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Research questionHow can B2B marketing teams resolve fragmented company records to predict conversion over long sales cycles?B2B buying processes can span months or years, while one company may appear across fragmented contact records and inconsistent company names. This makes it difficult to construct a reliable customer-level view and determine which prospects are likely to convert.
AI
Business
Machine Learning
Statistical Machine Learning
Latest papersRecent research connected to this question, newest first.B2B Customer Conversion Prediction: A Document Representation, Graph Theory, and CatBoost Driven MethodologyThe study aggregates individual contacts into B2B customer records using multiple keys, including clustering irregular company names with spelling mistakes and variants. It generates customer features and applies CatBoost to predict sales-funnel conversion, reporting 91% accuracy and discussing personalized campaigns based on the predictions.research paper · Sep 3, 2026
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