AI systems are enabling people and machines to work collaboratively, changing the very nature of work and requiring all of us to manage our operations and employees in dramatically different ways. To exploit AI’s potential, leading companies like Accenture are embracing an evolution of business processes that is more fluid and adaptive, comprised of both human and advanced AI systems. This collaboration is leading to the reinvention of many traditional processes, which is what we are seeing at Accenture.
Today, at any one time, approximately 45,000 sales opportunities are in the Manage mySales CRM system, and every sales opportunity companywide is now scored by the Win Probability Predictor. The model accurately predicts the ability to win an opportunity with 97 percent accuracy—in less than three seconds. We continue to train this AI model on more than 120,000 sales opportunities a year with high speed and accuracy so that sales teams benefit from its best practices.
Connecting this AI to an online CRM system, which is available anytime and anywhere, allows sales representatives to update and test ways to improve opportunities or withdraw from a poorly positioned offer combined with their intuitive knowledge of a sales situation. Win Probability Predictor empowers teams and leadership to make smarter qualification decisions. The AI model is tailored to Accenture’s needs and is applicable and scalable to other service areas. Advanced digital capabilities, especially predictive models, hold the potential to be applied in any use case where scoring would be beneficial. Possibilities include revenue forecasting, risk assessment, sales campaigns, personnel scheduling demand and recruitment candidate matching.
CIO Applied Intelligence continually drives innovation and applies predictive models, AI and machine learning to products to bring greater insights to the business. Within CIO Applied Intelligence is the Studio, the research and development organization of data scientists, user experience experts and software engineers that experiments and builds advanced analytics solutions. It operates with a culture of creative agility, following emerging technology market trends, prototyping new analytics concepts and working with a fail-fast culture. A thriving analytics ecosphere is promoting winning ideas.
Analytics products are advancing Accenture’s transformation journey to becoming an enterprise that is automated, intelligent and insight-driven. Accenture envisions this future digital-insight culture as one that delivers new value in many ways. Accenture’s reporting landscape will become simplified as more clarity on what to use is gained. There will be broader insights into business performance as all business dimensions will be supported with digital insights—anywhere.