Revenue Analytics · Customer Success · BI

Propensity to Expand Framework

This was created as part of a skills assessment for a revenue analytics role at a SaaS company. Hiring for the role was unfortunately frozen...so it goes. The brief was to create an expansion scoring framework for customer success using a sample dataset. This wasn't a coding exercise, but rather an operational one. The deliverable included 4 slides giving an overview of the scoring methodology, signals and metrics used, overview of the input data, and proposed operationalization of the model.

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