NimbusCRM uses a binary classification model to score inbound leads for its B2B sales team. Leads with scores above a threshold are routed to account executives for immediate follow-up; the rest go to lower-cost email nurture. The current threshold was set conservatively at launch, but sales leadership believes too many high-value leads are being missed.
Validation set: 50,000 leads from the last quarter. Positive class = lead converts to a qualified sales opportunity within 30 days.
| Threshold | Precision | Recall | F1 | Leads Routed | Win Rate on Routed Leads | Est. Monthly Pipeline Created |
|---|---|---|---|---|---|---|
| 0.80 | 0.61 | 0.28 | 0.38 | 2,300 | 18.5% | $1.9M |
| 0.65 | 0.49 | 0.46 | 0.47 | 4,900 | 15.2% | $2.6M |
| 0.50 (current) | 0.38 | 0.63 | 0.47 | 8,200 | 12.1% | $3.0M |
| 0.35 | 0.27 | 0.81 | 0.41 | 13,400 | 8.7% | $3.2M |
| 0.20 | 0.18 | 0.92 | 0.30 | 19,100 | 6.1% | $3.1M |
Additional facts:
You need to recommend the best operating threshold for routing leads to sales, not just the threshold with the best offline metric.