Accelerating B2B sales with Big Data: Exploring A1 advance predictions by Universal Avenue

Jonatan Hedin and Stephen Kirk

Universal Avenue, a global on demand sales platform, used big data to build a machine-learning model and accelerate B2B sales in Sweden.

Introduction

Market brief and the role of Universal Avenue

Recent years have seen a dramatic increase in the number of digital product and service suppliers. Tough competition and a much wider range of niche products and services have benefited companies able to navigate this progressively diverse and fast changing landscape. However, for smaller companies without a dedicated procurement department, the sheer number of alternatives can be overwhelming, resulting in choice overload and paralysis.

The introduction of numerous new payment solutions serves as an example. Alternatives to cash payment are multiplying: mobile point-of-sale systems (iZettle, Square), mobile wallets (Apple Pay, Samsung...

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