Historical data

The adaptive model provides a set of key predictors that are based on the analysis of data from real production environments. For example, the system uses:

• Production data to create weekly snapshots for each closed lead over one-year period
• Records to define core predictors
• Records to train the adaptive models

The following predictors are provided in the Pega Sales Automation adaptive model:

Adaptive learning

A Job Scheduler DailySnapshotsForLead runs daily and executes a data flow that calls a decision strategy. A decision strategy contains the Lead Ranking adaptive model, which represents properties to capture the data that is required by the models. A decision strategy uses the standard Delayed Learning cache.

When a lead is converted to an opportunity or closed without being converted, the system uses crmUpdatePredictors declare trigger to execute a response strategy from a data flow to retrieve the data for relevant decisions and train the applicable models.

Data set for storing predictors value and lead score

The application pre-calculates predictors used in adaptive models and saves the predictors in a database using a data set at the time of creating the lead and whenever these values are changed using a declare trigger. The application also calculates and stores the lead score in the database.

With this approach, the lead score is not calculated on the fly which improves performance.

Declare trigger for capturing predictor values and lead scores

The triggers below are defined on different work objects to capture values in LeadPredictorData data set.

Daily snapshot of leads

For delayed learning, the adaptive model captures the daily snapshot of leads. The job scheduler DailySnapshotsForLead runs every day to capture the daily snapshot of the lead. Job scheduler runs LeadSnapshots data flow for B2B leads and LeadIndSnapshots data flow for B2C leads.

Capture of adaptive model response

The adaptive model’s responses are captured using a declarative rule when leads are closed or converted.

The crmUpdatePredictors declare trigger runs EvaluateLeadRankAndCaptureResponse data flow to capture the responses.

Data pages

D_crmLeadsList

The lead score in the leads list runs in the context of the D_crmLeadsList data page. The D_crmLeadList data page has the crmLeadsListWithScore report definition data source, which retrieves all lead information from the database. The system uses the data and the crmLeadsListPostLoad rule in post-load processing.

D_LeadScore

D_LeadScore is used to fetch lead score from lead_ranking_predictors_history DB table for each individual lead.

To view details for each data page, perform the following steps:

1. In the navigation pane of Dev Studio, click RecordsData ModelData Page.
2. To open the data page record, click a data page name.

Data flows

StoreLeadSnapshots (B2B)

The StoreLeadSnapshots data flow uses the lead data from the production environment. The StoreLeadSnapshots data flow converts each record from the PegaCRM-Data-SFA-LeadTrainingPredictors class into lead objects. After that, the system routes converted records to the EvaluateLeadRanking B2B strategy. Use the Make decision and store data for later response capture mode for the EvaluateLeadRanking strategy.

StoreIndividualLeadSnapshots (B2C)

The StoreIndividualLeadSnapshots data flow uses the lead data from the production environment. The StoreIndividualLeadSnapshots data flow converts each record from the PegaCRM-Data-SFA-LeadTrainingPredictors class into lead objects. After that, the system routes converted records to the EvaluateLeadRanking B2C strategy. Use the Make decision and store data for later response capture mode for the EvaluateLeadRanking strategy.

CaptureLeadOutcomes (B2B)

The LeadRankingOutcomes report definition is the input for the CaptureLeadOutcomes data flow. The LeadRankingOutcomes report definition retrieves one record per lead from the historical predictors data table, sorted by the maximum snapshot date. The system then retrieves the outcome for each lead. The CaptureLeadOutcomes data flow calls the LeadRankingCloseProbation data flow.

CaptureIndividualLeadOutcomes (B2C)

The LeadRankingOutcomes report definition is the input for the CaptureIndividualLeadOutcomes data flow. The LeadRankingOutcomes report definition retrieves one record per lead from the historical predictors data table, sorted by the maximum snapshot date. The system then retrieves the outcome for each lead. The CaptureIndividualLeadOutcomes data flow calls the LeadRankingCloseProbation data flow.

RankLead

The RankLead data flow runs on a demand basis. The system invokes the RankLead data flow by using the CalculateLeadScore activity for each lead to calculate the lead score. The RankLead data flow collects predictor properties for each lead and the lead static data. After the system collects lead static and predictor properties data, it routes the data to the EvaluateLeadRanking strategy to calculate the lead score. Use the Make decision mode for the EvaluateLeadRanking strategy.

To view the data flow details, perform the following steps:

1. In the navigation pane of Dev Studio, click RecordsData ModelData Flow.
2. Select a data flow to open it and view the data flow record.

Strategies

The following are the lead ranking strategies:

• EvaluateLeadRanking
• CloseLead

To view details for each strategy, perform the following steps:

1. In the navigation pane of Dev Studio, click RecordsDecisionStrategy.
2. To open the strategy record, click a strategy name.

Adaptive models

The lead architecture includes the LeadRanking adaptive model that provides predictors based on the historical data. The input predictor range should be as complete as possible before training the adaptive models to predict outcome propensities based on your use cases, configure predictors, context, and outcomes for the adaptive model.

To view the adaptive models details, perform the following steps:

1. In the navigation pane of Dev Studio, click RecordsDecisionAdaptive Model.
2. Select an adaptive model to open it and view the adaptive model record.
   1. To set lead ranking outcomes, define positive or negative outcome values on the Outcomes tab.
   2. To view the advanced settings, such as performance monitoring or data analysis binning, open the Settings tab.