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Lead Score Case Study Presentation
Lead Score Case Study Presentation
1. Shruti Udameeshi
2. Waseem Kurne
X Education sells online courses to industry professionals.
X Education gets a lot of leads, its lead conversion rate is very poor. For
example, if, say, they acquire 100 leads in a day, only about 30 of them are
converted.
To make this process more efficient, the company wishes to identify the
most potential leads, also known as „Hot Leads‟.
If they successfully identify this set of leads, the lead conversion rate should
go up as the sales team will now be focusing more on communicating with the
potential leads rather than making calls to everyone.
Business Objective:
X education wants to know most promising leads.
For that they want to build a Model which identifies the hot
leads.
Deployment of the model for the future use.
Solution Methodology
Data cleaning and data manipulation.
1. Check and handle duplicate data.
2. Check and handle NA values and missing values.
3. Drop columns, if it contains large amount of missing values and not useful for the
analysis.
4. Imputation of the values, if necessary.
5. Check and handle outliers in data.
EDA
1. Univariate data analysis: value count, distribution of variable etc.
2. Bivariate data analysis: correlation coefficients and pattern between the variables etc.
Feature Scaling & Dummy Variables and encoding of the data.
Classification technique: logistic regression used for the model making and prediction.
Removing the “Prospect ID” and “Lead Number” which is not necessary for the
analysis.
After checking for the value counts for some of the object type variables, we find
some of the features which has no enough variance, which we have dropped, the
features are: “Do Not Call”, “What matters most to you in choosing course”,
“Search”, “Newspaper
Article”, “X Education Forums”, “Newspaper”, “Digital Advertisement” etc.
Dropping the columns having more than 35% as missing value such as „How did
you hear about X Education‟ and „Lead Profile‟.
EDA
Categorical Variable Relation
Data Conversion