invited
Abstract
his presentation will focus first on providing an overview of Channel and the Data & Analytics team that performed this case study. We will start by showcasing the development of our account management risk score called AMR. This probability of default score has a lot of internal use cases, but we’ll focus on how it is used in our renewals strategy to generate additional volume – while being considerate of the risk. Then we will showcase the development of our renewal propensity model which measures the likelihood a customer will take a subsequent loan with us. These two models are used together to prioritize and manage leads for our renewal sales team – making them more efficient while driving more sales.
Start Date
2-6-2024 9:50 AM
End Date
2-6-2024 10:50 AM
Session 1: Commercial Finance Account Management Scorecards - Risk & Propensity
Herold Crest 253 C
his presentation will focus first on providing an overview of Channel and the Data & Analytics team that performed this case study. We will start by showcasing the development of our account management risk score called AMR. This probability of default score has a lot of internal use cases, but we’ll focus on how it is used in our renewals strategy to generate additional volume – while being considerate of the risk. Then we will showcase the development of our renewal propensity model which measures the likelihood a customer will take a subsequent loan with us. These two models are used together to prioritize and manage leads for our renewal sales team – making them more efficient while driving more sales.