Invitae: Salesforce Forecasting using Einstein Analytics
Invitae uses Machine Learning to identify accounts that need attention from sales teams.
Company Profile
Invitae Corporation (NYSE: NVTA) is a leading medical genetics company whose mission is to bring comprehensive genetic information into mainstream medicine to improve healthcare for billions of people. Invitae’s goal is to aggregate the world’s genetic tests into a single service with higher quality, faster turnaround time, and lower prices. For more information, visit the company’s website at invitae.com.
Business Situation
Invitae wanted an intelligent sales platform to identify customers that are at risk and need attention. They serve hundreds of customers and they wanted an efficient way to prioritize such accounts so that their sales team can then focus on them. There may be several reasons why activity at a particular customer account could be dipping e.g. seasonality, doctors leaving, new doctors, etc. They wanted an intelligent system that can understand all these data points and provide an accurate list of at-risk customers with minimal false positives. As the sales team’s time is limited and valuable, it was critical that the overall accuracy of the algorithm was high.
