NimbusCRM uses a lead scoring model to rank inbound B2B leads so the sales team can prioritize outreach. The model predicts whether a lead will become a sales-qualified opportunity within 30 days, but leadership is unsure whether better offline metrics are translating into more pipeline and revenue.
| Metric | Rule-Based Baseline | Current Model | Change |
|---|---|---|---|
| Precision @ top 20% leads | 0.18 | 0.31 | +72% |
| Recall @ top 20% leads | 0.44 | 0.52 | +18% |
| AUC-ROC | 0.61 | 0.78 | +0.17 |
| Log Loss | 0.59 | 0.46 | -22% |
| Top-decile lift | 1.6x | 2.9x | +81% |
| Avg. monthly SQLs | 1,240 | 1,310 | +5.6% |
| SQL-to-close rate | 21% | 19% | -2 pts |
| Avg. days to first contact | 14 hrs | 6 hrs | -57% |
| Monthly closed-won revenue | $2.48M | $2.41M | -2.8% |
The model looks materially better than the old rules offline, and SDRs are contacting high-scored leads faster. However, closed-won revenue is slightly down and sales leadership believes the model may be over-prioritizing leads that convert to SQL but not to revenue.