Distinct Software

Distinct Software (disguised name), a global enterprise software company, is at an important point in its growth trajectory where the luster of its mantra of “grow and win at any cost” has dimmed with increasing competition and margin pressures. To help navigate its sales organization through this difficult phase and improve sales productivity, the firm has hired Sam Chadwick, a digitally savvy industry veteran as its new Global Sales Head. Chadwick would like to use the power of AI to get the job done but is expecting stiff resistance from his sales organization. Chadwick thinks his best shot to demonstrate the power of AI is to use it to predict the chances of winning three specific deals as detailed in the case. Students can use the accompanying large-scale dataset of the firm’s win/loss analysis to develop AI models for predicting probability of winning deals and provide guidance to the firm on whether or not to pursue each of the three specific deals.