ABSTRACT
Although lead scoring is an essential component of lead management, there is a lack of a comprehensive literature review and a classification framework dedicated to it. Lead scoring is an effective and efficient way of measuring the quality of leads. In addition, as a critical Information Technology tool, a proper lead scoring model acts as an alleviator to weaken the conflicts between sales and marketing functions. Yet, little is known regarding lead scoring models and their impact on sales performance. Lead scoring models are commonly categorized into two classes: traditional and predictive. While the former primarily relies on the experience and knowledge of salespeople and marketers, the latter utilizes data mining models and machine learning algorithms to support the scoring process. This study aims to review and analyze the existing literature on lead scoring models and their impact on sales performance. A systematic literature review was conducted to examine lead scoring models. A total of 44 studies have met the criteria and were included for analysis. Fourteen metrics were identified to measure the impact of lead scoring models on sales performance. With the increased use of data mining and machine learning techniques in the fourth industrial revolution, predictive lead scoring models are expected to replace traditional lead scoring models as they positively impact sales performance. Despite the relative cost of implementing and maintaining predictive lead scoring models, it is still beneficial to supersede traditional lead scoring models, given the higher effectiveness and efficiency of predictive lead scoring models. This study reveals that classification is the most popular data mining model, while decision tree and logistic regression are the most applied algorithms among all the predictive lead scoring models. This study contributes by systematizing and recommending which machine learning method (i.e., supervised and/or unsupervised) shall be used to build predictive lead scoring models based on the integrity of different types of data sources. Additionally, this study offers both theoretical and practical research directions in the lead scoring field.
ABSTRACT
Inferring genetic networks from genome-wide expression data is extremely demanding computationally. We have developed fastBMA, a distributed, parallel, and scalable implementation of Bayesian model averaging (BMA) for this purpose. fastBMA also includes a computationally efficient module for eliminating redundant indirect edges in the network by mapping the transitive reduction to an easily solved shortest-path problem. We evaluated the performance of fastBMA on synthetic data and experimental genome-wide time series yeast and human datasets. When using a single CPU core, fastBMA is up to 100 times faster than the next fastest method, LASSO, with increased accuracy. It is a memory-efficient, parallel, and distributed application that scales to human genome-wide expression data. A 10 000-gene regulation network can be obtained in a matter of hours using a 32-core cloud cluster (2 nodes of 16 cores). fastBMA is a significant improvement over its predecessor ScanBMA. It is more accurate and orders of magnitude faster than other fast network inference methods such as the 1 based on LASSO. The improved scalability allows it to calculate networks from genome scale data in a reasonable time frame. The transitive reduction method can improve accuracy in denser networks. fastBMA is available as code (M.I.T. license) from GitHub (https://github.com/lhhunghimself/fastBMA), as part of the updated networkBMA Bioconductor package (https://www.bioconductor.org/packages/release/bioc/html/networkBMA.html) and as ready-to-deploy Docker images (https://hub.docker.com/r/biodepot/fastbma/).
