Arpit Chourasia

● Built a B2B Customer 360 data model

• Designed a hierarchical view encompassing company, subsidiaries, decision-makers, product adoption, and support interactions to enable unified account insights.
• Supported sales and customer success with targeted account planning and stakeholder engagement.

● Leading text analytics on SDR and MDR notes to identify key drivers of Closed Won and Closed Lost opportunities

• Conducting thematic clustering and root-cause pattern mining on unstructured sales notes.
• Developed NLP tagging framework to detect high-impact factors contributing to opportunity conversion or drop-off.

● Extension to contact data harmonization

• Identifying gaps in strategy with Ad-hoc analysis and developing experiments to bridge the gaps. One of the most promising experiments was delineation between inbound and outbound leads, optimizing funnel conversion velocity.
• Officiated validation of 31M emails and integrated the output with Salesforce.
• Reduced dashboard refresh latency by migrating reports to CRM Analytics, saving valuable time for sales and marketing managers, and bypassing data security concerns.

● Initiated harmonizing contact data & improving lead conversion for e-sign leader, estimated to save $20k/M/team

• Identified the opportunity to optimize the process flow of contact data.
• Ideated & quantified data quality assessment metrics, along with its integration to business operations.

● Boosted opportunity conversion & account retention by 3% for a cloud software performance company

• Validated growth drivers through analyzing historical transaction metrics (monetary and data usage).
• Led efforts in user segmentation focused on directional trends for each segment.
• Delivered insights through historical transaction metrics, click stream behavior & keyword search.
• Conducted a market-basket analysis to identify prevalent product combinations based on different subscriptions for new customers.
• Analyzed patterns to pinpoint potential customer upgrades/downgrades to boost sales & retain accounts.

● Formulated metrics for dashboarding to support sales and marketing teams, reducing operational time by 12%

• Generated key insights on product and application onboarding, usage, telemetry data and other dimensions.
• Grouped the KPIs for sales and product development teams separately.

● Ideated feasible data model saving 20% of data retention cost for kids’ smart watch

• Comprehensively analyzed all dimensions to assist sales and product management teams.
• Rationalized the data retention for fact tables as per the criticality and recency of use.

● Developed business case to generate workforce insights, improving employee feedback score by ~7% in 6 months.

• Comprehended the PII data coming from third party vendors, drafting all the potential impediments.
• Built operational Power BI report to understand and identify areas of improvement for full-time employees.
• Quantified metrics for employee workload, burnouts and employee engagement.