We helped technology company Transfluent use machine learning to increase its sales velocity

The prospect of using data to understand which of its cases to focus on presented a significant opportunity for the company.


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About Transfluent

Transfluent is a Finnish technology company that offers an almost real-time service platform specialising in language translation. The company was founded in 2012, and in addition to its head office in Finland, has a subsidiary in California. See more. 


The challenge

Transfluent's sales team manages over 1,000 sales opportunities annually. Its sales team is expected to sign a certain number of new customers each month. New customer acquisition is of major importance to the company’s sales process, so knowing which cases to focus on is crucial for the company’s success. The prospect of being able to learn this information in a data-driven way presented a significant opportunity for the company.


Our solution

Transfluent's marketing and sales activities generate lots of customer acquisition data, which can be used to improve the performance of its sales team.

Since the company was using HubSpot Marketing Hub, it had good pipeline traceability, all the way from first clicks on its website and content to sales-qualified lead and won customers. We used this customer footprint and other data points, such as company information and sales engagement, to calculate deal scores for Transfluent. Each score represented how likely it was that a particular deal would convert to a purchase.

Scoring sales cases requires an organisation-specific machine learning model, so we trained an algorithm using existing sales and marketing data.

  • First, we collected the data and prepared it to train the scoring model, which selects the most significant variables for scoring.
  • After we validated the deal scoring model, we integrated existing sales and marketing tech solutions to automate deal scoring.

Production-wise, we pull the required data points/variables from source systems on a daily basis and run them through our model. This generates Deal Scores that can then be returned to CRM systems for sales case prioritisation and nurturing.


Our predictive deal scoring solution helped Transfluent's sales team to prioritise their activities and focus on the most valuable deals in their pipeline.  Prediction accuracy has varied between 75% and 95%, which means that, on average, more than four sales cases out of every five have been scored correctly by our automated system. 

By using our highly accurate ranking system, Transfluent's sales team has been able to focus on the winning cases and has greatly improved sales velocity.


Grow your business with data that’s actually useful.


Predictive Deal Scoring

You can use our Predictive Deal Scoring tool to prioritise leads in your sales pipeline. That way, you can get your sales team focused on closing the deals with the most potential. This is the best way to optimise your sales processes and increase your success rate.


Ideal Customer Profiling

An Ideal Customer Profile (ICP) is a description of your best potential customer. By creating your ICP based on sales data and advanced analytics, you'll make sure you’re targeting customers who are more likely to buy from you.


Predictive Lead Scoring

Our Predictive Lead Scoring tool identifies where your most promising leads are coming from, the content and activities that impact your sales the most, and the optimal time to handover leads to sales.


Full-Funnel Analytics

InlineInsight is also a sales and marketing analytics platform that maximises your business performance. Take advantage of predictive scoring, advanced campaign analytics, and a full-funnel view that makes it effortless to report on your entire marketing funnel.


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