Thank you for your informative papers. During the presentation, we had a total of 34 successful upcoming sales, and 34/80 = 42.5%. What conditions are 80 customers?
From the period February 2018 to February 2019, there were a total of 270 customers who were approached by the telecommunications service provider (from a pool of 3117 customers in total). Yes, we note that the telecommunications company's approach rate is very low. The traditional semi-manual approach for upselling to customers, via the Account Managers, was employed for the upsell process. For the model training, these 270 customers were randomly split into a training set and test set using a 70%/30% partition. Hence, 190 customers were in the training set and the remaining 80 customers belonged to the test set. Out of these 80 customers who were in the test set, only 34 customers engaged in a successful upsell, hence the success rate from the traditional semi-manual approach was 34/80 = 42.5%. Retrospectively, if our model was used to target these customers, there would have been a higher number of successful upsells when approaching 80 customers (from the pool of 3117 customers in total). We report on the 80 customers to make a direct comparison between the model performance and the traditional semi-manual approach used by the telecommunications service provider.
