How Machine Learning Can Improve Direct Marketing Results

With direct marketing, you likely have a benchmark success rate from previous similar campaigns that you base your goals on, and you try to optimise it through various strategies, whether by trying to offer the best deals or by using behavioural tactics.

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Predictive Models To Empower Your Sales Call Centre Agents

In an outbound sales environment, the agent needs to work through a long list of customers and the more information available to the agent on the customer, the better.

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Solving the Credit Unaware Challenge with Psychometrics

At Principa, we engage with clients and organisations across the entire credit lifecycle and track the focus of the South African credit industry. For nearly ten years the focus has consistently been in the collection space, but recently (since early 2021) this has changed and a large number of our clients are focused on acquisitions and originations.

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Predicting Customer Behaviour (PART 2)

In Part One of this two-part blog, we started providing a short overview of just some of the propensity models that Principa has developed. In this Part Two, we continue to look at different types of propensity models available across the customer engagement lifecycle that are used to predict behaviour and solve business problems. 

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Predicting Customer Behaviour (PART 1)

Propensity modelling attempts to predict the likelihood that visitors, leads and customers will perform certain actions. It’s a statistical approach that accounts for all the independent and confounding variables that affect said behaviour. The propensity score, then, is the actual probability that the visitor, lead, or customer will perform a certain action.

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The Pros and Cons of a Multi-Bureau Strategy in Credit

Although not a new concept, very few lending organisations have deployed a true multi-bureau strategy (MBS). It is however talked about fairly regularly, but often dismissed as “too hard” or “not important enough”. So why should you consider a multi-bureau strategy? What are the key considerations? How do you go about deploying a MBS? This blog hopes to address all these questions.

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